About the Job
The Director, Business Development has primary responsibility for driving the business activity of the eastern region – primarily in the northeast, but also including the southeast and central states – and working in conjunction with the underwriting team to structure and support viable financing opportunities. They will lead loan origination activity by developing and implementing a business development strategy, supervising other business development staff, and partnering with the Director, Underwriting to ensure the workflow proceeds in a timely and expeditious manner. The Director, Business Development is responsible for understanding and communicating market trends and the needs of key constituencies. They will lead the exploration of expanding NFF’s lending services in certain geographies and sectors by conducting market research, building relationships with key stakeholders, assessing product and pipeline viability, and presenting proposals/structures for implementation. Primary responsibilities include: leading market-facing activities to generate business opportunities; maintaining and managing a project pipeline to meet NFF’s annual lending goal; identifying, assessing, negotiating, and structuring viable financings in line with NFF’s mission; overseeing preparation of memos and presentation of proposals for the “greenlighting” of projects to loan committee; and managing business development staff. In addition, the Director, Business Development will oversee the successful partnership of the business development and underwriting teams to ensure a smooth client experience and contribute to lending process improvements. They maintain knowledge of key markets within the region and nationally to support and inform the business development strategy. This position requires a minimum of 40% travel and it is expected that 75% of the time will be externally focused.
This position will be based in NFF’s New York, NY office. This position will report to the V.P. of Lending.
Primary Duties and Responsibilities:
Team Lead & Market Development
- Collaborate and partner with the Director, Underwriting to manage the pipeline to meet annual lending goals. Specifically:
-Develop, recommend, and implement a tactical plan that will consistently generate a viable pipeline of high-credit-quality clients and transactions, including, but not limited to, on-balance sheet lending, NMTC transactions, and off-balance sheet opportunities.
-Supervise junior business development staff and the work of staff supporting business development activities and transactions.
-Identify and resolve issues to respond to client needs and move transactions forward.
- Maintain up-to-date market knowledge, and communicate and respond to changing market dynamics.
- Lead the proposal and exploration of expanding NFF’s lending services in new geographies and sectors:
-Oversee market research.
-Build relationships with key community organizations, funders, and other relevant stakeholders.
-Assess new product and pipeline viability.
-Develop and implement a business plan.
Relationship Building and Management
- Maintain strong relationships with current and future borrowers and partners.
- Participate in business development activities, including early-stage client visits and conversations and attendance at external events.
- Oversee and ensure the smooth transition and support of clients through the “green lighting”, underwriting, approval and closing processes to ongoing centralized portfolio management.
- Cultivate and maintain relationships with capital sources (banks, CDFIs, foundations, institutional investors and other capital providers and intermediaries) and stakeholders.
- Work across the organization to identify business development opportunities and coordinate the lending activity so that it intersects with NFF’s overall priorities and key relationships.
- Develop, recommend, and implement marketing strategies to support the delivery of NFF lending, New Markets Tax Credit (“NMTC”) and other products and services to new and existing clients and partners.
- Work closely with all business development, underwriting, closing, and portfolio management staff to ensure excellent customer service.
- Generate new business and manage business development pipeline in coordination with Director, Underwriting and Vice President, Lending.
- Originate loans and NMTC transactions by identifying, assessing, negotiating, and structuring viable, credit-worthy financings.
- Problem solve with internal and external parties to move the transaction pipeline forward.
- Oversee and provide guidance to junior staff who conduct initial assessment and analysis of financing prospects and prepare memos and present proposals for the “greenlighting” of projects to loan committee.
- Proactively monitor industry and regional trends and identify opportunities.
Essential Requirements for Education and/or Experience:
- Bachelor’s degree or equivalent experience required.
- A minimum of 8-10 years of professional experience or graduate-level education, preferably in the financial services, consulting or nonprofit sectors and in increasingly more senior positions.
- Demonstrated ability to develop, structure, and negotiate new products, and perform the initial credit analysis and risk assessment of financings.
- Strong interpersonal and communication skills, both written and verbal.
- Demonstrated ability to build, manage, and deepen client relationships.
- Ability to relate to diverse constituencies.
- An entrepreneurial work ethic, including an openness to learning new skills and systems and ability to take initiative for independent learning and quickly develop deep knowledge of a market or sector.
- Ability to exhibit calm under pressure.
- Solutions-based mindset and approach.
- Strong time management, multi-tasking, and organizational skills, with an ability to coordinate complex activities and prioritize conflicting demands and deadlines.
- Strategic thinker with ability to balance big-picture ideas with day-to-day work.
- Demonstrated ability to take on increased responsibility over time.
- Ability and willingness to travel within region to work with staff and meet with applicants, borrowers, and stakeholders.
Specialized Knowledge/Beneficial Skills and Experience:
- Demonstrated experience developing new product lines or moving processes from conception through implementation.
- Results-oriented individual with the ability to work independently, as well as collaborate with a close-knit group.
- Management experience including hiring, training, coaching staff.
- Experience in business or commercial lending including the origination or management of a portfolio of nonprofit organizations.
- Market knowledge in eastern region and in one or more targeted sectors including community health centers, education/charter schools, and human service providers.
- Market knowledge of key constituents including CDFIs, government agencies, investors, foundations, policy makers and community service providers.
Apply directly here: https://nonprofitfinancefund.applytojob.com/apply/0Db0EmB6cW/Director-Business-Development?source=GIIN
Nonprofit Finance Fund
What We Do:
Nonprofit Finance Fund (NFF) works toward a more just and vibrant society through:
Financing that invests in missions. Our customized financing strengthens hardworking nonprofits and social enterprises.
Consulting that empowers leaders. Our experts equip you to make financial decisions that best serve your mission.
Partnering on big problems. Service providers, funders, and investors turn to us for new ways to collaboratively support stronger, fairer communities.
Learning that helps illuminate paths to solving complex social issues. Sharing experiences and expertise – from ideas to anecdotes to cutting-edge data and analysis – makes it easier.
Nonprofit Finance Fund® (NFF®) advances missions and social progress in underserved communities through financing, consulting, partnerships, and knowledge-sharing. A leading Community Development Financial Institution (CDFI), NFF currently manages over $329 million. Since 1980, we have provided $871 million in financing and access to additional capital in support of over $2.9 billion in projects for thousands of organizations nationwide.