Commercial Leader

KeyBank • For Those Who Work At Home, CA, CA

7d • $128,000 - $268,000 • Remote

About The Position

The Middle Market Sales Leader (MMSL) manages a team of Middle Market Relationship Managers and sales support to acquire new clients and expand the share of wallet of existing business clients with annual sales from $20 million to $500 million. The MMSL leads and coaches the sales team to build trusted-advisor relationships through knowledgeable advice aligned with clients’ business objectives and lifecycle, while driving profitable revenue growth and credit quality discipline.

MMSLs are assigned as MMSL I unless they manage another MMSL or the role’s scope includes more than $25 million in annual revenue and $1 billion in loans and deposits. The position must be based in Orange County or the Los Angeles metropolitan area and leads a team covering Orange County, the Inland Empire, and San Diego.

Requirements

• Bachelor’s degree in accounting, finance, economics, or a related field, or equivalent experience.
• At least 10 years of experience in finance, banking, or a related field, with an understanding of corporate finance and capital markets.
• Demonstrated ability to lead, manage, inspect, coach, and champion a sales team to success.
• Strong financial and business acumen.
• Excellent credit skills and proven ability to manage portfolio credit needs effectively.
• In-depth knowledge of financial products and banking regulations.
• At least five years of demonstrated sales and business-development experience with proven results.
• Excellent sales and interpersonal skills, including communication, collaboration, and negotiation.
• Proven leadership ability, including setting and communicating goals, holding people accountable, and developing others.
• Ability to collaborate vertically and horizontally across stakeholders and business lines to build and maintain strong relationships.
• Ability to execute with discipline and consistency.
• Experience as an agent bank in a syndicated credit structure.

Nice To Haves

• MBA, CPA, or CFP.
• Leadership experience managing commercial lenders.

Responsibilities

• Coach and direct team sales efforts using consistent sales processes and tools, including disciplined prospecting and client development.
• Determine, communicate, and coach an effective team strategy for acquiring, retaining, and growing select clients.
• Maintain in-depth knowledge of products and services and proactively learn about competitive products.
• Develop and maintain working relationships with the Corporate Bank and lead the team in supporting the collaborative model.
• Advise and support Relationship Managers in developing individual business-development efforts; participate in joint calls to improve selling skills and identify opportunities.
• Coach team members to develop a holistic understanding of clients’ and prospects’ businesses and industries and to act as business partners and financial strategists.
• Serve as a rainmaker and trusted advisor to the team’s current and prospective most profitable relationships, leading by example through preparation and understanding clients’ strategies, motivations, industries, and competition.
• Collaborate with KPB to jointly develop Middle Market KPB clients.
• Manage credit processes, including underwriting, structuring, and portfolio management, to ensure sound asset quality.
• Partner with Credit Officers on policies and procedures that support sound, profitable credit decisions.
• Demonstrate and coach functional and technical credit knowledge.
• Manage asset-quality measures to meet or exceed goals and ensure timely, accurate identification of deteriorating credits and portfolio risk ratings.
• Create a positive work environment, set high work-quality standards, and provide opportunities for staff career growth and job satisfaction.
• Set and track team performance objectives; manage and evaluate staff performance, differentiate performance, and support bankers in achieving their goals.
• Partner with Human Resources on recruiting, skill development, career progression, goal setting, performance management, employee engagement, and a pay-for-performance culture.
• Work with Human Resources to build a talent pipeline by assessing and developing talent across markets and proactively sourcing external talent.

Benefits

• Eligible for incentive compensation, which may include production, commission, and/or discretionary incentives.
• Benefits are referenced through a linked list, but specific benefits are not provided in the posting.

What This Job Offers

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