Description
Burke & Herbert Bank & TrustJOB DESCRIPTION
Summary/Objective
As a member of the Business Banking Team, the Business Banking Officer (BBO) seeks and establishes new banking relationships (both credit and deposit based) with businesses (up to $10 million in annual revenue) within the assigned geographic market. Partners with the Community Bank Managers within the market receiving new business leads and referrals from the branch teams. Also partners with the Bank's Commercial Banking Executives in the market to assess and fulfill the credit needs of potential and new business customers. Annual targets for loan, deposit and treasury sales will be established based upon market opportunity.
Essential Functions
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Achieve annual sales targets (credit, deposit & treasury) for the establishment of new relationships with businesses in the assigned territory and for the expansion of existing relationships.
- Responsible for developing and executing a comprehensive territory sales plan to achieve desired results.
- Partner with Community Bank Managers within the territory to receive and follow-up on business banking leads, and to introduce the bank manager to new business customers for the day-to-day servicing of their relationships. Executes joint sales activities and ongoing training to develop small business skills of assigned territory team.
- Fosters teamwork and small business knowledge in all assigned branches to ensure a positive customer experience.
- Engages in cross-selling and refers customers to other business segments as appropriate
- Refers business owners and employees to the bank manager for the establishment of new personal banking relationships.
- Discuss the benefits of the Bank's Wealth Advisory service and refer business owners to Wealth Management for the establishment of new wealth relationships.
- Discuss features of consumer mortgage products and refer business owners and employees to Mortgage Loan Officers for the establishment of new mortgage loans.
- Partner with Credit Officers for the handling of credit requests from new and prospective business customers.
- Actively employs strategies to expand business banking customer relationships by identifying their needs and maximizing opportunities.
- Participate in local business organizations, such as chambers of commerce, to represent the Bank, and help fulfill the Bank's responsibilities as a member of the community.
- Participate in and support various community and promotional activities of the Bank designed to enhance the Bank's image and visibility in the business community.
- Spends majority of time in the field, on sales appointments, generating leads to new opportunities, and closing business.
- Refer to Commercial Banking Executives' leads on businesses of sizes well exceeding $10 million for the handling of specialized credit requests, and support/facilitate such requests as required (especially to ensure a high-caliber experience for the prospective customer).
Other Duties
- Complies with all policies and procedures as applied to the Bank's BSA/AML policy.
- Perform other duties as assigned.
Skills/Abilities
- Communication skills: Business Bankers require great oral and written communication skills to perform their job successfully.
- Passion: They must be passionate about outside sales and enjoy spending time prospecting.
- Presentation skills: Business Bankers require this skill to confidently deliver client presentations, including in-depth credit analysis to recommend appropriate credit option strategies to help small business clients achieve their goals.
- Consultative sales skills: They require the ability to probe, listen, clarify, and present information, to advance sales transactions. It is important that they are knowledgeable in financial services outside sales, business-to-business sales, and Business Banking.
- Analytical skills: They must possess the ability to assimilate complex financial information, analyze financial conditions of clients and industry trends, to make informed decisions. It is also essential to understand and interpret financial statements and cash flow analysis.
- Teamwork abilities: They must enjoy partnering and negotiating with a team of Bank employees to solve client issues.
- Knowledge: Demonstrated management of an extensive client portfolio with sizeable funds may be required. A thorough knowledge of business financial products and services may be required.
- Success oriented: Proven record of accomplishment in achieving sales goals in the business banking arena highly preferred.
Supervisory Responsibility
This position has no supervisory responsibilities.
Work Environment
This job operates in a clerical office setting. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines. Office environment with job duties conducted via telephone, face to face meetings, and on the computer.
Physical Demands
This position requires manual dexterity, the ability to lift files and opening cabinets. This position requires bending, stooping, or standing as necessary.
Travel
Travel is required for this position.
Education and Experience
- Bachelor's Degree in a related discipline (or equivalent additional related professional experience) preferred.
- Minimum experience of three years as a business development/sales officer in the financial services or similar sector, and five years overall in the financial services sector preferred; familiarity with assigned geographic region is a plus.
- Microsoft Office.
Equal Employment Opportunity/M/F/disability/protected veteran status
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
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