Position Title Director - Small Business Banking Sales
Location Work From Home United States
Job Summary The Director - Small Business Banking Sales is responsible for the direct management and coaching a team of 10-20 phone based Small Business Banking Consultants and Relationship Specialists support staff across multiple geographic locations via a phone-based model, which focuses on new business development, credit quality, and risk management. The focus is generally within our current footprint on commercial based customers with revenues from six figures to multi-millions of dollars, and loan sizes up to $5mm. Partners with and supports Consumer Banking Leadership to capitalize on and leverage the Retail Branch Platform and referrals, and external Centers of Influence and contacts, to expand the lending and deposit opportunities. The Director - Small Business Banking Sales is instrumental in working with key partners to help buildout and enhance business optimization and efficiency along with credit automation tools resulting in quick and effective outcomes. Provides input to pricing and market competitiveness based on experience and market research. Oversees/manages audit, compliance, and regulatory matters for the department. Ensures the generation of revenue by cultivating Small Business account relationships and ensuring strong credit quality thresholds are met.
Pay Range: $140,622 - $186,324 - $232,026
Pay Range: Local Minimum Wage - $0.00 - $0.00
Job Responsibilities:
Hires, trains and manages a staff of Small Business Banking Consultants.
Ensures all client engagement, advice and sales activities are fully aligned to Flagstar's purpose, mission and values through training, coaching and call monitoring.
Manages and drives sales performance of the Small Business Banking Consultant staff, ensuring achievement of goals, including production across multiple product categories, client retention, client deepening and revenue growth.
Monitors performance reporting to ensure balanced performance across multiple objectives.
Manages weekly sales activities including facilitating sales calls, inspecting calling and referral activity, managing pipeline and holding Small Business Banking Consultants accountable for commitments.
Executes on partner introductions and the development and delivery of custom solutions, including specific efforts to serve the retail banking needs of our clients' owners/management/associates (e.g. Commercial, Insurance, Premier Banking, Wealth).
Resolves escalated issues and complex or challenging relationships/transactions.
Leads the team through ECC (Energizing Client Conversations) to ensure the process is properly implemented and mastered and documented through active personal participation and by monitoring and evaluating results.
Responsible for talent management functions including: employment, performance evaluations, staff development/training, disciplinary actions, succession planning and ensuring all staff comply with compliance requirements.
Performs special projects, and additional duties and responsibilities as required.
Consistently adheres to regulatory and compliance policies and standards linked to the job as listed and complete required compliance trainings. Accountable to maintain compliance with applicable federal, state and local laws and regulations.
Job Requirements:
Education level required: Undergraduate Degree (4 years or equivalent) in business, finance or related field.
Minimum experience required: 10+ Years of experience in business banking/commercial/small business lending either in production or credit roles.
7+ years of sales/client management relationship with small business or business banking clients, required.
5+ years of sales performance management experience in financial services, required.
10+ years' proven experience leading successful sales team across multiple geographies, preferred.
Expert-level understanding of business financial management, the business cash flow cycle, and the full set of financial solutions needed by a small business, including credit, treasury, and personal financial management solutions for business owners.
In-depth knowledge of business banking sales process and cycle.
In-depth knowledge of business financial statements and tax returns as used in business credit applications.
Demonstrated ability to manage and coach phone-based sales teams, including proactive client contact, building rapport, understanding client needs, conducting in-depth financial reviews, and effectively communicating solutions that meet client needs.
Working knowledge of and experience with SBA programs preferred.
Some travel required.
Physical demands (ADA): The job requires a moderate degree of physical exertion and stamina such as standing, sitting, walking, driving or infrequent lifting.
