SBA Sales Team Leader

Job Description

The Small Business Administration Sales Team Leader is responsible for coordinating and supervising the lending activities, calling efforts, quality of deal submission and development of a team of geographically disbursed SBA Bankers.  The SBA Team leader will be responsible for accurate pipeline management and projections and will serve as a SBA resource for the Bank overall.   The SBA Team Leader will also be responsible for generating personal SBA lending production.

Essential Functions

• Complete working knowledge of all SBA programs, eligibility requirements and proper structuring to ensure guarantee validation.
• Develop team of SBA Bankers located across the footprint, who show a year over year improved performance
• Identify skill gaps within team and align training opportunities to mitigate
• Manage team pipeline reporting to provide accurate forecasting on weekly/monthly basis
• Evaluate calling activity to determine if it meets assigned metrics, work to ensure there is consistency in behavior as assigned
• Ensure lead activity is being managed on an individual basis
• Ensure CRM input is meeting expectations of senior management and is consistent
• Review team deals to assist with structuring, pricing and completeness of deal package
• Develop new and expanding existing business banking relationships
• Follow current loans to ensure complete compliance with terms
• Consistently achieve 8-12% year over year net balance sheet growth on an annual basis depending upon market conditions and regional budget assignment
• Develop partnerships with branch Managers, Treasury Management Advisors and Trust and Investment Advisors to promote additional business opportunities and profitability for Northwest
• Prospecting and personal production to be 25% of overall goal
• Achieve and exceed budget goals
• Actively participate in community affairs
• Encourage clients to maintain their personal banking at Northwest
• Manage SBA portfolio clients
• Prepare electronic loan applications for submission to Credit
• Make loan presentations and recommendations to Credit, team leaders and senior line of business managers as required
• Partner with credit to ensure any ongoing review of SBA portfolio is properly documented and meets SBA guidelines for individual and team member portfolios
• Ensure noncredit clients have appropriate treasury management and other related commercial services by partnering with Treasury and Merchant advisors
• Ensure risk ratings are appropriate based on your knowledge of the client
• As required, collect on delinquent accounts. Support team members in their efforts
• Analyze financial statements and related credit material to assess risk on a continuous basis
• Complete loan closings as required
• Provide credit information and references for internal review as requested
• Ensure all credit files include current financial statements, agency reports, etc.
• Call on potential or existing customers to develop new business as well as retain existing business with companies with revenues generally less than $10 million
• Interview applicants to develop information concerning their financial needs and repayment ability in order to assess acceptable level of risk
• Cross sell credit and noncredit products as appropriate
• Follow current loans to ensure complete compliance with terms
• Proactively keep abreast of industry trends
• Serve as a leader within Region and within Line of Business
• Work with Leadership to provide targeted training and support as needed- within branch network and within Regional Business Banking team
• Ensure compliance with Northwest's policies and procedures, and Federal/State regulations
• Navigate Microsoft Office Software, computer applications, and software specific to the department in order to maximize technology tools and gain efficiency
• Work as part of a team
• Work with on-site equipment

Education and Experience preferred

• Bachelor's degree in business, accounting, finance, economics or marketing
• 8-12 years of SBA Banking Relationship Management experience
• 8-12 years of Prior Leadership experience
• Formal Credit Training
• Experience consistently delivering strong sales performance and ability to lead a team towards similar results
• Strong Prospecting experience
• Strong negotiating skills in terms loan structure and pricing
• Excellent verbal, written, and interpersonal communication skills
• Ability to multitask and effectively prioritize responsibilities
• Ability to develop Business Banking team within Region and convey best practices to teammates

Northwest is an equal opportunity employer. We are committed to creating an inclusive environment for all employees.