Regional Field Sales Manager - Bay Area, Northern CA.

  • City National Bank
  • Pleasanton, CA, USA
  • Jun 22, 2022

Job Description

REGIONAL FIELD SALES MANAGER

WHAT IS THE OPPORTUNITY?

There are four primary functions of the Regional Field Sales Manager ('FSM'):• Responsible/accountable for the sales production objective attainment of branches within an assigned PBB Region• Credit Process Oversight & Managing Deal Escalations, Pricing Exceptions, Portfolio Mgmt.• Regional Salesforce Adoption & Integration • Client Relationship Management• Training and DevelopmentThese functions will be attained through the strategic execution of initiatives and sales management & development activities within Personal & Business Banking ('PBB'). The top priority for the FSM is Branch Colleague Sales Production, and the FSM is ultimately responsible for the branch colleague sales production results. Credit Oversight, Client Relationship Management and Training and Development are all focused on developing skills & acumen of branch colleagues and providing an optimal client experience, which result in increased sales production. The FSM partners with the Regional Banking Manager ('RBM') in the creation of the regional sales plan, and then the FSM executes the plan by managing the sales process and actively engaging in developing training for all areas of the region. The FSM helps to ensure branch colleagues in their region have a consistent, clearly defined business development plan and process which incorporates disciplined sales and service practices focused on both client acquisition and relationship retention/expansion to maximize branch and regional profitability. They develop consistent management routines to drive results, share best practices, manage performance, set clear expectations, and keep the sales force focused on the established goals. This position reports directly to the Division Field Sales Manager ('DFSM') and works collaboratively with the RBM.

Personal and Business Banking Division
As a member of City National's Personal & Business Banking group, you will have the opportunity to make a real difference through a signature client experience. Our branch network delivers proactive advice and high-level financial solutions with a Global Relationship Management™ model that most banks extend only to larger businesses and high-net-worth families. Our tailored solutions address the financial needs of individuals, organizations and small to mid-sized businesses with an array of products and services, from simple to complex.

WHAT WILL YOU DO?

  • Branch Colleague Sales Production
  • Responsible for overall branch colleague sales production results within the Region in the following areas: Loan Production, New Client Acquisition and Fee Income Generation
  • Achieve regional sales results and drive continuous sales growth by directing the development and communication of sales strategies and tactics that mobilize all branch sales colleagues to achieve and sustain superior results
  • Works closely with the Region Team (RBM, Business Banking Manager ("BBM"), Regional Risk Service Manager ("RRSM") to ensure effective and consistent communication and coordination of PBB's sales strategy.
  • Works with the Branch Managers to ensure branches have a consistent well developed and clearly defined business development plan and process, while maintaining disciplined sales practices.
  • Collaborates with Branch Managers to develop Action Plans and coaching for Relationship Managers and Relationship Bankers in order to sustain or improve performance against desired goals and objectives.
  • Works in partnership with the Division FSM to maintain a consistent sales culture across all regions which aligns with client needs and delivers a consistent client experience.
  • Ensures Segmentation is employed within PBB and with other Lines of Business to ensure that clients and prospects are working with the colleagues best suited to provide the best client experience.
  • Credit Oversight
  • Responsible for the application quality of loan applications for all branch colleagues within their Region.
  • Reviews applications that have been counter offered and declined with credit operations to ensure that the most favorable outcome has been met.
  • Recommends credit overrides with PBB Senior Management for files that support approval for business purposes.
  • Reviews pricing exception recommendations with the sales colleagues and provides recommendations to PBB Senior Management for those pricing exceptions that warrant approval.
  • Ensures the active relationship management of all business credit facilities.
  • Relationship Management
  • Works closely with all branch colleagues (including Branch Managers) to ensure that the PRIDE principals are the driving force to ensure all clients receive a consistent experience.
  • Ensures Global Relationship Management ("GRM") is being adopted by all colleagues, ensuring that our clients, prospects and COI's understand the full capabilities of CNB by meeting directly with our subject matter experts ("SME").
  • Responsible for branch colleague CRM (Salesforce) adoption to ensure 360 degree visibility to client contact management, Global Relationship Management, Sales Production and Sales Forecasting.
  • FSM is responsible for making face to face calls with colleagues each month to support GRM and client relationship management.
  • Training and Development
  • In PBB, all branch colleagues have sales goals and most branch colleagues manage client relationships. The FSM is responsible for the sales training and development of all branch colleagues.
  • Responsible for the onboarding of all new branch sales colleagues and for the integration of new operational colleagues into the sales culture of CNB.
  • The FSM administers monthly Relationship Manager and Relationship Banker job family meetings, consisting of key divisional and regional strategies, credit skill building training, sales training, results and recognition. SMEs are often invited to help promote GRM and/or to provide additional training.
  • The FSM also plays a key role in all Regional job family meetings (Branch Manager, Client Management team), by providing credit skill building training and sales training.
  • Develops and facilitates frequent and consistent individual coaching centered on skill-building and client profiling, which includes joint client and prospect calls to help further develop sales colleagues sales & profiling skills, and assist in negotiations on more complex relationships or transactions.
  • Through consistent coaching develops critical skills, knowledge, and core competencies of Branch Managers, Relationship Managers, Relationship Bankers, and Client Management Team members including those related to effective client acquisition & relationship management, referrals, cross-sell, client service, and retention efforts.
  • Assists in the development of strategy and content of skill-building courses as well as training delivery, including contributing to the ongoing Personal & Business Banking Relationship Academy.
  • Works closely with each colleague's direct supervisor to ensure that the colleague's performance needs are understood, supported and developed as needed.
  • Conducts continuous skill assessment of all sales colleagues including gap analysis, and implementation of strategies to address key gaps identified.
  • Ensures branch sales colleagues know how to problem-solve by interfacing with appropriate bank contacts to facilitate the optimal client experience.
  • Other
  • Complies fully with all Bank Operational and Credit policies and procedures as well as all regulatory requirements (e.g. Bank Secrecy Act, Know Your Client, Community Reinvestment Act, Fair Lending Practices, Code of Conduct, etc.).
  • Completes all required training.
  • Supports Personal & Business Banking Division and/or CNB as needed using their strong project management skills.


WHAT DO YOU NEED TO SUCCEED

Must-Have*
  • Minimum of 5 years direct sales experience.
  • Minimum of 7 years management experience.
  • Minimum of 10 years banking experience.

Skills and Knowledge
  • Strong sales and business development skills.
  • Strong business and personal credit acumen.
  • Experience developing and delivering sales training and mentoring tools.
  • Ability to act as an effective mentor/coach/business consultant.
  • Demonstrated ability to execute, implement and communicate against sales and marketing plans and campaigns.
  • Must be capable of establishing professional expertise through integrity, dedication, and strategic counsel.
  • Strong leadership skills.
  • Ability to build positive relationships both within the Core Banking Division and throughout the bank.
  • Strong verbal and written communication and presentation skills.
  • Strong project management skills with the ability to prioritize tasks, work on multiple assignments and manage rapidly changing assignments in a team environment.

Compensation

Starting base salary: $119,012 - $154,574 per year. Exact compensation may vary based on skills, experience, and location. This job is eligible for bonus and/or commissions.

*To be considered for this position you must meet at least these basic qualifications
The preceding job description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.

INCLUSION AND EQUAL OPPORTUNITY EMPLOYMENT
City National Bank is an equal opportunity employer committed to diversity and inclusion. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status or any other basis protected by law.

ABOUT CITY NATIONAL

We start with a basic premise: Business is personal. Since day one we've always gone further than the competition to help our clients, colleagues and community flourish. City National Bank was founded in 1954 by entrepreneurs for entrepreneurs and that legacy of integrity, community and unparalleled client relationships continues to drive phenomenal growth today. City National is a subsidiary of Royal Bank of Canada, one of North America's leading diversified financial services companies.

Positions based in New York City: In order to work on-site at City National Bank in New York City, you must be fully vaccinated against COVID-19, per city requirements. Shortly after your start date, you will be required to attest to your vaccination status and will be required to provide proof of vaccination.

Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled