Director - Business Banking Sales at Flagstar Bank, N.A. in Atlanta, Georgia

Job Description:

Position Title
Director - Business Banking Sales

Location
Work From Home United States

Job Summary
The Director - Business Banking Sales is responsible for the leadership and management of a team of Business Banking Relationship Managers which focuses on new business development, portfolio management, credit quality, relationship expansion, and overall relationship management of their assigned client portfolios. Generally, customer revenues can range from five million in annual revenue to thirty million, and loan sizes can range up to $10mm or more. Customers are based across the entire bank footprint, with strategic focus in Michigan, New York, Florida, and Arizona commercial businesses, including manufacturing, wholesale/distributors, healthcare, medical, dental and other professional service firms, transportation, and other private enterprises. Partners with Commercial Banking and supports Consumer Banking Leadership, Market Leaders, and Small Business Banking Consultants, as well as external Centers of Influence and contacts, to expand the lending and deposit portfolios. Will be instrumental in working with key partners to help buildout and enhance "speed to market" and credit automation tools across Business Banking (e.g., including scoring/pricing process that provides quick and effective outcomes). Provides input to pricing and market competitiveness based on experience and market research. Oversee/manage audit, compliance, and regulatory matters for the department. It is a relationship-based portfolio with significant cross-sell opportunities in consumer and retail products. Ensures the generation of revenue by cultivating commercial account relationships and ensuring strong credit quality thresholds are met. The manager will be the point of escalation for any complex or challenging relationships/transactions.

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 Business Banking Relationship Managers .
  
  


• Monitoring and coaching performance of team members, ensuring that relationships are created and maintained, taking appropriate action to ensure goals are achieved (including sourcing deals personally), while taking corrective actions if goals are not being achieved and leveraging expertise and knowledge to develop an outstanding team. Attracting, developing and coaching a successful sales team. Responsible for hiring, training, development, and handling of salary administration, performance reviews, and employee relations issues; as well as participating in the coaching, training, and development of retail referral partners.
  
  


• Portfolio Management/Revenue Generation: Lead and help development of the team's network of clients and centers of influence with fresh prospects at any time to expand opportunities. Serves as an escalation point for all client relationships, addressing any issues and removing obstacles to ensure a smooth and beneficial transaction. Assist team with generating revenue, deposit gathering and fee production. Work with product partners on cross-sell efforts to deepen relationships and improve profitability.
  
  


• Strategic Planning: Partnering with Head of Small Business and Consumer Banking Leadership Team along with Director of Small Business Sales to create a strategic plan for Business Banking and creating action plans to ensure the achievement of the plan including setting and tracking individualized goals for each team member in reference to production and revenue, and forecasting results for management based on existing pipelines.
  
  


• Credit Quality: Ensuring the team is pro-actively monitoring the credit quality of their portfolios through timely financial statement gathering, monitoring client's compliance with ongoing required reporting and properly analyzing financial information. Partnering with the credit team to recommend and take appropriate corrective actions as needed.
  
  


• Resolves escalated issues and complex or challenging relationships/transactions.
  
  


• 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.
  
  


• Accountable for managing a direct expense budget.
  
  


• 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: Master's Degree (or Postgraduate equivalent) in business, finance or related field.
  
  


• 10+ years of experience in commercial lending / business banking lending / small business lending (either production or credit roles), required.
  
  


• 15+ years of Sales Leadership experience in Commercial Sales / Business Banking Sales / Small Business Sales, required.
  
  


• Working knowledge of and experience with SBA programs, preferred.
  
  


• Working knowledge of and expertise with Treasury Management Sales, preferred
  
  


• Excellent interpersonal, verbal and written communication skills.
  
  


• Strong sales process expertise leading multiple teams in diverse geographic locations.
  
  


• Strong leadership and management skills.
  
  


• Strong coaching and teammate development expertise.
  
  


• Strong credit and analytical skills.
  
  


• Knowledge of regulatory compliance requirements. Ability to stay abreast of industry trends, as well as legislation and regulations that impact the business.
  
  


• Strong negotiation skills.
  
  


• Strong relationship management and business development/sales skills.
  
  


• Expertise in prospecting and executing strategic plan within new markets to acquire new business.
  
  


• Proven success in consistently meeting or exceeding sales goals.
  
  


• Excellent customer service and community relations skills.
  
  


• Strong coaching skills and proven track record of effective pipeline management.
  
  


• Ability to foster internal and external collaborative partnerships that deliver value for customers, partners and the organization.
  
  


• Strong influencing and conflict resolution skills.