Business Market Leader

Overview:
The Business Market Leader coordinates at a senior level with the sales team to establish, build, and sustain business banking relationships with companies with gross sales of generally less than $20mm. Responsible for the overall success and growth for assigned sales territory. Represents the Bank as the primary relationship manager with clients in the book of business. Involve in the credit process including Credit Underwriting, Portfolio Management and Review, Risk/Credit grading and risk identification and management. Portfolio management will include servicing, covenant compliance, collateral monitoring. Sets high expectations, creates workforce stability by attracting, developing and retaining great talent and supports the team in achieving goals through coaching and modeling the behaviors and core values of the Bank. Actively involved in the banking center location community and contributes in fulfilling the Bank’s CRA requirements.

 

Principal Duties and Responsibilities:

Meets and exceeds Banking Center set production goals.

Independently expands existing relationships and solicits new business through client referrals and outside of the banking center cold calling efforts to meet or exceed the Bank’s strategic goals.

Provides leadership to a team of sales professionals and ensures that established sales and revenue goals are met or exceeded.

Works closely with the team to generate, identify, qualify, and prioritize new prospects as well as existing book of business. Touches base with the top 20 loans and deposits clients on a monthly basis via phone or in person. Identifies obvious cross-sell opportunities such as clients who have only a loan or a deposit relationship with the Bank. Works with team to research existing book of clients through a variety of websites to uncover additional data to cross sell.

Understands and focuses on core increasing deposits as a priority and active contributor to the loan funding.

Generates proposals and develops sales strategies at an expert level.

Knows the market, the competition and has an informed, strategic view for the business.

Maintains expert level knowledge of all bank products and services.

Develops, expands, and maintains referral sources.

Responsible for the inspection of pre-call planning worksheets prior to joint appointments

In the event of a new credit, loan renewal or annual servicing, the Relationship Manager is responsible for the timely collection and analysis of the required updated financial information pertaining to the Borrower or Guarantor. Based on the financials, client interactions and other information, the Relationship Managers are required to determine the financial soundness of the business, based on cash flows and other information and to decide whether the Bank should pursue or continue to support that credit as applicable.

Further, the Relationship Manager is responsible for communicating all the pertinent information to the Risk partners who are responsible for making the final decision on the credit. It is responsibility of the Relationship Manager in their dealings with the client to identify and communicate to Risk partners/underwriters/portfolio managers any observed shortcomings in the financials, decreases in company revenue, ownership changes, negative trends, or other pertinent business information that the Bank will then use proactively in managing and assessing the overall credit risk.

Independently works with clients and determines and meets their financial needs by being knowledgeable of the client’s profile in order to obtain critical financial information. This involves looking at relevant financial documentation such as: Tax Returns, Credit Report, Personal Financial Statements and Debit schedules. Seeks opportunities to advise after conversing with the client.

Works with clients in analyzing problems and propose solutions.

Acts as the client’s advocate in securing suitable credit and cross selling products and services.

Evaluates business, management, industry, financial and structural risk, and documents assessment in a credit approval document. Includes collecting a full financial package, filling out a standard pre-screen memo; performs standard calculations to see if the criteria is met against policy; identifies strengths and potential risk issues and present the deals to Risk.

Organizes and leads involved sales initiatives, including generating complex, customized proposals.

Works to develop and maintain solid relationships with all partners.

Contributes to the success of the banking center by actively engaging in sales campaigns, banking center activities and community organizations.

Structures and completes secured and unsecured business loans. Collects a full financial package, fills out a standard pre-seen memo, performs standard calculation to check if the criteria are met against policy. Identifies strengths and potential risk issues and present the deals to Risk.

Participates in all required Branch Meetings held twice per week, as well as the weekly joint calls or prospecting sessions with your Small Business Banker followed by a coaching session. (Required coaching form that needs to be filled out when feedback is given).

Qualifications:
Minimum of two years' bank lending experience, which includes credit analysis or 5 years' bank business development experience.

Must be highly capable of meeting sales goals, independent activity in direct banking sales and credit support as well as maximizing cross-sell opportunities and relationship profitability.

Exceptional consulting skills; ability to probe, listen, clarify and present information to advance sales transactions, deepen relationships .

Demonstrated analytical skills and ability to assimilate complex financial and company operating information.

Professional presentation skills.

Strong working knowledge of credit structuring and processing; credit trained preferred.

Highly effective communication and influence skills. 

Superior organizational skills.

Excellent business development skills.

Intermediate PC skills, knowledge of Microsoft Office software, and referral tracking programs.

This position requires the employee to register as a mortgage loan originator with the Nationwide Mortgage Licensing System  ("NMLS") and obtain a unique identifier from the Registry before engaging in mortgage loan originator activities, to maintain and renew that registration on an annual basis, to update registration information with the Registry on a timely basis, and to provide that unique identifier to consumers as required by applicable SAFE Act regulations.

Education:
Bachelor’s degree in Business Administration or equivalent experience.

Special Instructions to Candidates:
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities.

Please view Equal Employment Opportunity Posters provided by OFCCP .

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)

Reasonable accommodation may be made to assist individuals with disabilities to complete the online application process. Please contact our Human Resources Department at (phone number removed) or by e-mail at . 

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