Director, Commercial Sales Performance Management

KeyBank • Albany, NY

6d • $128,000 - $268,000 • Hybrid

About The Position

KeyBank is seeking a strategic, results-oriented leader to direct Sales Performance Management for the Commercial Bank. Reporting to the Chief Operating Officer of the Commercial Bank, this role is responsible for building and driving data-informed performance management infrastructure and operating rhythms to set, measure, and monitor sales behaviors, goals, productivity, and incentives in alignment with business priorities and financial outcomes.

The Director partners with executives and cross-functional teams across the Commercial Bank to translate growth objectives into clear sales goals, performance measures, management frameworks, and inspection routines. The role drives consistent reporting and analysis that helps leaders identify performance gaps and take timely action to improve banker productivity, sales focus and execution, and forecast accuracy across pipelines, production, balance sheet, and revenue outcomes.

Success requires deep experience in commercial banking performance and executive decision support, as well as the ability to synthesize complex information into clear insights and actions. The role calls for an enterprise-minded leader who builds trust, influences and constructively challenges others, and leads with integrity, resilience, and purpose. The position may be based in Cleveland, Ohio, or Buffalo, New York, with Cleveland preferred. Employees residing within KeyBank's geographic footprint are expected to work onsite three days per week at the nearest non-branch KeyBank office; candidates outside the footprint may work fully remotely. The role is open to U.S. residents and requires working East Coast hours.

Requirements

• Bachelor’s degree or higher, or equivalent experience.
• For the Director level: 10 or more years of experience in commercial banking, performance management, analytics, finance, strategy, or a related discipline.
• Experience leading segment-level planning, forecasting, performance reporting, and executive business reviews in a complex financial services organization.
• Experience leading a team and influencing executives and cross-functional partners in a matrixed environment.
• Deep understanding of commercial banking economics and trends, including revenue, balance sheet, risk-adjusted returns, productivity, and client profitability.
• Strong strategic judgment and intellectual curiosity, with a record of constructively challenging others.
• Exceptional communication and interpersonal skills, including the ability to build trusting relationships with Commercial Bank leadership teams, peer executives, team members, and stakeholders.
• Ability to lead through challenges with endurance, diplomacy, and a positive attitude.
• Excellent analytical, strategic thinking, problem-solving, decision-making, and project management skills.
• Ability to interpret and frame complex information and results, identify performance drivers, and convert insights into actionable recommendations for senior leadership.
• Experience implementing automation and AI to streamline workflows and strengthen insights and controls.
• Hands-on approach, urgency in execution, and ability to drive open items to closure.

Responsibilities

• Define and drive the Commercial Bank Sales Performance Management framework and processes, aligning growth priorities, financial objectives, sales goals, productivity expectations, and inspection routines.
• Partner with Sales and Product leaders, Finance, and Human Resources to establish annual sales goals, performance scorecards, accountabilities, and incentives across segments, markets, products, and sales roles.
• Maintain and improve a consistent hierarchy of sales outcomes, targets, and key performance indicators.
• Maintain and improve the infrastructure and processes for consistent monitoring and reporting, identify underlying drivers and gaps, and facilitate timely actions to improve execution and forecast accuracy.
• Continuously evolve the management approach to improve focus, transparency, consistency, accountability, and results.
• Maintain and refine sales data definitions, production booking guidelines, governance, and controls for accurate, consistent, timely performance reporting and forecasting.
• Improve reporting automation, management information, and actionable insights while aligning with risk, control, audit, and regulatory expectations.
• Lead development and delivery of sales performance scorecards and pipeline and production review materials.
• Assess sales performance holistically across top-of-funnel activity, pipeline build and conversion, production, back-book and front-book results, client acquisition, and relationship penetration and expansion.
• Synthesize data into concise insights on performance, drivers, and opportunities, and recommend actions.
• Analyze sales coverage and productivity, govern Salesforce CRM hygiene, assess goals and incentives, and work with sales and product leaders to implement improvements and track progress.
• Lead and partner across Sales, Product, Finance, Human Resources, Strategy, and Commercial Analytics to address performance gaps and accelerate growth priorities.
• Advise leadership by constructively challenging performance and assumptions, escalating risks and opportunities, and driving open items and actions to closure.
• Lead and develop a high-performing team of business analysts specializing in sales performance management, business analytics, executive reporting, and communication.
• Establish clear roles, decision rights, service standards, and accountability.
• Foster a culture of integrity, analytical rigor, constructive challenge, collaboration, and execution excellence.

Benefits

• Eligible for incentive compensation, which may include production, commission, and/or discretionary incentives.
• Flexible work options are available when roles can be performed effectively in a mobile environment.

What This Job Offers

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