Team Lead Business Banking Relationship Manager

Location:

JOB BRIEF (PURPOSE)
The Team Lead Business Banking Relationship Manager reports to the Business Banking Sales Leader (BBSL). The position provides coaching support to assigned Business Banking RM team in addition to individual goals. The Team Lead position focuses team and own efforts on the acquisition of new clients and expanding share of wallet of existing client portfolio of businesses with annual sales from $3 to $10 million.

Develops centers of influence in the market that can be leveraged into profitable relationships. Develops strategic relationships with all Key lines of business in order to effectively refer business and leverage partnerships to deepen and enrich the client experience. Effectively manages the client relationship by selling and promoting a broad array of appropriate financial products and services, providing pertinent financial information to clients and identifying/referring cross-marketing opportunities to meet the clients' need and become their trusted advisor. Researches and fully understands competitors' strengths/weaknesses and product offerings/pricing.

ESSENTIAL JOB FUNCTIONS

The role of the Business Banking Relationship Manager (BBRM) is to develop new and 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 BBRM will be responsible for functions that align with the Key Sales Process and Consultative Sales Process Framework (Opportunity Management, Needs Assessment, Present/Pitch, Fulfillment, and Follow Up) in daily work to create a positive Client Experience. This includes:

Sales Coaching
* Coaches to the segment value proposition and defined client experiences and directs the team sales efforts through utilization of consistent sales processes/tools including a disciplined approach to prospecting, development of internal/external centers of influence and follow-up to leads.
* Coaches each Business Banking Relationship Manager (BBRM) to fully appreciate, understand and be able to deliver solutions that meet the client's comprehensive needs, based on the review and analysis of personal and financial data gathered through Relationship Reviews, the Desktop and personal meetings.
* Participates in joint calls with BBRMs to enhance selling skills and uncover opportunities.
* Executes a consistent, disciplined sales management process through coaching and actively identify and manage a robust pipeline.
* Conduct team meetings to distribute line of business information and share best practices.
* Partner with BBSL to pre-flight complex credit deals and work with credit campus as needed.
* Support initiatives defined through market activities (i.e. Team to Win)
Opportunity Management
* Develops and maintains an in-depth knowledge of products and services as well as knowledge of competitors and competitive products.
* Employs a disciplined approach to prospecting; documents calling efforts.
* Builds client referral pipeline via identification and development of 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.
* Proactively provides client solutions by contacting leads identified in the Desktop.
Needs Assessment
* Develops a comprehensive understanding of client's needs, based on the review and analysis of personal and business financial data gathered through Relationship Reviews, the Desktop and personal meetings.
* Delivers distinctive service by completing annual relationship reviews with all "focus" clients, consistently updates the Desktop with current client data, call summaries, etc
* Brings other Key business partners to the table to deepen the relationship.
Present/Pitch
* Promotes and cross-markets products and services to clients by keeping clients informed of products, services, special promotions, and provides appropriate financial solutions via consultative review and proactive contact.
* Makes joint calls with Branch Managers to enhance their selling skills and uncover consumer opportunities.
Fulfillment
* Actively listens to concerns, presents a clear concise picture and provides the client with a targeted solution to close the sale.
* Functions as client's credit sponsor with Business Service Center 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
* Aggressively grows and maintains a profitable book of business by successfully closing deals to meet or exceed individual and District revenue, contribution, fee income, loans and deposit goals.

MARGINAL OR PERIPHERAL FUNCTIONS

Provides feedback to corporate partners regarding new product development.
Coaches Branch employees to enhance Business Banking selling skills/ knowledge

REQUIRED QUALIFICATIONS

* Demonstrated ability to provide business development coaching support.
* Ability to balance and organize priorities.
* Undergraduate degree in business/related field or equivalent work experience.
* Three to five years commercial lending experience.
* Three plus years demonstrated sales and business development experience with proven results.
* Strong customer service skills.
* Excellent verbal and written communication skills and strong presentation skills.
* In depth knowledge of financial products and banking regulations.
* Demonstrated experience with and broad understanding of personal and commercial financial statements.
* Proven experience with and comprehensive understanding of commercial lending and small business operations.
* Proficient in personal computer applications.

COMPETENCIES/SKILLS

* 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 both direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.

COMPENSATION AND BENEFITS

This position is eligible to earn a base salary in the range of $155,000 to $171,000 annually depending on location and job-related factors such as level of experience. Compensation for this role also includes eligibility for short-term incentive compensation and deferred incentive compensation subject to individual and company performance.

Please click here for a list of benefits for which this position is eligible.

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.