Job Director of Commercial Banking

Overview

Responsible for new business development. Develop, implement and manage a sales strategy to achieve aggressive sales goals. Works with product development, marketing and/or sales groups to align with the company's growth strategy. Cultivates new and existing client business development opportunities for the Bank. Directly supervises the Commercial Banking team. Carries out supervisory responsibilities in accordance with the company's policies and applicable laws.

Principal Duties & Responsibilities:

1. Consistently meets and exceeds individual and/or team sales goals, including but not limited to deposit, loans and other, as applicable.
2. Develops and executes strategies for lead generation, sales, and other matters related to revenue generation.
3. Pursues and closes key sales opportunities and manages the sales process.
4. Motivates, coaches and leads the Business Banking team to pursue key prospects.
5. Provides market feedback to the Bank's leadership regarding competitive offerings, prospect needs and generates product development ideas.
6. Builds a professional and trusting relationship with a client.
7. Serves as first point of contact with business bankers for pre-screen of deals as well as coordination of escalation process.
8. Serves as liaison between the Commercial Banking sales team and Risk.
9. Understands the client's requirements.
10. Sets and manages client's expectations.
11. Creates clear, precise and properly detailed documentation as needed.
12. Cultivates new and existing client business development opportunities.
13. Meets the requirements of the S.A.F.E. Act and expected to follow procedures including notifying Human Resources of any changes in current status.
14. 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.
15. 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.
16. The Relationship Manager, in certain loan types such as Asset Based Lines requiring monitoring, are responsible for collecting and reviewing the field exam and borrowing base certificates to view quality of receivables, identify any negative trends, and in the case of the field exams, identify any red flags or concerns from the examiner and Communicate with the Risk Managers accordingly.
17. Relationship Managers are the first line of defense when it comes to the risk aspect as they are the ones closest to the client/borrower. As the relationship officer, Relationship Managers need to be up to date on their borrower's financial soundness and be alert to signs reflective of possible changes to borrower's financials during their calls or face to face appointments or interactions and immediately communicate to the Risk partners and/or Enterprise Risk, pertinent information as needed, in order to protect the Bank.

Qualifications

• 10+ years experience in direct sales and Commercial Banking development experience in the banking industry at a managerial, group leader level.
• Experience in working with senior management to align sales strategies and solutions.
• Must have formal credit training
• Must be able to access and analyze financial conditions of clients and industry trends
• Ability to understand and interpret financial statements and cash flow analysis.
• Excellent sales and communication skills and ability to manage the sales process.
• Proven track record of achieving revenue targets.
• Demonstrated ability to prospect, cultivate, and manage new accounts.
• Excellent communication and organizational skills.
• Ability to develop and manage budgets and prepare financial reports.

Education

• Bachelor's Degree in Business, Finance, or related field.

Special Instructions to Candidates

• Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities.
• Please view Equal Employment Opportunity Posters provided by OFCCP here.
• 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 305-577-7680 or by e-mail at employment@citynational.com.