Head of Originations, Southern California

PNC Bank•Los Angeles, CA

3d•Onsite

About The Position

At PNC, our people are our greatest differentiator and competitive advantage in the markets we serve. We are all united in delivering the best experience for our customers. We work together each day to foster an inclusive workplace culture where all of our employees feel respected, valued, and have an opportunity to contribute to the company’s success. As the Head of Originations, you will support PNC's Business Credit organization and be based in Los Angeles, California. As the strategic and operational leader, this role plays a critical part in advancing PNC Business Credit's growth strategy within the Western Region, a key area of strategic investment and expansion. You will be responsible for translating strategy into action by driving disciplined execution, improving sales performance, and enabling consistent results across diverse markets within the territory. PNC Business Credit is a leading provider of flexible financing solutions for middle-market and large corporate companies (both privately held and public) as well as businesses backed by private equity firms. The platform offers private credit solutions, cash flow revolvers and Term Loan A facilities, software/ARR lending, Asset-Based Lending (ABL), Broadly Syndicated Loans (BSL), and other senior secured products. The team originates, structures, and executes private equity-backed leveraged buyouts, recapitalizations, and refinancing transactions through long-standing sponsor and advisor relationships in addition to direct relationships and through collaboration with other PNC lines of businesses for privately held and public companies. This position is designed for a results-oriented sales leader who excels at building repeatable execution models, identifying performance gaps, and partnering closely with frontline sales leaders to accelerate growth. You will influence outcomes by optimizing sales processes, strengthening "go to market” execution, and ensuring alignment between priorities. Your leadership will directly impact PNC’s ability to achieve sustained, scalable growth, delivering measurable performance improvement while enhancing the client and employee experience across the territory. PNC is an in-office company that fosters a supportive culture where employees can thrive and achieve balance. We encourage candidates to connect with their recruiter and hiring manager to understand workplace expectations and ensure the role aligns with their goals. PNC will not provide sponsorship for employment visas or participate in STEM OPT for this position.

Requirements

Successful candidates must demonstrate appropriate knowledge, skills, and abilities for a role.
Account Management
Client Prospecting
Competitive Advantages
Customer Relationships
Identifying Sales Opportunities
Negotiation
Results-Oriented
Conflict Management
Decision Making and Critical Thinking
Effective Communications
Managing Multiple Priorities
Sales Management
Selling
Roles at this level typically require a university / college degree and higher level education such as a Masters degree, PhD, or certifications.
Industry -relevant experience is typically 8+ years.
At least 5 years of prior management experience is typically required.
Proven leadership experience with a large scope of responsibility is required.
In lieu of a degree, a comparable combination of education, job specific certification(s), and experience (including military service) may be considered.
Bachelors
No Required Certification(s)
No Required License(s)

Nice To Haves

Significant experience within the Southern California market and established relationships across the local sponsor and advisor ecosystem.
Deep knowledge of sponsor finance, leveraged lending, private credit, and asset-based lending markets.
Experience leading teams through rapid growth and market expansion initiatives.
Background working with upper middle-market and sponsor-backed companies across multiple industries.

Responsibilities

Lead the development and execution of territory specific strategies to drive Business Credit sales performance and market expansion.
Serve as a subject matter expert across PNC Business Credit's comprehensive financing platform.
Partner with sales leadership to translate enterprise and segment strategies into clear, executable plans at the territory and market level.
Evaluate sales programs, rhythms, and performance metrics to identify opportunities for optimization and improved consistency.
Establish scalable execution frameworks that enable growth across multiple geographies and customer segments.
Lead and influence cross functional partners to remove barriers to execution and deliver value to business clients.
Provide strong field leadership presence across the territory, including regular travel to support markets and sales teams.
Serves as a recognized senior leader within the bank.
In collaboration with internal leaders, will set strategies and objectives.
Achieves business results and customer experience goals and may lead multiple teams or geographies.
Typically manages Individual Contributors and may manage managers.
Oversees team’s financial results.
In collaboration with internal leaders, sets strategies and objectives.
Leads and influences to achieve the strategy and objectives of the team(s).
Holds the team accountable for the execution of sales management strategies, monitors business results/metrics, and adapts sales strategies and tactics.
Reviews the execution of account and sales plans.
Manages risk/return and drives quality for new and/or existing clients.
Actively identifies and may be responsible for higher and/or broader levels of risk management.
Mitigates different types of risk, such as regulatory, reputational, operational, credit, and human capital risks.
Serves as an escalation point for risk management topics.
Coordinates problem solving and may have exception authority.
Communicates with senior leadership regarding risk/return.
Manages an effective network of senior internal and external relationships, such as community or industry relationships, to actively acquire new clients and/or expand existing clients and enhance the client experience.
Networks within the industry and may serve in a leadership role in the community, industry, or market.
Interacts with high-level decision-makers.
Leads the team to bring the full range of PNC's products and services to the client.
Coaches team members and leaders in developing their network.
Leverages reporting and sales tools to proactively identify and coach team to successfully convert sales opportunities.
Develops team member development while monitoring progress against goals.
Creates winning teams.
Motivates team members, including acquiring and retaining top talent and managing performance-based issues.
Creates and manages succession planning.
Effectively plans, organizes, directs, analyzes, and evaluates staff and processes.
Connects strategy to day-to-day activities and updates the team on a regular basis.
As defined by the business, oversees development of team members' skills to analyze, evaluate and mitigate credit risk and to lead others for credit requests by utilizing advanced knowledge of credit fundamentals and internal credit policies.

Benefits

medical/prescription drug coverage (with a Health Savings Account feature)
dental and vision options
employee and spouse/child life insurance
short and long-term disability protection
401(k) with PNC match
pension and stock purchase plans
dependent care reimbursement account
back-up child/elder care
adoption, surrogacy, and doula reimbursement
educational assistance, including select programs fully paid
a robust wellness program with financial incentives
maternity and/or parental leave
up to 11 paid holidays each year
9 occasional absence days each year, unless otherwise required by law
between 15 to 25 vacation days each year, depending on career level; and years of service.