GENERAL FUNCTION:Assist the business owner in achieving their financial goals by providing both personal & business solutions for privately held companies with sales of $3MM - $20MM or credit exposure over $500k. Serve as a trusted advisor for these businesses; collaborate with a team of product partners utilizing the One Bank Sales Cycle to understand the clientsÆ holistic business needs. Through such collaboration, develop revenue growth by identifying needs and providing needs based solutions and services to the client. Services would include loans, deposits, treasury management, and all other applicable banking services.
ESSENTIAL DUTIES & RESPONSIBILITIES: * Prospect for clients in a new business development capacity by utilizing referral sources, existing clients and centers of influence. * Ensure that customer relationships are managed to the highest profit potential for the Bank, taking into account Bank risk and customer needs. * Work with product partners, analyze, evaluate and develop a tailored marketing plan or sales strategy for each client or prospect. * Cross-sell all applicable 5/3 products and services to an existing portfolio of business customers and their owners/senior management. * Coordinate all client-facing activities related to their clients, including credit support and other product partners. * Responsible for planning and conducting relationship strategy and quarterly relationship review meetings with product partners. * Conduct thorough effective pre-call planning, concise sales calls and prompt post call follow up. * Partner with Portfolio Managers and Credit Officers on credit requests and adhere to established Portfolio Management guidelines (i.e., delinquencies, documentation preparation, financial statement tracking exceptions, matured loans). * Monitor, on an ongoing basis, information concerning customer financial performance, condition, and industry trends to determine that any credit exposure is at an acceptable risk, and priced accordingly. * Utilize the BankÆs Customer Relationship Management system for client activity tracking, call reports and pipeline management. Complete administrative responsibilities in a timely manner. * Attend community and/or specific industry forums, conferences and/or meetings in order to broaden relationship networks and continually deepen knowledge of trends, practices, services and the competitive landscape.
SUPERVISORY RESPONSIBILITIES:None.
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MINIMUM KNOWLEDGE & SKILLS REQUIRED:* BachelorÆs degree in Business Administration or related field required. * Minimum of 3 years of sales experience; minimum of 3 years managing business banking or commercial relationships preferred. * Formalized credit training or equivalent credit risk experience required. Underwriting experience preferred. * Proven ability to build new and existing client business and provide a positive client experience. * Strong business acumen, to include detailed analysis and review of financial statements. * Has a thorough knowledge of Commercial & Treasury Management services as well as alternative lending and financing options. * Knowledgeable in advanced accounting principles. * Ability to assess client needs, drivers of profitability, and corporate/personal life cycle optimizing financial solutions. * Uses effective problem solving and analytical skills. * Demonstrates strong verbal and written communication skills, with particular emphasis on experience in face-to-face negotiations. * Exhibits strong presentation skills in small and large group settings. * Ability to handle and prioritize multiple tasks. * Champions the Bancorp vision and core-values through personal actions and leadership influence to promote high-performing work groups. Proven ability to work in a team-based sales environment. * Must be proficient in all Microsoft Office software; familiarity with prospecting and CRM sales tools preferred.
