Director of Lending & Sales, Toledo

Company: ECDI - Economic and Community Development Institute

Location: Toledo, OH

Job Function: Financial Services


ECDI is a nonprofit organization, dedicated to serving underserved and underbanked small business owners. Our goal is to assure that every entrepreneur – regardless of where they came from, where they live, their gender or their race – has access to funding and the business mentoring services they need to succeed.

We’re based in Columbus, with offices in Cleveland, Cincinnati, Akron, Portsmouth, and Toledo. For small business clients in Ohio, Kentucky, and Indiana, we serve a one-stop resource center.

Our Recruiting Process:

  • 20-minute call with recruiter
  • 60-minute on site interview with hiring manager
  • Job offer

Commitment to Diversity and Inclusion

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin. We are committed to attracting and retaining diverse talent while providing learning and professional advancement opportunities for our employees. We strive to advance our mission and bring equitable opportunity to all those we serve and employ.

The Economic and Community Development Institute is an Affirmative Action Employer and members of underrepresented communities and demographics are particularly encouraged to apply, including women, people of color, LGBTQ, and people with disabilities.


Under the direction of the Senior V.P. of Lending & Sales, the Director of Lending will play a vital role in implementing and monitoring sales activities and developing sales strategies that help the organization expand its client base in our Toledo market. This position will coach, develop, and manage Relationship Managers to enhance their lending skills and hold them accountable for individual sales production. They will provide senior leadership with pipeline and sales activity reports to better manage the organization. This position will facilitate marketing efforts of various loan programs to bring in new lending clients to the organization and will maintain strong working relationships with external contacts and internal departments to maximize production and efficiency of ECDI lending.

The Director of Lending will be required to spend time on site to work with clients, provide team leadership, and meet other business needs.

The starting annual salary range for this position is $85,000 to $100,000. Candidates for this position must be located in the Toledo area.


Management Responsibilities

  • Provide leadership guidance and general management oversight of a small group of Relationship Managers.
  • Create process guides and clear expectations of duties by updating their job descriptions and goals.
  • Direct, manage, and lead a cohesive, highly trained, motivated staff sufficient to meet daily department demand and long-term organizational goals.
  • Monitor team pipeline, workload, and volume levels for department, for balance and efficiency.
  • Develop and maintain metrics that report on productivity, quality, and customer service.
  • Monitor team attendance, coordinate requests for time away from work to ensure coverage of all team functions.
  • Review and approve weekly time sheets.
  • Participate in meetings and provide suggestions for improvement for the department/team members.
  • Document and counsel employees regarding performance issues.
  • Ensure excellence in customer service externally and internally.
  • Work closely with other departments and senior leadership to ensure legal / regulatory compliance and implement strategic initiatives.

Lending & Sales Responsibilities

  • Advise the Lending Team on best practices for structuring complex lending deals.
  • Collaborating with the Senior VP of Lending and Sales in establishing and meeting individual loan production goals.
  • Ensure strong working relationships with other leadership members & employees within the organization.
  • Lead team to accomplish lending goals and programmatic outcomes.
  • Oversee the execution of SBA Community Advantage and microloans, USDA, and ORR lending activities and outcomes for municipal loans funds, Community Development Block Grant Revolving Loan Fund Program, assign, implement loan funds specialist.
  • Supervise and perform pre- and post-loan technical assistance, monthly follow-up through monthly phone calls and review of records in CRM software.
  • Cultivate and maintain a robust referral network in the banking industry, local chambers, and partner organizations.
  • Identify and pursue opportunities to generate new business and clientele for ECDI including attending networking and public events.
  • Prepare and present loan reports to ECDI senior and executive leadership.
  • Develop and maintain a pipeline of deals as referred by Senior Executive Management.

Other Responsibilities

  • May be asked to attend non-work hours events or meetings as it relates to engaging and representing ECDI’s mission, cultivate coming community partners, and promoting lending activities.
  • Engage with community members on a frequent basis to understand what is happening and being available to local entrepreneurs to support their needs.
  • Oversee maintenance accurate data entry into CRM system per internal policies and procedures.
  • Maintain a thorough working knowledge of and adheres to all ECDI policies and procedures.
  • Perform other related activities, as required, to assure program/department success.


To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and/or abilities required.

Knowledge, Skills, and Abilities

  • Comprehensive knowledge of standard commercial lending practices, procedures, and techniques with several years in a leadership role.
  • Knowledge and experience with economic development finance programs and products (SBA Microloans, CDBG, other).
  • Ability to read and understand policies and procedures as well as basic legal documentation.
  • Ability to take initiative and multi-task and effectively manage time and workload priorities.
  • Ability to maintain records and prepare reports and correspondence related to the position.
  • Demonstrated ability to direct, lead, motivate, and supervise staff.
  • Ability to effectively manage remote and onsite team members.
  • Ability to build and maintain business relationships with clients.
  • Experience with and knowledge of computer operation; knowledge of Microsoft Office Suite (Word, Excel, PowerPoint, Outlook, etc.).
  • Familiarity with Salesforce and managing databases is not required.
  • Must have a developed network of centers of influence, community partners, and referral partners in order to generate loan opportunities.
  • Comprehensive knowledge of standard office practices, procedures, equipment, and techniques.

Education and/or Experience

  • Bachelor’s degree with at least seven (7) + years SBA commercial/business lending experience in a customer contact capacity including analysis, underwriting, and processing loans.
  • 4-5 years of that experience should be in a leadership position.
  • Relevant CDFI knowledge and experience preferred.
  • Work experience must include credit analysis functions.
  • Experience with coaching/counseling a business, providing technical assistance, and/or business support.
  • Experience designing and implementing operational procedures.
  • Prior related experience in the non-profit and/or public sector preferred.
  • Experience with SBA 7(a), Community Advantage and 504 loans and/or more complex commercial loans which fund business originating and purchase of commercial real estate.

Special Requirements

  • Occasional after hours work and travel required, reimbursed travel.


  • The Director of Lending will be required to spend time on site to work with clients, provide team leadership, and meet other business needs.
  • Must have access to transportation in order to travel to and from the office and to external meetings.
  • Typically, the employee must be able to remain in a stationary position 50% or more of the time. The person in this position will occasionally move about inside the office to access file cabinets, office machinery, etc., and operate a computer and other office productivity machinery such as a copy machine and computer printer.
  • Positions self to move items up to 15 pounds, such as printer paper boxes across the office as needed.
  • Must avoid risks found in the typical office setting, which is adequately lighted, heated, and ventilated, e.g., safe use of office equipment, avoiding trips and falls, observing fire regulations, etc.
  • Requests for reasonable accommodations will be considered.

Compensation and Benefits

The starting annual salary range for this position is $85,000 to $100,000. Candidates for this position must be located in the Toledo area.

ECDI offers a holistic benefits package that reflects how much we value our employees. Benefits include:

  • Healthcare (including qualified dependents)
  • Health Reimbursement Arrangement (HRA)
  • Dental Coverage
  • Vision Coverage
  • Pet Benefits
  • Life Insurance, STD, LTD
  • 401(k) Plan
  • Educational assistance program
  • A generous time off package
  • Take your Birthday off – Its paid!
  • Hybrid Environment (during business hours)

ECDI is a Public Service Loan Forgiveness (PSLF) qualified employer.

How to Apply

Please apply via our jobs page: