Director, Business Banking Market Credit Sales Executive (Phoenix, AZ)

Capital One
Phoenix, Arizona
Jun 09, 2022
Jul 08, 2022
Full Time
Locations: Sales - AZ - Phoenix, United States of America, Phoenix, Arizona

Director, Business Banking Market Credit Sales Executive (Phoenix, AZ)


The Sr. Market Credit Executive (MCE) is a key member of the Regional Leadership team and will develop strong relationships with the Group/Regional Sales Executives, Market Sales Executives (MSEs), other MCEs as well as all the other Business Partners. The MCE partners with Market Sales Executive Partners (MSEs) and Business Bankers in their assigned markets to:
  • Meet Credit Production and Revenue goals by driving new credit production;
  • Manage Credit Risk in their markets' portfolio
  • Retain and grow the Business Banking credit portfolio;

The MCE role has an emphasis on relationships with over $1MM credit exposure ("wholesale portfolio").

  • Focuses Bankers on Relationship Banking, using credit as a tool to win and retain long term Primary Banking Relationships in their assigned markets.
  • Partners with their MSE partners to support Business Bankers to meet credit production and revenue growth goals, in the wholesale space.
  • Participates in Joint Calls with Bankers, and/or SBA Managers that foster high levels of performance. Offers timely feedback and credit sales coaching regarding loan product knowledge and credit skills. Directs client negotiation and participates in joint calling with the Business Bankers in support of wholesale credit opportunities.
  • Actively coaches Bankers towards adhering to SBB credit policy in their sales practices and communications with clients and prospects.
  • Helps to manage variability within the Sales team in their assigned markets through direct and market credit coaching, deep dives, joint calling / show coaching and direct referrals to bankers.
  • Independently Prospects for Wholesale Relationship referrals and guides Business Bankers in capitalizing on wholesale opportunities to close sales with referrals.
  • Works with regional sales leaders to develop a strategic and profitable plan for Business Banking within the region. Monitors and manages ongoing regional performance (credit growth production) to established objectives.
  • Partners with Credit Underwriting, Closing, Booking and Portfolio Management to meet the credit and overall relationship needs of existing clients and prospects in the wholesale portfolio in their assigned markets.
  • Partners with Risk Management to balance risk in the portfolio by being a Subject Matter Expert on credit policies and offers prudent, yet competitive loan structure options, when needed.
  • Works toward improving/maintaining efficiency in credit process to maximize the timely closing of appropriate credit opportunities and primary business relationship transfers from competitors.
  • Ensures complete and accurate documentation is submitted to underwriting, so that efficient and proper loan underwriting and structuring can be achieved.
  • Leads pre-screen activities with Bankers and underwriters, as needed on wholesale opportunities.
  • Reviews wholesale loan renewal opportunities; meeting with clients and making recommendations to Portfolio Management.
  • Works toward maintaining profitability in the Credit Portfolio, as a first line approver of Loan Pricing Exceptions on wholesale relationships.
  • Helps the bank achieve Community Reinvestment Act (CRA) goals by participating in public relations activities and contacting local Community Reinvestment Act organizations within the community. Encourages similar participation among subordinates.

Basic Qualifications:
  • At least 8 years of commercial or business banking lending experience

Preferred Qualifications
  • 10+ years of commercial or business banking lending experience
  • 3 years of sales management experience
  • Completion of a formal Credit Training Program

At this time, Capital One will not sponsor a new applicant for employment authorization for this position.

No agencies please. Capital One is an Equal Opportunity Employer committed to diversity and inclusion in the workplace. All qualified applicants will receive consideration for employment without regard to sex, race, color, age, national origin, religion, physical and mental disability, genetic information, marital status, sexual orientation, gender identity/assignment, citizenship, pregnancy or maternity, protected veteran status, or any other status prohibited by applicable national, federal, state or local law. Capital One promotes a drug-free workplace. Capital One will consider for employment qualified applicants with a criminal history in a manner consistent with the requirements of applicable laws regarding criminal background inquiries, including, to the extent applicable, Article 23-A of the New York Correction Law; San Francisco, California Police Code Article 49, Sections 4901-4920; New York City's Fair Chance Act; Philadelphia's Fair Criminal Records Screening Act; and other applicable federal, state, and local laws and regulations regarding criminal background inquiries.

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