Branch Sales Manager

City National Bank • Beverly Hills, CA

14d • Onsite

About The Position

Responsible for acquiring new and deepening existing relationships with the intent of integrating both business & personal clients, as well as equal responsibility as a sales leader for the overall success of the branch sales functions in coordination with the Branch Manager. As a leader & coach, the Branch Sales Manager will enable their direct and indirect reports to be successful in their respective roles, providing regular coaching and ensuring the branch maintains high standards for risk and compliance, as well as contribute to the market and regional sales strategy. As an individual sales performer, the BSM will assist clients to meet their financial needs, providing sound financial advice and acting as a trusted strategic advisor. Responsible for all sales functions of the assigned branch with particular emphasis on managing a client-driven sales and service environment through the performance of the Relationship Bankers and Relationship Managers as well as their own individual sales attainment. This may be accomplished through active calling efforts and referrals from existing clients, providing the CNB exemplary level of service, identifying and promoting solutions to client needs, and actively embracing the Bank's segmentation strategy by referring new business to the appropriate segment/business partner. In addition to, the BSM and Branch Manager jointly plan, control and direct the activities of branch personnel towards attainment of branch goals, including sales, client service and proper credit quality and risk management, while also working to retain sales colleague talent and develop sales colleagues for further success. Key measures of success for the BSM and their sales team will include acquisition of new personal and new small business clients, deposit and fee income growth from both new and existing portfolios, loan and line volume that includes but is not limited to CRA-eligible fundings, excellent risk management mitigation, as well as the qualitative sales, networking, and community presence activities that generate the aforementioned volumes and represent City National with polished professionalism. Must be in good standing under "The Secure and Fair Enforcement for Mortgage Licensing Act of 2008" (Safe Act) and must be registered/licensed with the "Nationwide Mortgage Licensing System and Registry"; or must be able to be registered under the Safe Act. Must remain in good standing under the Safe Act.

Requirements

• Bachelor's Degree or equivalent Knowledge of Generally Accepted Accounting Principles required
• Minimum 5 years of branch management or supervisory experience in a branch environment
• Minimum 5 years of direct sales experience required.
• Must be in good standing under “The Secure and Fair Enforcement for Mortgage Licensing Act of 2008” (Safe Act) or must be able to be registered under the Safe Act.
• Must be registered/licensed with the “Nationwide Mortgage Licensing System and Registry”

Nice To Haves

• Deep knowledge of CNB’s offerings for Personal & Small Business clients
• Superior understanding of the regulatory environment CNB operates in to manage risk and ensure compliance.
• Ability to articulate and demonstrate an understanding of the economic environment and its impact on clients
• Strong knowledge of CNB’s policies, procedures & regulatory obligations across product offerings; strong understanding of servicing processes
• Reviewing financial statements / tax returns of both individuals and businesses to be able to advise clients and support branch colleagues
• Expertise in Salesforce CRM, including managing sales team to Salesforce utilization expectations
• Ability to navigate Microsoft Office & other key tools

Responsibilities

• Coach Relationship Managers and Relationship Bankers to deliver meaningful interactions with clients and identifying development and growth opportunities.
• Fulfill day-to-day people management responsibilities (e.g., recruitment, general support, training etc.).
• Provide ongoing sales management and review of activities and results and provides additional sales development training as needed, working collaboratively with Branch Manager to maximize colleague performance.
• Generate new client relationships, and deepen existing client relationships within assigned client segments.
• Provide senior support to sales team and act as a role model to lead by example & foster a proactive business development culture within the branch.
• Remain updated on CNB’s credit & sales policies and procedures, and train branch Relationship Managers and Relationship Bankers to ensure adherence to the same.
• Foster a strong sales environment through pricing and revenue generation while balancing compliance responsibilities (Know Your Client, Community Reinvestment Act, Fair Lending Practices, Code of Conduct, etc.).
• Partner to meet client needs by introducing them to the right partner in the CNB ecosystem, championing the Global Relationship Management (GRM) approach.
• Maintain strong relationships with key branch clients to ensure retention.
• Ensure client needs are met, escalations resolved appropriately, & consistent delivery centered on key areas of client needs!
• Continuously develop stronger banking acumen and sales practices individually and for the branch sales team through collaboration with SME colleagues, leveraging internal training resources and required job family curriculum, while providing coaching and training to colleagues by accompanying them on client/prospect calls.
• Understand a client’s realities and growth ambitions, empathize with their challenges, earn trust and steward the relationship through advice & solutions catered to their unique and evolving focuses.
• Nurture existing client relationships, develop new long-term profitable relationships to win new business through best practices, networking and building relationships.
• Collaborate with senior management to develop a market sales strategy.
• Partner with PBB SMEs and other divisions to win business and find the home of best fit for a client.
• Demonstrate strong active listening skills with colleagues and clients alike; able to translate a complex problem into a succinct plan of action.
• Ability to network with intent, build a strong presence in the community / market to build the brand and attract the target clientele.
• Manage ambiguity, embrace change, and be able to quickly pivot to support branch team as how to navigate a dynamic corporate environment.
• Balance conflicting priorities, using strong time management and organizational skills, ensuring branch focus on evolving key goals and initiatives.
• Influence the branch sales team to succeed and champion the branch in the community.
• Identify and nurture Relationship Managers’ and Relationship Bankers’ potential, facilitate growth, and retain top talent for CNB.
• Provide feedback on sales colleagues to Branch Manager for quarterly and annual performance management, while delivering constructive feedback effectively to colleagues.
• Assists Branch Manager to manages a large branch.
• May manage multiple tasks through delegation.
• Manages diverse resources.
• Utilizes interpersonal skills to build a cohesive team and directly or indirectly develop and motivate staff.
• Maintains moderate knowledge of staff management, operational integrity and CNB products and services.
• Utilizes moderate to extensive credit skills to assist clients.

Benefits

• Comprehensive healthcare coverage, including Medical, Dental and Vision plans, available the first of the month following start date
• Generous 401(k) company matching contribution
• Career Development through Tuition Reimbursement and other internal upskilling and training resources
• Valued Time Away benefits including vacation, sick and volunteer time
• Specialized health and family planning benefits including fertility benefits, and cancer, diabetes and musculoskeletal support programs
• Career Mobility support from a dedicated recruitment team
• Colleague Resource Groups to support networking and community engagement

What This Job Offers

• Job Type: Full-time
• Career Level: Manager