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 & 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.
• 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.

• Documents relationship process.
• 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).

Meets the requirements of the . Act and expected to follow procedures including notifying Human Resources of any changes in current status.

Qualifications

• Minimum 2 years of bank lending experience, which includes credit analysis.
• 5-7 years of 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.

Education

• Bachelor's Degree in Business Administration or an equivalent.
30+ days ago