Territory Sales Manager

FFB Bank•Los Angeles, CA

21h

About The Position

The Territory Sales Manager (TSM) sells merchant services products to prospective and existing FFB Bank customers and prospects throughout an assigned territory. The role develops new leads through direct prospecting and by partnering with bank personnel, including commercial lenders, branch managers, personal bankers, and tellers, to generate and respond to referrals. The TSM serves as a merchant services subject matter expert and supports existing clients through servicing, troubleshooting, and issue resolution. The position manages client relationships and the complete sales lifecycle, from prospecting and solution design through proposals, negotiation, closing, and funding. It also develops and maintains a portfolio of banking relationships, identifies client needs, presents tailored solutions, and works toward sales, revenue, margin, fee, and cross-sell goals. The TSM collaborates with internal partners, maintains sales records and plans, participates in business development and community activities, and follows applicable bank policies, procedures, regulations, confidentiality, data privacy, and AML/CFT responsibilities. The role includes travel of up to 75% for client visits, presentations, conferences, corporate events, and training. Work is performed in an office or home office environment.

Requirements

Minimum 3–5 years of related experience in banking, financial services, or a relevant industry.
Proficiency with Microsoft Office Suite, including Excel, Word, and Outlook.
Demonstrated ability to cross-sell and confidently explain products and services.
Knowledge of commercial banking products and services and a strong understanding of federal compliance regulations.
Ability to take initiative and effect change through consensus building, negotiation, and conflict resolution.
Effective oral, written, and interpersonal communication skills, including the ability to interpret documents and procedures, write reports and correspondence, and communicate clearly with customers, vendors, and employees.
Strong organizational and time-management abilities with attention to detail.
Strong teamwork and relationship skills to lead collaborative efforts, foster alignment, and drive results across teams.
Commitment to continuous learning and professional development.
Ability to manage multiple priorities and meet deadlines in a dynamic environment.
Ability to work independently with minimal supervision and as part of a team.
Ability to adapt to changing priorities and procedures.
Current driver’s license and a vehicle with appropriate insurance coverage if required to drive while performing assigned duties.
Ability to perform office or home-office tasks including writing, typing, speaking, lifting moderate weights, and operating office equipment; the position also involves sitting, walking, and reaching.

Nice To Haves

Bachelor’s degree from an accredited college or university, preferably in Business, Finance, or a related field.

Responsibilities

Generate new leads through outbound calls, emails, networking, and in-person meetings.
Build and maintain relationships with prospective and existing clients to support long-term business.
Use CRM systems to track interactions, update customer records, and manage pipeline activity.
Build deposit, loan, and merchant relationships in assigned markets through prospecting, networking, referrals, and Centers of Influence.
Develop and manage client portfolios by identifying financial needs and delivering tailored banking solutions.
Lead the sales lifecycle, including prospecting, solution design, proposal development, negotiation, closing, and funding.
Create proposals and RFP responses that address client challenges and position the Bank’s solutions.
Gather and analyze business and financial information needed for underwriting, pricing, and approval.
Achieve or exceed goals for sales volume, revenue, margin, fees, and cross-sell performance.
Maintain accurate pipeline, prospecting, and sales activity records using Bank-approved CRM and reporting tools.
Develop and execute an annual business plan with leadership.
Participate in business development, community engagement, and professional networking activities.
Monitor market trends, competitive offerings, and regulatory requirements.
Collaborate with internal partners to position Bank products and deliver a seamless client experience.
Expand existing client relationships through cross-selling and identifying additional banking opportunities.
Support and mentor junior Relationship Managers at more senior levels by sharing best practices, sales strategies, and market insights.
Embody the Bank’s TRAC values and critical behaviors in daily interactions and decisions.
Complete administrative tasks promptly, including required Bank Compliance Training.
Respond professionally and promptly to internal and external inquiries by email, phone, or messaging platforms.
Represent the Bank through ethical conduct and community involvement.
Demonstrate commitment to EEO policies and foster a respectful, inclusive workplace.
Follow Bank policies, procedures, and processes, as well as applicable laws and regulations; protect confidentiality and data privacy and fulfill role-specific AML/CFT responsibilities.
Travel up to 75%, including frequent client visits, sales presentations, conferences, corporate events, and training.
Perform other duties and special projects as assigned.

Benefits

Employee ownership through the ESOP program
Medical, dental, and vision coverage
Life insurance
Paid vacation
401(k) retirement plan
Training and development opportunities
Tuition reimbursement
Employee Assistance Program
Internal job postings and referral program
Opportunity to earn performance-based incentives through participation in an incentive plan