Small Business Banker Manager

Overview

The Small Business Banker Manager (SBBM) is a management position responsible for overseeing the sales delivery model to achieve performance and growth objectives for City National Bank's Small Business segment. The SBBM directly manages and coaches a team of Small Business Bankers (SBBs), who provide comprehensive financial solutions to small businesses with annual revenues up to $10 million. The majority of the SBBM's time is spent in the field, working alongside the team, observing client interactions, and coaching on sales techniques to improve performance. The SBBM also runs weekly calling blitzes with the team to drive results. In addition to managing team performance, the SBBM implements sales management routines to acquire new small business relationships and deepen existing client connections. This leadership role involves actively coaching SBBs to meet aggressive sales goals.

 

The SBBM exercises discretion and independent judgment in overseeing team performance, shaping business strategies, and making decisions that affect client relationships. This position reports to the Regional Director.

 

Principal Duties & Responsibilities:

• Define and implement sales strategies and goals for Small Business Bankers (SBBs) to drive performance, maximize sales, and ensure alignment with the bank’s objectives.
• Directly manage, coach, and mentor a team of Small Business Bankers (SBBs), providing individualized coaching to develop sales skills, improve techniques, and achieve aggressive goals. Foster a collaborative environment that encourages open communication and self-evaluation, customizing coaching to meet the unique needs of each team member and supporting continuous self-improvement.
• Regularly evaluate team performance, track sales activities, and assess progress toward goals. Provide actionable insights to leadership, identifying areas for improvement and additional training or coaching needs.
• Facilitate ongoing sales training, including weekly role-plays, one-on-one coaching, and joint call shadowing to strengthen skills, reinforce best practices, and ensure team preparedness for client meetings and sales activities.
• Lead and coordinate sales events such as weekly calling blitzes, ensuring the team is well-prepared and aligned on sales strategies.
• Promote the use of sales tools, processes, technologies, and data-driven insights to increase operational efficiency and effectiveness across the sales team. Build awareness to ensure the team adopts these tools at scale while remaining adaptable to client needs.
• Collaborate with other teams (e.g., training, strategy, product) to ensure ongoing knowledge transfer, alignment with business goals, and access to necessary resources and updates.
• Guide SBBs through pre-call planning, provide feedback, and conduct post-call debriefings to ensure continuous improvement and effective performance.
• Track key sales metrics and activity levels, refining strategies and adjusting goals based on insights; report progress to the Regional Director and leadership to support decision-making.
•  Identify areas for process improvement, propose changes, and implement adjustments to increase the effectiveness and efficiency of the sales team.
• Oversee daily and weekly sales activities, including assigned “Power Hours,” ensuring the team’s time is focused on meeting client needs and driving results.
• Maintain strong communication with senior leadership and key stakeholders to share team progress, identify challenges, and align on strategic initiatives.
• Provide constructive feedback to SBBs, focusing on growth and skill development, while fostering a learning environment that supports continuous improvement.
• Report learnings to other areas of the bank, including training, Strategy, and SE teams, and provide guidance on refining training programs as needed.
• Establish standards for SBB call blitzes, offering on-the-spot feedback and shadowing joint calls to reinforce best practices.
• Host A&D weekly calls to track progress, client contacts, share success stories, and discuss best practices, ensuring alignment across the team; invite and include partners in weekly meetings to maintain ongoing knowledge of products and services, ensuring the team remains up to date on offerings.
• Continuously improve existing processes and practices to drive sales team success, ensuring that strategies remain effective and adaptable to changing needs.
• Monitors the effectiveness of activities performed during assigned Power Hours, ensuring that time is used efficiently to drive sales and achieve performance goals.
• Communicate and interact effectively with decision-makers at all levels to ensure alignment with organizational goals and strategies.

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