Business Banking, Market Sales Executive - Washington, DC
Job Function Develops and implements overall strategies that attract new business and expand the acceptance of the bank's business products. Manages the marketing and sales operations for Business Banking within a region by directing Business Bankers in implementing these strategies. Identifies opportunities to sell additional services and products in the most profitable manner. IMPACT Five criteria are weighted and combined under specific guidelines to determine the level of each particular Business Banking Manager. The criteria are loan volume, deposits, direct contribution, FTEs, direct reports, and total revenues. However, generally a manager at this level oversees business banking relationships with cumulative loan outstandings and deposits of greater than $350MM and more than 1500 accounts for companies with annual sales of up to $10MM. Annual contribution is generally over $7 million.
-Manages the Business Bankers, Administrative Assistants and other clerical personnel within the assigned region.
-Prepares annual performance appraisals on staff in the region, salary recommendations, terminations and staffing.
-Reviews and establishes objectives and procedures, administering policies as they affect the business banking operation within the assigned region.
- Manages Business Banking Officers to effectively meet customer and bank demands. Reviewing and augmenting the activities of business banking officers through direct client contact.
- Maintains a sales culture within the region which is consistent with corporate sales strategies and objectives.
-Provides ongoing group and individual training for Business Bankers in regard to sales techniques, calling strategies, product knowledge/awareness, presentation skills and SBB practices and procedures.
-Develops strategic and profit plan for Business Banking within the region. Monitors and manages ongoing region performance to established objectives.
- Ensures complete and accurate documentation is submitted so that proper loan underwriting and structuring can be achieved.
-Formulates and implements a program for business development and sales promotion by identifying the customer base within the region, organizing resources, focusing officer calling programs, supervising sales staff activities, planning and carrying out special promotions and making joint calls on important prospects and large accounts to sell and service all banking needs (loans, deposits, investments, trust services, insurance etc).
-Researches potential prospects and guides business bankers in capitalizing on opportunities to close sales with referrals.
-Monitors and reports status of all exceptions and past dues on commercial loans in accordance with loan policy. Follows up on credit quality ratings with Business Banker and reviews credits to identify and recommend changes on new and existing loan households.
-Participates in business portfolio assessment for their city/region. • Helps the bank achieve Community Reinvestment Act (CRA) goals by participating in public relations activities and contacting local Community Reinvestment Act organizations within the community. Encourages similar participation among subordinates.
-Coordinate Business Banking activities with Trade Area Mangers in each designated geographic region to set Business product sales and service objectives. Monitors results versus objectives and recommends necessary strategic adjustments to ensure that objectives are reached.
-Identifies needs and arranges group and individual training to Retail Banking Staff in support of mass market Business sales and service effort. May participate directly in training.
-Bachelor’s Degree or Military Experience
-At least 10 years of retail banking experience
-At least 5 years of experience leading a sales team
-Formal Credit Analysis training
-Three years of commercial lending experience.
-Experience with training and development.
-At least two years of experience in Business Banking
At this time, Capital One will not sponsor a new applicant for employment authorization for this position.