Serve as an integral member of the client relationship team by providing sales and operational support to Commercial Banking customers and prospects. Work under the general supervision of Commercial Relationship Managers in identifying and meeting the banking needs of customers and prospects. May also have direct responsibility for assigned customers or prospects.
Conduct industry and market research to support calling efforts on Commercial Banking customers and prospects. Participate in pre call planning meetings. Prepare presentations for customers and prospects.
Participate in sales calls and presentations with Commercial Relationship Managers or independently at the direction of the Relationship Manager to implement designated aspects of a relationship development plan. Participate in calling activities with market Centers of Influence and Board of Directors as directed by Relationship Managers.
Profile customers and prospects to identify sales opportunities. Interface with product partners. Provide customers and prospects with information regarding bank products and services and assist with sales implementation. Develop a strong working knowledge of product and service capabilities.
Perform preliminary evaluation of credit requests and prepare pre flight memos for presentation to Loan Administration. Participate in the formulation of credit structure and the preparation of credit transmittals (to central underwriting) and credit terms sheets and commitment letters (to clients). Prepare sales portion of Underwriting Document, including Relationship Development Plan and Relationship Profitability Model. Interface with clients and their professional networks (CPA, Atty, etc.) to respond to questions, collect information and obtain signatures on legal documents to facilitate credit requests.
Ensure that all sales and calling activities are recorded in the appropriate sales data base and that pipelines are updated and reflect current opportunities.
Actively participate in all market sales meetings. Coordinate and participate in business development initiatives and customer events, working with Marketing and Commercial Relationship Managers.
Evaluate and develop prospect lists for the market, targeting prospects consistent with the bank’s goals and objectives. Maintain and pursue a defined prospect list, conducting calling and other business development activities to generate new business opportunities.
Participate in all training and development opportunities offered and in local civic and charitable organizations in consultation with market management.