With over $7.6 billion in assets, CrossFirst Bank serves the financial needs of businesses, professionals and their families in Kansas City, Wichita, Oklahoma City, Tulsa, Dallas, Frisco, Fort Worth, Denver, Colorado Springs, Phoenix and Clayton, NM. Founded in 2007, CrossFirst has consistently been recognized as one of the fastest-growing and best performing banks in the country while achieving and maintaining excellent asset quality and a reputation for business excellence.
Our commitment to our team members is as important as our commitment to our clients and community. It starts with serving people in extraordinary ways. We offer our employees a highly collaborative culture, exceptional career opportunities, outstanding compensation and benefits, and a commitment to our team members professional development and personal growth.
Overview
The Small Business Administration (SBA) Sales Manager leads the SBA Business Development Officers by providing a strategic vision and ensures execution of team goals and that the team works collaboratively with various internal banking teams and external centers of influence. They will support the team and ensure the team delivers an outstanding client experience which successfully drives SBA loan production to achieves the SBA department goals and objectives.
Responsibilities
- Model our corporate values of Character, Competence, Commitment and Connection.
- Motivate and lead a high performing team; attract, recruit and retain team members.
- Mentor team members utilizing Strength Based Leadership objectives and foster a success and results oriented environment that safeguards accountability.
- Train and develop team members in all areas of job responsibilities, including laws, regulations, risk identification and management, software and related updates.
- Manage the SBA Business Development Team by planning, organizing and coordinating team workflow and activities.
- Educate team members to ensure they have a thorough understanding of the Bank’s risk appetite and loan approval process.
- Clearly communicate performance expectations to team members and address any deficiencies in a timely manner.
- Establish strategic goals by gathering pertinent business, financial, service, and operations information; identify and evaluate trends; define objectives and evaluate outcomes and adjust strategic direction as needed.
- Provide strategic guidance on implementation and execution of team goals.
- Meet or exceed all goals and targets related to the identification, acquisition, and retention of prospective and current clients.
- Identify and monitor market trends and competitor’s actions to develop successful marketing strategies and gain a competitive advantage.
- Serves as a subject matter expert on government business lending products/programs.
- Analyze customers’ needs and ascertain their financial position and credit worthiness; establish and negotiate terms, costs, repayment methods, collateral requirements and rates; manage relationship with customer monitoring repayment activities and variance in changes in the company.
- Structure profitable SBA lending solutions that best meet the individual client needs.
- Follow all processes and procedures for loan documentation and review as outlined by the Bank.
- Partner with Loan Services to ensure that loans and submissions are handled in a compliant and efficient manner and that all activities and work functions are consistent with compliance and regulations of the SBA's standard operating procedures (SOP) and the Code of Federal Regulations (CFR), thus protecting the continued status as a Preferred Lender under the PLP program.
- Achieve financial objectives; forecast annual expenses and operate within budgetary guidelines; analyze variances and make adjustments as needed.
- Analyze operational effectiveness of the SBA Business Development team; determine cause for any gaps in operational effectiveness, make recommendations to the Executive Director, and implement process improvement plans as needed.
- Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; benchmarking state-of-the-art practices; participating in professional organizations.
- Maintain quality of service by ensuring quality and client service standards; analyze and resolve quality and client service problems; identify trends; recommend system and process improvements.
- Monitor workflow and projects consistent with the Bank’s strategic and business plans.
- Prepare management reports as requested.
- Develop targeted relationships with industry associations.
- Analyze, synthesize and communicate complex data, financial data and related issues in an accurate, objective and straightforward manner.
- Timely communicate any pertinent, sensitive client or employee issues to the Executive Director.
- Interact with internal and external clients and provide extraordinary service.
- Develop and maintain trusted, positive relationships with other employees, clients and vendors.
- Represent the Bank and Commercial Banking team in a highly professional manner.
- Complete job assignments in a professional, timely and efficient manner; organize and prioritize work.
- Maintain confidentiality; adhere to CrossFirst Bank policies and procedures; comply with laws, regulations and industry best practices.
- Reliable and predictable on-site attendance.
Qualifications
- 10 or more years financial services industry experience including 7+ years SBA sales management experience is preferred.
- Expert knowledge of SBA standard operating procedures, small business credit process, laws, and regulations.
- Demonstrated success in sales management and leading a team.
- Experience in SBA products to expand production in a bank environment.
- Demonstrated ability to successfully hire, develop/mentor/train an SBA lending sales team.
- Experience in the field with marketing efforts, trade shows and strategic meetings with clients and centers of influence/referral sources.
- Ability to analyze competition and market share statistics to assist in developing successful marketing strategies.
- Experience collaborating with the Loan Operations Team and Sales Team to improve efficiencies, communications and provide a proactive sales environment
- Formal C & I credit underwriting training preferred.
- Ability to calculate a cash flow analysis to determine the client’s ability to service the proposed note for the loan.
- Demonstrated ability to critically think, formulate and support credit decisions, and logically defend positions.
- Effective communicator, results oriented, demonstrates the ability to excel in high-pressure situations.
- Exhibit strong interpersonal skills with the ability to cultivate long term relationships and influence others internally and externally.
- Bachelor’s degree or equivalent in Accounting, Finance or Business courses is preferred or equivalent work experience.
- Formal credit training, an advanced degree and/or ongoing AIB seminars and other resources is highly preferred
- This position can be located in any of our locations such as Dallas, Denver, Phoenix, Kansas City, Tulsa, Oklahoma City or Wichita.
