Regional Field Sales Manager

City National Bank • Los Angeles, CA

2d • Onsite

About The Position

The Regional Field Sales Manager (FSM) is responsible for achieving sales production objectives for branches within an assigned Personal & Business Banking (PBB) Region. Key functions include credit process oversight, managing deal escalations and pricing exceptions, portfolio management, Salesforce adoption and integration, client relationship management, and training and development. The FSM partners with the Regional Banking Manager (RBM) to create and execute the regional sales plan, focusing on branch colleague sales production, credit oversight, client relationship management, and training to enhance skills and client experience, ultimately driving increased sales production. The role involves developing business development plans, managing sales processes, providing training, and ensuring disciplined sales and service practices for client acquisition and retention to maximize profitability. The FSM establishes management routines to drive results, share best practices, manage performance, set clear expectations, and keep the sales force focused on goals. This position reports directly to the Division Field Sales Manager (DFSM) and collaborates with the RBM.

Requirements

• Minimum of 5 years direct sales experience.
• Minimum of 7 years management experience.
• Minimum of 10 years banking experience.
• Strong sales and business development skills.
• Strong business and personal credit acumen.
• Experience developing and delivering sales training and mentoring tools.
• Ability to act as an effective mentor/coach/business consultant.
• Demonstrated ability to execute, implement and communicate against sales and marketing plans and campaigns.
• Must be capable of establishing professional expertise through integrity, dedication, and strategic counsel.
• Strong leadership skills.
• Ability to build positive relationships both within the Core Banking Division and throughout the bank.
• Strong verbal and written communication and presentation skills.
• Strong project management skills with the ability to prioritize tasks, work on multiple assignments and manage rapidly changing assignments in a team environment.

Responsibilities

• Responsible for overall branch colleague sales production results within the Region in Loan Production, New Client Acquisition and Fee Income Generation.
• Achieve regional sales results and drive continuous sales growth by directing the development and communication of sales strategies and tactics.
• Works closely with the Region Team (RBM, Business Banking Manager (“BBM”), Regional Risk Service Manager (“RRSM”) to ensure effective and consistent communication and coordination of PBB’s sales strategy.
• Works with the Branch Managers to ensure branches have a consistent well developed and clearly defined business development plan and process, while maintaining disciplined sales practices.
• Collaborates with Branch Managers to develop Action Plans and coaching for Relationship Managers and Relationship Bankers.
• Works in partnership with the Division FSM to maintain a consistent sales culture across all regions.
• Ensures Segmentation is employed within PBB and with other Lines of Business.
• Responsible for the application quality of loan applications for all branch colleagues within their Region.
• Reviews applications that have been counter offered and declined with credit operations.
• Recommends credit overrides with PBB Senior Management for files that support approval for business purposes.
• Reviews pricing exception recommendations with the sales colleagues and provides recommendations to PBB Senior Management.
• Ensures the active relationship management of all business credit facilities.
• Works closely with all branch colleagues (including Branch Managers) to ensure that the PRIDE principals are the driving force.
• Ensures Global Relationship Management (“GRM”) is being adopted by all colleagues.
• Responsible for branch colleague CRM (Salesforce) adoption.
• Makes face to face calls with colleagues each month to support GRM and client relationship management.
• Responsible for the sales training and development of all branch colleagues.
• Responsible for the onboarding of all new branch sales colleagues and for the integration of new operational colleagues into the sales culture of CNB.
• Administers monthly Relationship Manager and Relationship Banker job family meetings.
• Plays a key role in all Regional job family meetings (Branch Manager, Client Management team), by providing credit skill building training and sales training.
• Develops and facilitates frequent and consistent individual coaching centered on skill-building and client profiling, which includes joint client and prospect calls.
• Through consistent coaching develops critical skills, knowledge, and core competencies of Branch Managers, Relationship Managers, Relationship Bankers, and Client Management Team members.
• Assists in the development of strategy and content of skill-building courses as well as training delivery.
• Works closely with each colleague’s direct supervisor to ensure that the colleague’s performance needs are understood, supported and developed as needed.
• Conducts continuous skill assessment of all sales colleagues including gap analysis, and implementation of strategies to address key gaps identified.
• Ensures branch sales colleagues know how to problem-solve by interfacing with appropriate bank contacts.
• Complies fully with all Bank Operational and Credit policies and procedures as well as all regulatory requirements.
• Completes all required training.
• Supports Personal & Business Banking Division and/or CNB as needed using their strong project management skills.

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
• Education Level: No Education Listed