Vice President of Commercial Sales

At VyStar, we offer competitive pay, an excellent benefit package that includes a 401(k) Plan, an extensive paid technical and on-the-job training program, and tuition reimbursement--available to all full and part time employees.  Part time positions start at a minimum of 30 hours per week.

We encourage you to become a part of VyStar Credit Union's family of employees.

Vice President of Commercial Sales

ACCOUNTABILITY STATEMENT The Vice President of Commercial Sales is accountable for executing the small business and commercial banking sales strategy to achieve strategic priorities, performance growth goals and revenue expectations enterprise-wide through a team of Business Bankers and Commercial Bankers. The Incumbent is responsible for driving the activities of the team to provide comprehensive financial solutions to businesses with annual revenues up to $100MM and commercial lending requests up to $20MM including commercial real estate loans (CRE), commercial investment real estate, commercial and industrial (C&I), business secured term loans and unsecured lines of credit. The Vice President of Commercial Sales manages the day-to-day activities of the Business Bankers and Commercial Bankers operating throughout VyStar’s field of membership (FOM) and is responsible for the overall performance of the teams’ training and coaching and as well as developing the sales force, attracting and retaining new talent and identifying and addressing obstacles to ensure the team’s success. The incumbent will provide guidance and direction to the team with originating quality loans and achieving or exceeding their annual production goals. Depending on the territory and numbers of bankers, the incumbent’s team may include a Business Banking Manager and/or a Commercial Sales Manager that directly manages the bankers. The Vice President of Commercial Sales is accountable for continued development and implementation of the Commercial Services Retail Business and Business/Commercial Banking strategy across all delivery channels to optimize the member experience, drive financial performance results through business loan and deposit growth, and maximize profitability while ensuring productivity standards are maintained. The incumbent will partner with VyStar’s retail leadership to provide business banking support and management oversight in development and performance of the Business Bankers and Commercial Bankers throughout the FOM. The Vice President Commercial Sales will report directly to the SVP of Commercial Services and play a vital and active role on the Commercial Services leadership team.

ESSENTIAL JOB FUNCTIONS

• Provide direct oversight, coaching, development, and strategic guidance to geographically dispersed sales team that includes managers.
• Drive new business and commercial loan production and origination through sales teams across FOM.
• Work closely and in partnership with the retail leadership team to ensure branch network engagement, achievement of branch target goals and delivery of an integrated and seamless experience for VyStar members.
• Develop, implement, and coach sales management principles to acquire and retain small business and commercial relationships through the sales teams to achieve targeted objectives.
• Provide ongoing group and individual training and coaching, including but not limited to sales techniques, calling strategies, product knowledge/awareness, presentation skills, best practices, and policies and procedures.
• Monitor results of teams versus objectives and recommend necessary strategic adjustments to ensure that objectives are reached on a consistent basis.
• Formulate and implement prospecting programs for business development and sales by identifying business prospects and Centers of Influence within the region, organizing resources, building relationships, and driving proactive acquisition efforts.
• Ensure that sales quality activities and results for the group and individual bankers is at an achieving or higher level of performance.
• Lead and participate in the ongoing integration of the retail small business banking strategy with the branch network as evidenced by performance against expected goals.
• Lead and develop an effective team through proactive communication, performance management, development plans and reward/recognition practices.
• Manage the origination and production of commercial loan and deposit products, providing direction and feedback on product profile, price, and marketing and origination channels to complete throughout the FOM, and service members.
• Ensure the team applies compliance and operational risk controls in accordance with regulatory standards and policies; quickly addressing and remedying any issues or concerns.
• Identify needs and arrange group and individual training for retail staff in support of the retail small business banking sales and service effort. Participate directly in training as needed.
• Drives performance of team through established organizational sales management process, which includes: modeling consistent and persistent application of defined behaviors and activities, conducting sales meetings, keeping team members informed and abreast of results and operational components, providing scorecard focus and direction; conducting joint calls, coaching for top-line performance, and establishing partnerships with other lines of business to encourage cross selling across multiple channels.
• Serve as a principal resource and lead business banking team member for business loan origination, new business acquisition, member service issues and escalations, and requests by members and non-members.
• Works with Commercial Service team to structure credit, deposit, and payment products and services to ensure the organization is meeting the vast needs of our members, while maximizing the returns of the organization.
• Apply effective and sound business credit review, evaluation, structuring, pricing, and competitive credit solutions while reviewing credit requests with team and applying credit approval authority as applicable.
• Lead the successful expansion and growth of Business Services across all VyStar delivery channels through proactive partnership development, collaboration, and branch integration.
• Develop and manage an annual sales plan that drives growth in areas to include new business loan production, fee income, business deposits, membership and retail referrals.
• Proactively review loan policies, procedures, department operations, industry innovations, trends, competitor services, and regulations to institute or recommend changes.
• Maintain an ongoing knowledge of current regulatory, and policy and procedure changes related to business/commercial lending and deposit services.
• Maintain an in-depth knowledge of VyStar’s business products and services.
• Provide strong and visible leadership that fosters trust with VyStar employees, members, and non-members.
• Attract, develop, and retain talent and motivate a team of bankers enabling each to achieve their revenue growth objectives. Maintain a strong candidate pipeline and build effective development plans.
• Maintain an ongoing knowledge of current economic trends and conditions, their impact on the credit union and the business loan portfolio, and identify key levers to capitalize on opportunities or minimize downside exposure.
• Meet and exceed VyStar Credit Union member service goals and objectives.
• Meet and exceed VyStar Credit Union performance and production goals and objectives.
• Perform additional duties as assigned.
• All employees and business units, as first line of defense, are expected to proactively help identify, assess, manage, and report risks within their domain of work. To enhance a healthy risk culture and support our growth for good pillar, employees will maintain vigilance in safeguarding our operations while ensuring compliance with regulatory mandates. The Risk team serves as the second line of defense by providing risk oversight and credible challenge whereas the Audit team serves as the third line of defense by providing risk assurance.

Incumbent is expected to demonstrate each of the following VyStar Excellence behaviors in performing the duties and responsibilities of their job:

• Focus - Focus your full attention by carefully listening to and observing client or member.
• Connect - Consistently be friendly and approachable. Demonstrate you care.
• Understand - Listen empathetically and ask questions (70%/30% rule).
• Counsel - Recommend solutions based on your member’s needs and objectives.
• Advance - Ensure that member’s expectations were exceeded.
• Verify necessary follow-up actions.

JOB KNOWLEDGE, SKILLS & ABILITIES

• Minimum Experience: Ten (10) years banking and/or credit union experience in a goal-oriented environment.
• Minimum Experience: Five (5) years of business or commercial banking experience in a lending and relationship management environment.
• Minimum Experience: (5) years in sales management within the financial industry, preferably a bank or credit union.
• Advanced knowledge and understanding of business and personal tax returns and financial statements.
• Advanced understanding of financial analysis including cash flow, profitability, liquidity, leverage, and risk management.
• Demonstrated ability to successfully structure complex credit requests that minimize risk while providing member value.
• Strong verbal and written communication and negotiation skills.
• Must be a highly motivated, detail oriented, able to multi-task and work in a fast-paced environment while applying critical thinking skills.
• Proficiency with Microsoft products including Word, Excel, PowerPoint, and Outlook.

EDUCATION

• Minimum education: Bachelor's degree or an equivalent combination of education and experience.
• Required training: Formal credit analysis training.

DISCLAIMERS AND WORK ENVIRONMENT

Nothing in this position description is an implied contract for employment.  The position description is intended to be an accurate account of the essential functions.  The functions are not all encompassing and are subject to change at any time by management.

The work environment characteristics described are representative of those that an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions as required or requested, may exert up to 20 pounds of force occasionally and/or a negligible amount of force constantly to lift, carry, push, pull or otherwise move objects.

VyStar Credit Union is not seeking outside assistance or accepting unsolicited resumes from staffing agencies or search firms for employment or contractor opportunities. Any resumes submitted by an outside vendor to any employee at VyStar via e-mail, internet, or directly to hiring managers without a valid written search agreement with the Talent Acquisition / HR department will be deemed the sole property of VyStar Credit Union.

No placement fee will be paid if a candidate is hired as a result of the referral, or through other means.

Thank you for your inquiry regarding our current job opening.  Your resume will be carefully reviewed against the position requirements. Should your experience and skills match, you will be contacted by one of our Human Resources department staff members.

Thank you again for your interest in this position!

VyStar Credit Union Human Resources