Market Manager

FFB Bank•Modesto, CA

17h

About The Position

The Market Manager drives growth and overall performance within an assigned market through business development, client relationship management, commercial loan and deposit production, and team leadership. Reporting to the Regional Banking Head, this player/coach leads and develops Relationship Managers, fosters a client-focused and accountable culture, and executes the Bank’s strategic growth objectives. The role is accountable for market performance—including loan and deposit growth, fee income, profitability, client acquisition, and relationship expansion—while actively participating in business development and client acquisition. The Market Manager develops community and Centers of Influence relationships, collaborates with credit and product partners, and strengthens the Bank’s presence and long-term success in the market. The role includes leading and coaching Relationship Managers, recruiting and developing talent, maintaining a personal business-development pipeline, and overseeing market pipeline quality and activity. It also requires representing the Bank at client meetings and community events, following Bank policies and applicable laws and regulations, and protecting confidentiality and data privacy. The position involves working in an office or home office environment and travel of up to 50%, including client visits, presentations, conferences, corporate events, and training.

Requirements

Minimum 10 years of experience in commercial banking, commercial lending, relationship management, business development, or leadership.
Proven ability to generate new commercial banking relationships and achieve production goals.
Demonstrated success leading teams, driving accountability, and achieving market-level performance objectives.
Demonstrated ability to identify, recruit, onboard, and develop high-performing commercial banking talent.
Strong knowledge of commercial credit, underwriting, loan structuring, pricing, deposits, treasury management, and business banking products and services.
Proven ability to build and maintain relationships with business owners, Centers of Influence, referral partners, and community leaders.
Ability to establish performance standards, analyze results, identify gaps, and implement corrective action plans.
Strong leadership, coaching, communication, negotiation, and conflict-resolution skills.
Ability to balance team leadership responsibilities with direct business development activities.
Ability to influence change, build consensus, and foster collaboration across departments.
Strong organizational and time-management skills, with the ability to manage multiple priorities in a dynamic environment.
Strong teamwork and relationship skills, including the ability to lead collaborative efforts, foster alignment, and drive results.
Ability to take initiative and impact change through consensus building, negotiation, and conflict resolution.
Commitment to continuous learning and professional development for self and team members to stay current with industry standards and best practices.
Demonstrated authenticity and integrity in professional interactions, maintaining trust and credibility with team members, customers, and direct reports.
Current driver’s license and a vehicle with appropriate insurance coverage if required to drive while performing assigned duties and responsibilities.

Nice To Haves

Bachelor’s degree from an accredited college or university in Business, Finance, or a related field preferred.
Previous leadership, coaching, or team management experience preferred.

Responsibilities

Own the assigned market’s performance, including loan and deposit growth, non-interest fee income, profitability, client acquisition, relationship expansion, and other market goals.
Develop and execute an annual market business plan covering growth priorities, target client segments, business development activities, pipeline expectations, and strategies for achieving goals.
Set individual and team performance expectations aligned with regional and Bank-wide objectives; monitor results, business development activity, pipeline quality, calling efforts, and key performance indicators.
Build a disciplined, client-focused environment that encourages collaboration, consistent execution, and shared accountability.
Lead and develop Relationship Managers while remaining actively engaged in client acquisition and market development.
Identify emerging market trends, competitive activity, and new business opportunities, and share relevant feedback with regional leadership.
Collaborate with senior leadership and cross-functional teams on Bank initiatives and strategic objectives.
Ensure market activities comply with the Bank’s credit standards, lending policies, operating procedures, regulatory requirements, and other applicable policies and laws.
Maintain knowledge of Bank products and services and coordinate with other departments to deliver the Bank’s full suite of solutions.
Identify, recruit, attract, onboard, and develop talent, including building a pipeline of future Relationship Managers and market leaders.
Coach Relationship Managers on business development, product knowledge, sales effectiveness, portfolio management, and client experience; conduct pipeline, calling activity, and performance reviews.
Provide ongoing feedback, mentorship, and practical support; participate in performance evaluations and work with the Regional Banking Head on performance concerns and recognition.
Share sales strategies, market knowledge, and best practices, and promote collaboration among Relationship Managers and Bank partners.
Generate new business through outbound calling, networking, referrals, Centers of Influence, community involvement, and in-person prospect meetings.
Prospect, source, structure, propose, negotiate, and close commercial banking opportunities consistent with Bank products, credit standards, and strategic objectives.
Lead relationship strategy for assigned prospects and clients, emphasizing profitable growth, long-term retention, and expansion of full banking relationships.
Gather and submit complete business and financial information for underwriting, pricing, and credit decisioning; assess prospective borrowers’ preliminary creditworthiness and recommend transactions consistent with the Bank’s risk appetite.
Develop and deliver proposals and presentations that connect client needs with Bank solutions, and deepen relationships through cross-selling and coordination with internal product partners.
Build and maintain a network of business owners, referral sources, industry professionals, community leaders, and Centers of Influence.
Maintain current knowledge of local market conditions, competitor offerings, economic trends, and regulatory developments.
Maintain an active, qualified individual pipeline and oversee the market pipeline; use the Bank’s CRM and designated systems to record prospecting, client interactions, opportunities, proposals, and follow-up commitments.
Ensure Relationship Managers maintain accurate, timely pipeline information and document sales activities; review opportunity quality, revenue potential, and progress toward goals.
Coordinate purposeful market calling activity aligned with targeted growth opportunities and maximize opportunities throughout the sales process.
Maintain a visible presence in the assigned market and represent the Bank at client meetings, community events, industry organizations, and business development activities.
Represent the Bank through professional conduct, ethical decision-making, responsiveness, and community involvement; embody the TRAC Values and Critical Behaviors in daily interactions and decisions.
Complete administrative tasks promptly, including required Bank Compliance Training, and respond professionally and promptly to internal and external inquiries.
Demonstrate commitment to EEO policies and foster a respectful, inclusive workplace by valuing cultural differences, preventing harassment, and supporting a diverse workforce.
Carry out AML/CFT responsibilities specific to the role while ensuring confidentiality, data privacy, and adherence to Bank policies, procedures, processes, and applicable state and federal laws, rules, and regulations.
Travel up to 50% for client locations, sales presentations, industry conferences, corporate events, and training sessions.
Perform other duties and special projects as assigned to support team and organizational needs.