Regional Field Sales Manager

City National Bank • San Diego, CA

97d • $101,231 - $172,355

About The Position

The primary functions of the Regional Field Sales Manager ("FSM") include being responsible/accountable for the sales production objective attainment of branches within an assigned Personal & Business Banking ("PBB") Region. The FSM oversees the credit process, manages deal escalations, pricing exceptions, and portfolio management. They are also responsible for regional Salesforce adoption and integration, client relationship management, and training and development. The FSM's top priority is branch colleague sales production, and they are ultimately responsible for the branch colleague sales production results. The FSM partners with the Regional Banking Manager ("RBM") to create and execute the regional sales plan, ensuring that branch colleagues have a consistent business development plan that maximizes profitability. The FSM develops management routines to drive results, share best practices, manage performance, and keep the sales force focused on established 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.
• Strong leadership skills.
• Ability to build positive relationships 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.

Responsibilities

• Responsible for overall branch colleague sales production results within the Region in areas such as 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.
• Work closely with the Region Team (RBM, Business Banking Manager, Regional Risk Service Manager) to ensure effective communication and coordination of PBB’s sales strategy.
• Collaborate with Branch Managers to ensure branches have a well-developed business development plan and process.
• Develop Action Plans and coaching for Relationship Managers and Relationship Bankers to sustain or improve performance.
• Maintain a consistent sales culture across all regions that aligns with client needs.
• Ensure Segmentation is employed within PBB and with other Lines of Business.
• Responsible for the application quality of loan applications for all branch colleagues.
• Review applications that have been counter offered and declined with credit operations.
• Recommend credit overrides with PBB Senior Management for files that support approval.
• Review pricing exception recommendations and provide recommendations to PBB Senior Management.
• Ensure active relationship management of all business credit facilities.
• Work closely with branch colleagues to ensure PRIDE principles are followed.
• Ensure Global Relationship Management ("GRM") is adopted by all colleagues.
• Responsible for branch colleague CRM (Salesforce) adoption.
• Make 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.
• Onboard all new branch sales colleagues and integrate new operational colleagues into the sales culture.
• Administer monthly Relationship Manager and Relationship Banker job family meetings.
• Develop and facilitate frequent individual coaching centered on skill-building and client profiling.
• Conduct continuous skill assessment of all sales colleagues and implement strategies to address gaps.
• Ensure branch sales colleagues know how to problem-solve by interfacing with appropriate bank contacts.
• Comply fully with all Bank Operational and Credit policies and procedures.

Benefits

• Comprehensive healthcare coverage, including Medical, Dental and Vision plans.
• 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.
• 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
• Number of Employees: 5,001-10,000 employees