Director, Small Business Sales & Strategy

Job Description

Job Description

First Merchants Bank is seeking a Director, Small Business Sales & Strategy to join our team! This position is responsible for developing and executing the sales and growth strategy for the Small Business Banking segment. This leader drives new client acquisition, core deposit growth, lending expansion, treasury management adoption, relationship deepening, and sustainable profitability. The ideal candidate is a proven sales leader and strategic thinker who can identify market opportunities, lead a high-performing team, cultivate referral and community partnerships, and translate strategic priorities into measurable business results.

As part of this role, you will:

• Sales Leadership and Business Growth
  
  • Develop and execute a comprehensive sales strategy to grow small business deposits, loans, treasury management relationships, and profitability
  • Lead initiatives focused on new client acquisition, market-share expansion, client retention, and relationship deepening.
  • Establish clear sales objectives, performance standards, and key metrics aligned with enterprise goals.
  • Create an active sales culture centered on prospecting, referral generation, disciplined pipeline management, and relationship development.
  • Monitor competitive trends and market disruption, then implement tactics that protect and accelerate growth.
  • Ensure all activities comply with regulatory requirements, risk standards, and bank policies.
• Strategic Planning and Market Development
  • Develop and implement strategic plans that support long-term growth within the small business segment.
  • Analyze client needs, market conditions, industry trends, and competitive activity to identify expansion opportunities.
  • Lead market penetration strategies across targeted industries and geographic markets.
  • Partner with Marketing to strengthen brand visibility and execute targeted campaigns supporting deposit acquisition and relationship growth.
  • Advocate for product, technology, service, and client-experience enhancements that improve competitiveness and support growth.
• Team Leadership and Sales Management
  
  • Recruit, coach, develop, and retain a high-performing team of Small Business Development Officers.
  • Foster a culture of accountability, collaboration, sales excellence, and consistent execution.
  • Provide ongoing coaching focused on prospecting, business development, relationship expansion, and achievement of sales goals.
  • Establish sales routines and best practices that drive sustainable individual and team performance.
  • Develop the team’s ability to build Centers of Influence with CPAs, attorneys, consultants, community leaders, and other referral partners.
• Community Engagement and Relationship Development
  
  • Serve as a visible representative of the bank within the small business community.
  • Build strategic relationships with business owners, chambers of commerce, economic development groups, community organizations, and referral partners.
  • Expand and activate referral networks that generate qualified business opportunities.
  • Enhance the bank’s reputation as a trusted advisor and leading provider of small business financial solutions.
• Cross-Functional Leadership
  
  • Collaborate with Treasury Management, Commercial Banking, Private Wealth, Marketing, and other business lines to deliver comprehensive client solutions.
  • Align sales strategies and growth initiatives with broader organizational priorities.
  • Lead cross-functional efforts that strengthen client acquisition, retention, relationship profitability, and the overall client experience.
  • Use client and market insights to influence product development, service enhancements, and strategic decision-making.

To be successful in this position, we require the following:

• Bachelor’s degree in business, finance, marketing, or equivalent professional experience.
• At least seven (7) years of progressive leadership experience in Small Business Banking, Commercial Banking, or financial services.
• Demonstrated success leading sales teams and delivering revenue growth.
• Strong capabilities in strategic planning, business development, market analysis, and relationship management.
• Excellent leadership, coaching, communication, and cross-functional collaboration skills.

The following would be a plus:

• Advanced degree or relevant professional banking certification.
• Experience leading teams across multiple markets or geographies.
• Deep knowledge of deposit acquisition, treasury management, and small business credit solutions.
• Established relationships within business, professional, and community organizations.

First Merchants offers the following:

• Base Pay PLUS Bonuses
• Medical, Dental and Vision Insurance
• 401k
• Health Savings and Flexible Spending Accounts
• Vacation/Sick Time
• Paid Holidays
• Paid Parental Leave
• Tuition Reimbursement
• Additional Benefits

A little about us:

First Merchants is guided by a genuine philosophy of being a meaningful place to work and having a prosperous impact across all walks of life throughout the communities we serve, including consumers, businesses and other organizations. Our Vision, Mission and Team statement reflect and reinforce that authentic service philosophy.

Our Vision is:

To enhance the financial wellness of the diverse communities we serve.

Our Mission is:

To be the most responsive, knowledgeable, and high-performing financial organization for our clients, teammates, and shareholders.

Our Team:

"We are a collection of dynamic colleagues with diverse experiences and perspectives who share a passion for positively impacting lives. We are genuinely committed to attracting and engaging teammates of diverse backgrounds. We believe in the power of inclusion and belonging."

Apply today to begin your career with us!