BBVA Compass

DIR BUSINESS BANKING SALES

Job ID
2017-108447
TX-BROWNSVILLE/HARLIGEN-BROWN MAIN
Category
RETAIL BANKING - BRANCH
US-TX-BROWNSVILLE
FLSA Status
EXEMPT
Type
FULL TIME

Overview

Specific Objectives and Job Functions:
Leadership role in representing the Small Business Segment to achieve profitable sales and productivity goals for assigned Geographic area focusing on companies with annual revenues from $1M-$10M.
 
 Sales and Productivity Management
•        Highly organized planning of daily, weekly and monthly sales activities.
•        Day to day Direct Sales Management of Business Banking Officers to achieve business lending, deposit & Fee Income goals to include activity and pipeline management.
•        Conduct systematic “results-oriented” coaching evaluations with each direct report covering sales and service results utilizing my performance navigator results.
•        Monitors staff performance and provides appropriate recognition and feedback.
•        Works with Business Banking Officers on appeals, overrides, and pricing exceptions within the lending process. 
•        Review Business Loan declines for overrides and use these to help coach the Business Banking Officers.
•        Manage and provide leadership to the Business Banking Area Managers to include small business deposits, lending and fee income products and services.
•        Monitors adherence to credit quality standards and proper sales practices.
•        Collaborates with Small Business National Sales Manager to support, train, and implement all product promotions and campaigns for your market. Promotes teamwork between all staff members and coordinates activities with strategic partners and branch management.
•        Provides BBO on-boarding and training programs. Ensure a strong-focus on prospecting training and tools for the BBOs.
•        Works with Business Banking Officers on the utilization of Pipedrive or other CRM tool as available
•        Responsible for market production and P&L growth.
•        Vast knowledge of individual and corporate financial statements and the key elements used to make credit decisions.

 
 Business Development
•        Collaborate with LOB partners in Wealth and Commercial to continually prospect and refer new business opportunities leveraging the REACT program. 
•        Develop/Utilize Center of Influence (COI) programs for the BBOs to leverage. 
•        Assist in the communication of current and forthcoming promotions or campaign/blitz, including goals, results tracking, required training and expected activities. 
•        Ability to identify, evaluate and prioritize sales opportunities as a means to acquire, develop and strengthen customer relationships. 
•        Understanding of how to develop and maintain long-term customer relationships by understanding their needs and challenges and presenting products and services to meet those needs. 
•        May participate with customer calls via face to face, conference calls or onsite.  Calls may include customers, prospects and/or Center of Influences (COIs).
•        Works with the National Sales Manager of Small Business on coordination of training activities with the training department for all Business Banking Officers within your assigned market, relating to management tools, sales procedures, exceptional customer service standards, quality improvement and productivity.

 
  Leadership
•        Responsible for market production and P&L growth.
•        Monitors adherence to credit quality standards and proper sales practices.
•        Works with Regional Executive to ensure budgetary control and profitability goals are met and to develop sales and business development plan for assigned market.
•        Ensure the consistent application and use of the BBVA Compass sales model and support tools.
•        Demonstrate commitment and dedication by encouraging the support of the entire team toward the attainment of goals.
•        Ability to interpret key financial information in regards to market level P&L performance.
•        Participates in the budgetary process for the small business lines within the market.
•        Actively manage loan pricing exceptions & credit appeals.
•        Manage sales activities and results of Business Banking Officers to achieve production goals.
•        Manage sales productivity in partnership with Business Banking Area Managers.
•        Identifies areas of opportunity and provides proactive feedback as well as ongoing coaching and training to Business Banking Area Managers.

 
Customer Service
•        Have a complete understanding of all small business products in regards to profitability of each type, the market level goals and expectations, and how to effectively communicate these expectations to the employees in the market.
•        Participate in the Passion for Customer Accelerator (PfCA) results for assigned Region. 
•        Ensure customer service issues are resolved within a timely manner within your market and that follow up calls are maintained to inform the customer of initiatives taken. 
•        Train your Business Banking Officers to ensure they are properly on-boarding new clients and resolving issues for all clients.

 
- Bachelor’s degree in finance or related field or equivalent work experience.
- 4-6 years of portfolio management experience, and 5-10 years of banking or financial services experience.
- of 5 years Direct Sales Management leading a team of 10 or more employees with proven results and ability to manage across multiple states/cities.
- Demonstrated ability to provide group leadership to a team of ten or more.
- Ability to solve complex issues.
- Must have assertive communication skills.
- Excellent understanding of small business products including deposit, credit and cash management services.
- Good knowledge of banking regulations, legal and documentation requirements.
- Preferred formal business credit training & underwriting knowledge
- SBA processes and procedures knowledge.
- Working knowledge of Microsoft Office desktop applications.
Ability to travel as the job requires, occasionally overnight. 

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