Territory Sales Manager

FFB Bank•Los Angeles, CA

23h

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 prospecting and networking and partners with 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 clients through troubleshooting and issue resolution. In addition to base compensation, the role offers the opportunity to earn performance-based incentives through an incentive plan. The position develops client relationships and banking opportunities, manages the full sales lifecycle, prepares proposals and RFP responses, gathers information for underwriting and pricing, and works toward sales and revenue goals. It also requires maintaining CRM and sales records, developing a business plan with leadership, participating in market and community activities, and collaborating with internal partners. The TSM must follow bank policies and applicable laws and regulations, protect confidentiality and data privacy, complete required compliance training, and represent the Bank ethically. Work is performed in an office or home office environment and includes travel of up to 75%, including client visits, sales presentations, conferences, corporate events, and training.

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.
Willingness to take on special projects and other duties to support team and organizational needs.
Commitment to continuous learning and professional development.
Ability to maintain authenticity and integrity in professional interactions.
Ability to manage multiple priorities and 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 for assigned duties.
Ability to perform office or home-office tasks involving writing, typing, speaking, lifting moderate weights, and operating office equipment, as well as sitting, walking, and reaching; reasonable accommodation may be made for individuals with disabilities.

Nice To Haves

Bachelor’s degree from an accredited college or university preferred; a field such as Business, Finance, or a related discipline is preferred.

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 full sales lifecycle, from prospecting and solution design through proposal development, negotiation, closing, and funding.
Create proposals and RFP responses that address client needs and position the Bank’s solutions.
Gather and analyze business and financial information for underwriting, pricing, and approval of proposed solutions.
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 individual and departmental sales objectives.
Participate in business development, community engagement, and professional networking to strengthen the Bank’s market presence.
Monitor market trends, competing offerings, and regulatory requirements to inform client discussions and decisions.
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.
Embody the TRAC values and critical behaviors—Teamwork, Relationship, Authenticity, and Commitment—in daily work and decision-making.
Complete administrative tasks promptly, including required Bank Compliance Training, and respond professionally and promptly to inquiries.
Represent the Bank through ethical conduct and community involvement.
Support EEO policies and foster a respectful, inclusive workplace that values cultural differences and does not tolerate harassment.
Follow Bank policies and procedures and applicable laws and regulations; maintain confidentiality and data privacy and fulfill role-specific AML/CFT responsibilities.
Travel up to 75% for client visits, sales presentations, industry conferences, corporate events, and training.