Territory Sales Manager

FFB Bank•San Ramon, CA

About The Position

The Territory Sales Manager (TSM) sells merchant services products to prospective and existing FFB Bank customers and develops additional merchant services leads within an assigned territory. The TSM partners with commercial lenders, branch managers, personal bankers, and tellers to generate and respond to referrals. This role serves as a merchant services subject matter expert and supports clients through troubleshooting and issue resolution. The TSM builds and manages client relationships and portfolios, identifies financial needs, and delivers tailored banking solutions. The role leads the sales lifecycle from prospecting and solution design through proposals, negotiation, closing, and funding. It also develops business plans, maintains CRM and sales records, pursues sales goals, monitors market and regulatory developments, and collaborates with internal partners. The position includes community and networking activities, timely customer and colleague communications, compliance responsibilities, and representing the Bank ethically. Performance-based incentives are available in addition to base compensation. The position may be performed in an office or home office environment and involves writing, typing, speaking, lifting moderate weights, and operating office equipment, as well as sitting, walking, and reaching. Travel is up to 75% and may include client visits, sales presentations, conferences, corporate events, and training, with possible long-distance flights, overnight stays, and local transportation. Reasonable accommodation may be made for individuals with disabilities to perform essential functions.

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.
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.

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 a portfolio of client relationships by identifying financial needs and delivering tailored banking solutions.
Lead the sales lifecycle, including prospecting, solution design, proposal development, negotiation, closing, and deal 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.
Meet or exceed sales volume, revenue, margin, fee, and cross-sell goals.
Maintain accurate pipeline, prospecting, and sales activity records using Bank-approved CRM and reporting tools.
Develop and execute an annual business plan with leadership to support sales objectives.
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 identification of additional banking opportunities.
At more senior levels, mentor and support junior Relationship Managers by sharing best practices, sales strategies, and market insights.
Demonstrate the Bank’s TRAC values and Critical Behaviors in daily interactions and decision-making.
Complete administrative tasks promptly, including required Bank Compliance Training.
Respond to internal and external inquiries professionally and in a timely manner.
Represent the Bank ethically and participate in the community.
Support EEO policies and foster a respectful, inclusive workplace.
Follow Bank policies and applicable laws and regulations, maintaining confidentiality and data privacy and fulfilling role-specific AML/CFT responsibilities.
Travel up to 75% for client visits, presentations, conferences, corporate events, and training.
Perform other duties and special projects as assigned.