SBA Business Development Officer-Sales Manager

4 weeks ago

College Station, Texas, United States The Adam Corporation Group Full time
SBA Business Development Officer-Sales Manager

As a key member of our team, you will be responsible for leading a national SBA sales team to achieve maximum productivity results and high customer satisfaction. You will work closely with the SBA Director and Senior Credit Administrator to implement business development strategies and credit quality consistent with the mission, policies, and regulatory guidelines of The Adam Corporation Group.

Key Responsibilities:
  • Lead and develop a team of high-volume Business Development Officers (BDOs) to cover assigned market areas and achieve targeted results.
  • Manage personal and BDO production goals through effective discipline, consistent coaching, and communication.
  • Demonstrate proficiency in initiating the client credit application process through high-impact prospect calls, prompt and complete financial data collection from prospective clients.
  • Pre-screen/qualify all new personal and team loan requests, developing an understanding of the credit risk and being able to properly evaluate and disclose risk in a relationship.
  • Develop knowledge of The Adam Corporation Group credit policy and continue to stay informed of all Standard Operating Procedures (SOP) to ensure that all activities and work functions comply with compliance requirements, as defined in company policies and procedures, state/federal laws, and regulations.
  • Obtain and submit complete financial packages, structuring appropriate loans based on client needs, and meeting personally on-site with guarantors/borrowers before submission when possible.
  • Review and analyze financial statements, complete upfront cash flow and collateral analysis, and assist the credit analysis with the underwriting process.
  • Review all vetting and submission packages prior to delivery to the Director and Sr. Credit Administrator, analyzing the guarantors, applicants' business, intended project, and overall financial strength to determine if loan requests meet the SBA's eligibility requirements and The Adam Corporation Group's lending criteria.
  • Organize and monitor team prospecting and networking both internally and externally, establishing strong referral networks and relationships with commercial real estate brokers, business brokers, loan brokers, CPAs, accountants, lawyers, etc. to solicit new SBA loan opportunities.
  • Participate in local trade and business/professional associations to increase market awareness of The Adam Corporation Group's SBA loan programs.
  • Provide training to banking internal partners and lenders, participating in joint client calls.
  • Strategize with the SBA Director and staff, as well as non-bank business referral partners, to grow and improve loan volumes and service levels.
  • Maintain effective management of the BDO lending team, applications, pre-qualification conversions, closings, pull-through ratio, package quality, pricing, errors, etc., and maintain monthly territory plan review/accountability for each BDO.
  • Pro-actively search for top-performing BDOs, develop improvement or exit plans for those underperforming, and manage the sales staff to ensure performance is monitored and coaching opportunities and performance appraisals are completed in a timely manner.
  • Attain monthly loan volume goals and maintain accountability/profitability of sales staff.
  • Provide sales training (tips, best practices, expectations) with a focus on external referral development, quarterly review of new business opportunities and relationships, and drive new business opportunities, cultivate relationships with current and potential partners through on-going relationship management.
  • Attend and actively participate in regularly scheduled division meetings and on-going training, working in collaboration with teammates and Bank partners to elevate their level of performance with the organization.
  • Structure loan opportunities to comply with The Adam Corporation Group standards or reject loans that do not meet lending criteria, examine, evaluate, and recommend approval of SBA 7a loans in accordance with established lending policies and procedures.
  • Communicate and assist in resolving BDO, client, or referral source concerns.

Requirements:

  • Undergraduate degree in a related field or an equivalent combination of training and experience.
  • Minimum of 3 to 5 years of experience; proven track record of personal and sales management success.
  • Demonstrated leadership skills with talent for recruiting and developing SBA BDOs to achieve sustainable results.
  • Strong working knowledge of financial analysis, including cash flow, balance sheet, financial ratios, industry analysis, audit, etc., and commercial credit analysis.
  • Strong communication skills, with the ability to interact effectively with management, other employees, customers, and representatives from other organizations.
  • Expert knowledge in all areas of the SBA SOP, credit analysis, sales practices, procedures, and terminology, as well as in-depth knowledge of SBA lending practices and requirements.
  • Ability to deal tactfully with customers, sales and operations staff, and external referral sources and clients, creating and maintaining positive interpersonal relations in day-to-day contact and problem resolution.
  • Critical thinker with the ability to formulate and support credit decisions.
  • Ability to read, analyze, and interpret common technical journals, financial reports, and legal documents.
  • Proficient in Microsoft Office suite, e.g., Excel, Word, Outlook.

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