Government Guaranteed Lending Sales Manager

First Horizon National Corp. Charlotte , NC 28201

Posted 2 months ago

Position Overview

The Sales Manager is a results oriented leader with responsibility for all loan development activities related to Small Business Administration (SBA) & United States Department of Agriculture (USDA) originations across the bank's footprint including direct guidance and supervision of the activities of both SBA Product Specialists and SBA Business Development Officers. Utilizing a dual-pronged strategy, the first initiative will be increasing visibility and participation among RM colleagues and branches, and the second will be to drive new channels of business opportunities through the deployment of Business Development officers in order to Increase market penetration across the footprint.

Duties and Responsibilities

  • Direct a team of sales specialists that will partner with front-line Relationship Managers and Market Managers with the calling and prospecting efforts and the soliciting, negotiating, and closing of SBA 7A and USDA loans.

  • Drive significant SBA loan growth by managing consistent execution of SBA Sales Specialists' activities involving partnering on identified business development opportunities as well as follow-through on eligibility requirements necessary to complete individual transactions.

  • Ensures the consistent and successful implementation of division initiatives and communications

  • Direct Business Development Officer activities that target loan opportunities which meet secondary market sales characteristics

  • Supports managers in setting promotion goals, developing and implementing internal and external sales events and implementing communications and sales support for in-market changes for growth.

  • Assists with the development and maintenance of collateral material, advertising, promotional programs, sales training programs, operational procedures and systems requirements to ensure that sales representatives are provided with appropriate sales, merchandising, and administrative tools.

  • Participate in industry conferences and train team on key takeaways.

  • Monitor SBA monthly sales efforts, ensuring that business development sales targets and results are achieved.

  • In order to remain current with SBA guidance and industry activities, The Manager will attend national and regional conferences, defining opportunities for event sponsorship in conjunction with GGL Director. The information obtained will be used in the internal promotion of SBA as well as SBA training for the general sales population and dedicated SBA team.

Personnel Development

  • Ensure that SBA staff maintains constructive and positive working relationships with internal colleagues, borrowers and their representatives, as well as referral sources.

  • Establish and communicate team and individual goals to all direct reports by setting financial objectives and priorities, measuring and recognizing individual contributions, and coaching and co-calling with employees needing support.

  • Provide advice and counsel to team members on various topics, including sales, marketing, loan structure, pricing, etc. - be a trusted mentor.

  • Represent the Bank's best interests at all times. Provide regular oversight of Direct Reports - monitoring loan production, fee income generation, in accordance with established annual goals.

  • Build accountable and supportive relationships, recognize that team success equates to personal success, and create a positive, collaborative and beneficial working environment for the team.

  • Recommend training plans for direct reports, as needed and as appropriate.

  • Conduct performance check-In conversations with direct reports, document these conversations as per the Bank's guidelines, and prepare salary increase recommendations, as appropriate.

RequirementsEducation and/or Work Experience Requirements

  • Bachelor's degree or equivalent work experience

  • At least 15 of US Small Business Administration 7a Lending Program experience

  • At least 5 years of experience as a Sales Manager in the financial services industry

  • Working knowledge of SBA SOP 50 10

  • NAGGL/SBA Industry educational classes a bonus


  • Ability to think strategically; anticipates future consequences and trends and incorporates them into the organizational plan.

  • Ability to work in a high production work environment and tight time frames, with ability to organize and manage multiple priorities.

  • Excellent leadership and project management skills

  • Credit analytical skills to evaluate credit worthiness of potential borrowers

  • Builder of relationships and partnerships ability to excel in a collaborative team environment.

  • Excellent oral and written communication skills, with strong presentation and interpersonal skills.

  • Motivated self-starter with a high level of initiative and demonstrated commitment to facilitating the growth and development of the Bank.

  • High degree of personal ownership with entrepreneurial approach assumes responsibility for effectively meeting objectives, motivates self to get the job done, performs duties in an organized, accurate and productive fashion, seeks out to improve effectiveness, and is accountable for following policies, guidelines and procedures.

  • Positive attitude and team player approach, with excellent customer service skills for both internal and external customers

  • Impeccable personal integrity, maintaining confidentiality of customer information and data.

  • Strong analytical, time management and organizational skills, exhibiting a high level of attention to detail and a thorough understanding of basic principles of accounting and financial analysis.

  • Demonstrated knowledge of MS Office applications, including Word, Excel, PowerPoint, SFDC

  • Ability to influence and maneuver through appropriate formal and informal organization channels

  • Ability to constructively manage and handle conflict


  • All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, gender stereo typing, and age. First Tennessee is an EO employer M/F/Vets/Disabled.

  • Please view Equal Employment Opportunity Posters provided by OFCCP her

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Government Guaranteed Lending Sales Manager

First Horizon National Corp.