Business Banking Officer

Bank Sales Manager

Westamerica is among the largest commercial banks headquartered in California. We are looking for outstanding people to join our winning team. We reached our current strength because our employees, customers, and shareholders believe in the same fundamental goals: delivering a wide variety of financial services with a superior customer service guarantee.

Job Summary

Under general managerial review: achieves sales goal objectives by developing and managing a client portfolio. Provides customers with information and resolves banking problems. Promotes sales of bank services and products.

Financial Plan

• Attend daily 8 am sales meeting.
• Meet or exceed quarterly and annual deposit and loan production goals.
• Generate non-interest income through the sale of fee-based services.
• Consistently deliver excellence in service by adhering to the Bank's service standards.
• Adhere to the standards of the Bank's sales culture as outlined in the current Sales Culture Handbook.

Business Development

• Maintain weekly standard of 15 quality calls. Achieve a 2 to 1 prospect to client ratio.
• Daily boxtime is required. A minimum of 3 prospect appointments for each calendar day must be obtained from each daily boxtime session.
• Maintain a minimum of 4 pipeline and 7 pre-pipeline deals.
• Fully utilize all aspects of Sales Logix and Hub Automation including all new releases and components (calendar, client/prospect files, etc.).
• Develop new deposit and loan totals utilizing industry lead lists generated by the Marketing Department and/or other sources as directed by your RMM.
• Work existing client base for business expansion and referrals.
• Develop and leverage referral sources (CPA's, Attorneys, Physicians, etc.). Position yourself as their banker of choice.
• Generate 1 SPF referral per month.
• Generate 2 third party referrals annually.
• Generate 2 Business Elan applications per month.
• Ensure maturing loans assigned to portfolio are renewed.
• Maintain customer contact with all assigned borrowers to ensure loan retention, relationship expansion and proper pay down forecasting.
• Work with borrower's support contacts (CPA's, attorneys, CFO's, etc.) to gain referrals and to stay attuned to borrower's plans.
• Make yourself available to borrowers to ensure you are the banker of choice.
• Utilize projected maturity report to renew/extend loans prior to maturity.

Leadership

• Monitor and manage for BBO/BRM, assigned commercial loan portfolio to ensure retention and expansion.
• Monitor and provide guidance on commercial lending protocols for BBO/BRM.

Compliance Related Activity

• Adhere to Reg B/Flood requirements.
• Complete all assigned tutorials and Compliance Training.
• Focus on Majority/Minority census tracts as assigned by RMM.
• Focus on Small Business/Small Farm loans assigned goals.
• Meet CRA Hours.
• Meet new CRA loan production goals.
• Renew all assigned existing CRA loans/lines.
• Answer regulatory questions correctly during Audit/Branch Review.

Ownership, Accountability and Work Habits

• Attend daily sales meetings; provide mentoring and encouragement as appropriate.
• As directed by RMM, manage problem loans to minimize risk. Communicate status and developments to RMM.
• Communicate problems, successes and challenges to RMM and Credit Hub on a timely basis.
• Attend two seminars/functions during the year to promote WAB in the community and develop new business.
• Adhere to the Bank's Guiding Principles; integrate into all that you do.
• Become involved in one community organization which will help build our image as a community bank and you as a community banker, while recognizing CRA service hours opportunities.
• Meet attendance guidelines.

Minimum knowledge, prior work experience, and skills needed to perform job functions: previous sales management experience, commercial underwriting and credit experience. Applicant must possess excellent communication, interpersonal, organizational, business development and marketing skills. Four-year college degree preferred. For purposes of business travel, a valid driver's license as well as a personal vehicle to drive is required.

Physical demands:

• Constant travel to conduct outside sales calls.
• Works non-standard business hours.
• Drives to sales calls. Must maintain a current driver's license and proof of insurance.

Mental demands:

• Effectively communicate with clients and prospects.
• Retain and shares knowledge of WAB products, services and fees.
• Obtain enough confidential data to identify client's financial status.
• Identify additional service opportunities.
• Apply basic math skills to determine fees and saving opportunities.
• Formulate sales action plans.

Equipment used to perform functions: 10-key machine, fax, photocopier, Microsoft based computers, smart phones.

Decision making:

• Identifies business needs of clients and prospects and identifies ways WAB can meet those requirements.
• Negotiates service terms and fees of business relationships to provide acceptable return on investment for Bank and client.
• Determines best service instrument or combination of accounts that provides client with greatest potential to realize financial expectations.
• Selects methods to improve sales/marketing skills of subordinate staff.
• Structures credits based on client needs and available bank products.

Supervisory responsibility:

Directly Supervised: Depends on size of branch

Supervised by Subordinates: Depends on size of branch

Requirements

Basic Qualifications:

• Bachelor Degree in business, accounting or finance, or equivalent work experience
• Three to Five years of outside sales and customer service experience in the financial services industry.
• Adherence to policies, procedures and regulatory banking requirements.

Preferred Experience and Skills:

• Strong product knowledge within the banking/financial services industry.
• Ability to provide a pro-forma analysis and narrative on credit requests.
• Excellent business development and b2b sales/service skills.
• Demonstrate the ability to make both one on one and group presentations.
• Strong interpersonal, verbal and written communication skills.
• Strong outbound telephone sales skills.

EOE