SBA BUSINESS DEVELOPMENT OFFICER - SALES MANAGER

Producing SBA Sales Manager will provide management oversight related to the recruitment, training, development and on-going sales management of a national SBA 7a team. The position will lead the Business Development Officers (BDO) to obtain maximum productivity results and high customer satisfaction. Working closely with the SBA Director and Senior Credit Administrator, the role will implement business development strategies and credit quality consistent with the mission, policies and regulatory guidelines of American Momentum Bank. 

 Duties/Responsibilities

• Lead and develop a team of high-volume BDOs to cover assigned market areas and achieve targeted results. Develop and maintain referral relationships and partnerships to meet personal and team production expectations. 
• Manage personal and BDO production goals through effective discipline, consistent coaching and communication. Become a front-end resource to the BDOs in the markets served. 
• Demonstrate proficiency in initiating the client credit application process through high-impact prospect calls, prompt and complete financial data collection from prospective clients.
• Pre-screen/qualify all new personal and team loan requests. Develop an understanding of the credit risk and be able to properly evaluate and disclose risk in a relationship. 
• Develop knowledge of American Momentum Bank credit policy and continue to stay informed of all Standard Operating Procedures (SOP) to ensure that all activities and work functions comply with compliance requirements, as defined in company policies and procedures, state/federal laws and regulations and the Code of Federal Regulations (CFR), thus protecting continued status as a Preferred Lender under the PLP program. 
• Obtain and submit complete financial packages. Structure appropriate loan based on client’s needs. Meet personally on-site with guarantors/borrowers before submission when possible. 
• Review and analyze financial statements. Complete upfront cash flow and collateral analysis; assist the credit analysis with the underwriting process.
• Review all vetting and submission packages prior to delivery to the Director and Sr. Credit Administrator. Analyze the guarantors, applicants' business, intended project and overall financial strength to determine if loan requests meet the SBA’s eligibility requirements and Bank's lending criteria. Evaluate sources of repayment on potential loan requests. Assemble diligence information required by the Director and Sr. Credit Administrator to properly assess and close loans. Present loans to the SBA Director and Senior SBA Credit Administrator.
• Organize and monitor team prospecting and networking both internally and externally. Establish strong referral network and relationships with commercial real estate brokers, business brokers, loan brokers, CPAs, accountants, lawyers, etc. to solicit new SBA loan opportunities.
• Participate in local trade and business/professional associations to increase market awareness of the Bank’s SBA loan programs.
• Provide training to banking internal partners and lenders - participate in joint client calls.
• Strategize with the SBA Director and staff, as well as non-bank business referral partners to grow and improve loan volumes and service levels.

• Develop a strategy to meet personal production goals, while leading 10 national/remote BDOs. Personal and team sales call planning and follow-through. Nurture strong borrower relationships through friendly, knowledgeable, and responsive service and promote American Momentum Bank to potential customers and industry partners. Develop and maintain strong relationships with qualified referral sources. 
• Maintain effective management of the BDO lending team – applications, pre-qualification conversions, closings, pull-through ratio, package quality, pricing, errors, etc. Maintain monthly territory plan review/accountability for each BDO. Provide consistent training with coaching and feedback. Organize and lead weekly sales meetings – keeping sales activities in line with the division’s overall strategy and objectives.
• Pro-actively search for top performing BDOs. Develop improvement or exit plans for those underperforming. Manage the sales staff and ensure performance is monitored and that coaching opportunities and performance appraisals are completed in a timely manner. 
• Attain monthly loan volume goals. Maintain accountability/profitability of sales staff.
• Provide sales training (tips, best practices, expectations); with focus on external referral development. Quarterly review of new business opportunities and relationships. Drive new business opportunities, cultivate relationships with current and potential partners through on-going relationship management. Develop industry expertise in serving specified market niches.
• Attend and actively participate in regularly scheduled division meetings and on-going training. work in collaboration with teammates and Bank partners to elevate their level of performance with the organization.
• Structure loan opportunities to comply with Bank standards or rejects loans that do not meet lending criteria. Examine, evaluate, and recommend approval of SBA 7a loans in accordance with established lending policies and procedures. 
• Communicate and assist in resolving BDO, client or referral source concerns. 

Expectations 

• Identify the right course of action and choose it without exception when making decisions 
• Drive growth. Show adaptability and support for changes to improve organizational effectiveness.
• Communicate and collaborate clearly and thoughtfully, demonstrating empathy in teamwork. Be a collaborative partner with the credit and closing partners, as well as throughout the Bank.
• Obtain positive results, taking personal responsibility for actions and team outcomes.
• Curate and maintain a depth of knowledge and skill to perform the job effectively.
• Provide customers with a personalized experience to achieve exceptional outcomes.

• Relate to people in an open, friendly accepting manner and can show sincere interest in others and their concerns. Be capable of initiating and developing relationships with others as a key priority. Assert own ideas and persuade others; gain support and commitment from others and mobilize people to act.

• Keep abreast of economic conditions, changes and trends in customers' businesses, the banking industry and the specific market niches targeted by the Bank. 
• Strategize with the Director, Sr. Credit Administrator, BDOs and Closers to assess and improve efficiency of loan process.

• Have a high standard of diplomacy in dealing with staff, referral relationships and clients.

Required Education, Experience and Skills

• Undergraduate degree in a related field or an equivalent combination of training and experience.
• Minimum of 3 to 5 years of experience; proven track record of personal and sales management success.

• Demonstrated leadership skills with talent for recruiting and developing SBA BDOs to achieve sustainable results. 
• Strong working knowledge of financial analysis including: cash flow, balance sheet, financial ratios, industry analysis, audit, etc. Strong understanding of commercial credit analysis. Ability to calculate a cash flow and collateral analysis to determine the client’s ability to service the proposed loan.
• Strong communication skills, with the ability to interact effectively with management, other employees, customers, and representatives from other organizations.
• Expert knowledge in all areas of the SBA SOP, credit analysis, sales practices, procedures and terminology. In-depth knowledge of SBA lending practices and requirements as well as the SBA SOP.
• Ability to deal tactfully with customers, sales and operations staff and external referral sources and clients – creating and maintaining positive interpersonal relations in day-to-day contact and problem resolution. 

• Critical thinker with the ability to formulate and support credit decisions.
• Ability to read, analyze and interpret common technical journals, financial reports and legal documents.

• Proficient in Microsoft Office suite, e.g. Excel, Word, Outlook.