SBA Sales Relationship Manager

Location:

JOB DESCRIPTION

The Business Banking Mission is to be our clients trusted advisor by providing financial solutions that help our clients grow profitably.

Partners with Business Banking Relationship Managers to acquire new clients and expand share of wallet of existing client portfolio of businesses with annual sales from $3 to $10 million, with loan sizes between $500,001 and $5 million.  Works with the Business Banking Sales Leader to develop the business plan for the SBA line for their district.  Implements the training and internal business development strategies outlined by district.  Utilizes a robust network of local centers of influence in the market that can be leveraged into profitable relationships.  Builds and maintains strategic relationships with all Key lines of business in order to effectively refer business and leverage partnerships to deepen and enrich the client experience.  Working as the trust advisor, positions the client relationship for deeper cross-sales by their relationship manager for a broad array of appropriate financial products and services, providing pertinent financial information to clients and identifying/referring cross-marketing opportunities.  Researches and understands competitors’ strengths/weaknesses and product offerings/pricing.       

The role of the Small Business Administration Relationship Manager (SBA RM) is to prospect and sell new clients as well as expand existing client relationships by consistently delivering the BB value proposition (clients bank at Key because their business is understood, their time is valued and solutions are provided to simplify their lives).

The SBA RM will be responsible for functions that align with the Key Sales Process (Pipeline & Opportunity Management, Needs Assessment, Present/Pitch, Fulfillment, and Follow Up) in daily work to create a positive Client Experience. This includes:

Pipeline & Opportunity Management

• Maintains an in-depth knowledge of SBA products and a basic knowledge of broader business banking products services as well as knowledge of competitors and competitive products.
• Employs a disciplined approach to prospecting.
• Impacts district referral pipeline via established internal and external centers of influence.
• Actively participates in Community organizations to source business development opportunities and demonstrate Key’s commitment to the local community.
• Generates leads by utilizing all resources available using databases, COIs, industry trade groups, and internal KeyBank partnerships.

Needs Assessment

• Maintains a current comprehensive understanding of client’s needs, based on the review and analysis of personal and business financial data.
• Understands what differentiates KeyBank and develop your unique sales approach that differentiates you in the marketplace.

Present/Pitch

• Proactively grows full client relationships (deposit/credit relationships), aggressively manages non-profitable client relationships to profitable levels or to alternative delivery channels.
• Becomes proficient at uncovering what will motivate a prospect to purchase our services.
• Makes joint calls with BBRMs and SBRMs to enhance their SBA product knowledge

Fulfillment

• Actively listens to concerns, presents solutions to decision makers and obtain a clear yes, no or next step.
• Functions as client’s credit sponsor with credit campus to facilitate the underwriting process and credit approval.
• Ensures that new customer relationships consistently meet all compliance requirements; ensures all documents with loan are completed, correct and sent with loan documentation; works to resolve all loan document exceptions; understands how and why an exception occurred.

Follow-Up

• Ensures ongoing contact with new clients to enhance client’s initial experience with Key
• Solicits satisfied clients for referrals to others they know who may need your services on a regular bases.
• Aggressively pursues district client acquisition and fee income goals by successfully closing profitably structured deals.  

• Undergraduate degree in business/related field or equivalent work experience.
• Minimum of two years in financial services with experience in developing current and new customer relationships, achieving sales goals and building referral sources.
• Demonstrated small business deposit/credit experience and familiarity with small business operations.
• Strong customer service skills.
• Excellent verbal and written communication skills and strong presentation skills.
• Financial services product knowledge.
• Understanding of personal and commercial financial statements.
• Proficient in personal computer applications.

• Action Oriented: Enjoys working hard; is action oriented and full of energy for the things he/she sees as challenging; not fearful of acting with a minimum of planning; seizes more opportunities than others.
• Business Acumen: Knows how businesses work; knowledgeable in current and possible future policies, practices, trends, and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace.
• Customer Focus: Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with and gains their trust and respect.
• Presentation Skills: Is effective in a variety of formal presentation settings; one-on-one, small and large groups, with peers, direct reports, and bosses; is effective both inside and outside the organization, on both cool data and hot and controversial topics; commands attention and can manage group process during the presentation; can change tactics midstream when something isn’t working.
• Process Management: Good at figuring out the processes necessary to get things done; knows how to organize people and activities; understands how to separate and combine tasks into efficient work flow; knows what to measure and how to measure it; can see opportunities for synergy and integration where others can’t; can simplify complex processes; gets more out of fewer resources.
• Drives for Results: Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results.
• Negotiating: Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships; can be direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.

PC (MS Windows and Office Products), Salesfore, nCino, and IBIS

Completion of Business Banking identified curriculum; e.g. Product knowledge, Cash Flow Analysis, Commercial Credit Underwriting, New Employee Assimilation, etc.

Varies by position opening.

Key has implemented a role-based Mobile by Design approach to our employee workspaces, dedicating space to those whose roles require specific workspaces, while providing flexible options for roles which are less dependent on assigned workspaces and can be performed effectively in a mobile environment. As a result, this role may be Mobile or Home-based, which means you may work primarily either at a home office or in a Key facility to perform your job duties.

KeyCorp is an Equal Opportunity and Affirmative Action Employer committed to building a diverse, equitable and inclusive culture. 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 other protected category.

Qualified individuals with disabilities or disabled veterans who are unable or limited in their ability to apply on this site may request reasonable accommodations by emailing HR_Compliance@keybank.com.

#LI-Remote