Head of Commercial Operations, North

A unique opportunity to join one of the most respected brand names within Asset Based Lending, leading a high performing operations team in this senior management position. Based from their flagship Northern head office and reporting to the Portfolio Director, you will be tasked with pro-actively leading the management of the commercial client services team (circa 20), credit risk and commercial return for all Commercial client facilities, ensuring excellent client outcomes are delivered whilst protecting the company from risk of credit loss.

To ensure all Commercial client facilities are operated within company credit policy:

• Aggregate bad debt provisions within annual allocated budgets.
• Commercial client relationships managed in a manner that encourages growth in portfolio income and minimizes attrition.
• Opportunities for incremental New Business from Commercial portfolio maximized.
• Work closely with PD, MD and Head of Commercial Sales to ensure an effective working link with the Commercial sales team.
• Provide underwriting and structuring advice to the Commercial sales team and visit prospects when required.
• Ensure an effective post Credit Committee / Switch On process.
• Drive a positive culture across the team, embedding the company’s values.
• Create an environment for team members to thrive.
• Minimise the risk of loss through robust credit risk management, using risk management tools and implementation of risk management procedures.

Key Responsibilities

Credit Risk Management – Commercial portfolio

• Ensure correct match between portfolio credit risk and Client Management skill sets. Identify and correct any shortfall / mismatch.
• Ensure client facilities are operated within credit policies.
• Ensure the evolution of an open culture where all members of the team are prepared to, and feel capable of, airing and discussing any risk concerns.
• Ensure that operating procedures are in place that allows for the effective identification and escalation of material risk issues.
• Maintain a formal monthly “Watch Committee”. Ensure that the processes for escalating client to “Watch” status are understood and embedded across the Group.
• Utilise monthly review to conduct in depth analysis of material credit risk and identify required actions. Ensure that all actions are documented, followed and reviewed as appropriate at next iteration of committee.
• Maintenance of “Adverse Scenario Impact” / clarity of exit route planning for all clients. Liaise with Recoveries / Risk to ensure all strategies are clearly articulated / understood.
• Monitor daily collateral trends and raise issues as relevant with individual Client Managers.
• Ensure that all Annual / Interim Reviews are completed to a timely and professional standard and in a manner that provides reassurance to the Risk functions.

Client Relationship Management

• Relentlessly and rigorously pursue a zero tolerance approach to Client Attrition.
• Work with MD to ensure the CM team is structured in a way that best promotes Client Retention policies and goals.
• Ensure that reporting Senior Client Managers build and maintain close working relationships with all key client decision makers. Ensure frequency and relevance of dialogue through ongoing review of trading / performance / facility data.
• Identify and build direct personal relationships with all “High Revenue” client decision makers.

Client Portfolio Revenue Growth

• Responsible for managing the overall “value” of client facilities.
• Ensure that all opportunities to grow revenue are explored.
• Ensure that at all times pricing conversations reflect company commitments and culture.

New Business

• Work to ensure effective / productive relationship with Commercial Sales.
• Contribute individually and as a team to New Business Underwriting process. Ensure delivery of timely and high quality and balanced credit decisions.
• Lead a drive to maximize the volume of new client enquiry from existing Client Management relationships.

Staff Career Development

• Promote an environment where Client Management staff sense an opportunity to grow their professional career.
• Work to identify and resource career paths for CM staff – lead allocation of training budget / decisions.

Reputation Management

• Dissolved into all activities is a desire to improve and build the internal and external reputation of the CM Team to ensure it is seen as an attractive home for capable Receivable Finance professionals.
• Ensure that reasonable steps are taken to ensure that the Client Services department is organised so that it can be controlled effectively, and meets all relevant regulatory requirements and standards as expected by the regulators.

Risk & Compliance

• Ensure that all Governance and Compliance requirements are adhered to and all reporting and reviewing activities required by the Regulatory Bodies are carried out to the standards required.

The successful candidate will be rewarded with a market leading salary and wider package reflecting the seniority of the role. You will also qualify for the executive bonus scheme paid annually.