Commercial Leader

About the role

Location: For Those Who Work At Home, California

About the Job (Job Brief)

The Middle Market Commercial Leader (MMCL) manages a team of Middle Market Relationship Managers and sales support to acquire new clients and expand the share of wallet of existing client portfolio of businesses with annual sales from $100 million to $2B.

The MMCL is responsible for leading and coaching a Middle Market sales team to build and maintain a trusted advisor relationship with clients based upon knowledgeable advice that is aligned to the clients' business objectives and lifecycle. The MMCL champions and drives the financial performance of the team through profitable revenue growth and credit quality discipline.

All MMCLs will be assigned as a MMCL I, unless he/she manages another MMCL(s) and/or when scope includes more than $25M in annual revenue and $1B in loans and deposits.

This individual needs to be located in Orange County or San Diego. This role will lead a team covering Orange County, Inland Empire, and San Diego.

Essential Job Functions

Sales Leadership

• Coaches and directs the team sales efforts through utilization of consistent sales processes/tools including a disciplined approach to prospecting and client development. The MMCL determines, communicates and coaches to an effective team strategy for acquiring, retaining and growing select clients.
• Maintains an in- depth knowledge of products and services as well as proactively acquires knowledge of competitive products to support the awareness of the sales team.
• Develops and maintains solid working relationships with the Corporate Bank in support of our differentiated collaboration model. Understands the value of the model and leads the team in support of it.
• Advises and supports Relationship Managers (RM) in the development of their individual business development efforts. Participates in joint calls with MMRMs to enhance selling skills and uncover opportunities.
• Coaches team members to developing a clear and holistic understanding of their clients' or prospects' business/industry and being viewed as a business partner (financial strategist).
• Serves as a rainmaker and trusted advisor to the team's current and future most profitable relationships; leads by example to earn trust and respect of client by being value- idea oriented through disciplined preparation and understanding clients' strategy, motivations, industry, competition, etc.
• Collaborates with KPB to jointly develop MM KPB clients.

Credit

• Manages credit processes efficiently which ensures sound asset quality, including underwriting, structuring, and portfolio management activities.
• Partners effectively with Credit Officers on setting policies/procedures that result in sound and profitable credit decisions.
• Demonstrates expertise and coaching ability in functional/technical credit knowledge.
• Manages to all asset quality measures to ensure team results are at or above established goals and identification of deteriorating credits and risk rating of portfolio are timely and accurate.
• Experienced as an agent bank in a syndicated credit structure.

Human Capital Leadership

• Creates a positive work environment, establishes high standards for work quality and provides opportunities for career growth and job satisfaction in order to develop and retain a highly trained and motivated staff.
• Establishes and tracks performance objectives for team members; manages and evaluates staff performance to established objectives, differentiates performance, strives to ensure that each banker achieves their respective goals.
• Partners with Human Resources to execute talent processes - including recruiting, employee skill development, career progression, goal setting, performance management, employee engagement and the delivery of a pay for performance culture.
• In conjunction with Human Resources, creates and executes a proactive strategy to build a pipeline of talent by assessing and building talent across the markets. Proactively sources external talent.

Required Qualifications

• Bachelor's degree in accounting, finance, economics or related field; or equivalent experience. MBA, CPA or CFP preferred.
• 10+ years of experience in finance/banking or related field - understands Corporate Finance and Capital Markets
• Demonstrated ability to lead, manage, inspect, coach and champion a sales team to success. Leadership experience managing commercial lenders preferred.
• Strong financial and business acumen. Excellent credit skills and proven ability to effectively manage credit needs for the portfolio. In depth knowledge of financial products and banking regulations.
• Five plus years demonstrated sales and business development experience with proven results. Excellent sales and interpersonal skills - communication, collaboration, negotiation.
• Is a proven leader; gets the most and best out of people; sets and communicates goals; holds people accountable; develops others.
• Demonstrated ability to collaborate vertically and horizontally across multiple stakeholders and lines of business to build and maintain strong relationships.
• Executes with discipline and consistency.

Compensation and Benefits

• This position is eligible to earn a base salary in the range of $128,000.00 - $268,000.00 annually.
• Placement within the pay range may differ based upon various factors, including but not limited to skills, experience and geographic location.
• Compensation for this role also includes eligibility for incentive compensation which may include production, commission, and/or discretionary incentives.

• Please click here for a list of benefits for which this position is eligible.
• Key has implemented an approach to employee workspaces which prioritizes in-office presence, while providing flexible options in circumstances where roles can be performed effectively in a mobile environment.
• #LI-Remote