Head of Sales, Retail Small Business

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GENERAL FUNCTION:
The Head of Sales, Retail Small Business is responsible for the sales leadership and execution of optimizing small business revenue and contribution in the Retail Small Business channel. Responsible for developing and implementing new sales processes and influencing the overall sales strategies and sales process for Retail Small Business in order to achieve planned business objectives and growth. The Head of Sales, Retail Small Business is a thought leader that generates new ideas, identifies industry breakthrough practices and applies them in a manner that is successful for Small Business Banking at Fifth Third Bank.

Responsible and accountable for risk by openly exchanging ideas and opinions, elevating concerns, and personally following policies and procedures as defined. Accountable for always doing the right thing for customers and colleagues, and ensures that actions and behaviors drive a positive customer experience. While operating within the Bank's risk appetite, achieves results by consistently identifying, assessing, managing, monitoring, and reporting risks of all types.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Develop the strategy and business plan of the Retail Small Business segment to increase market share, profitability and customer satisfaction.
• Responsible for overseeing the origination and managing the delivery of all Retail Small Business lending, including SBA Express and Small 7(a) loans, through Fifth Third's financial center network.
• Developing and executing sales strategies to meet or exceed sales targets for growth in loans, deposits, fees and households, while maintaining compliance with internal credit policies and SBA eligibility requirements.
• Manage teams focused on financial center activation and the closing process for Retail Small Business loans, including documentation and maintaining compliance with internal credit policies and SBA eligibility requirements.
• Ensure adherence to all SBA regulations, bank policies, and reporting requirements related to SBA Express and Small 7(a) lending.
• Develop and implement a strategy to maximize productivity from your team and partners, while creating a strategic vision to align your team with the broader Small Business Banking goals.
• Drive new process and product implementation, including training and communication across the Consumer Bank in alignment with sales strategy, operations and business controls.
• Provide leadership to sales and support channels to identify, develop, implement and measure programs and initiatives to drive sales, profitability and customer experience.
• Provide value added insight and thought leadership in regard to Retail Small Business organization structure, sales effectiveness and strategic planning.
• Drive development of sales processes that improve sales effectiveness and efficiency.
• Develop and establish the use of appropriate communication and sales tools in the financial centers for Retail Small Business.
• Foster cooperation at every level in product, sales, market development, and other groups as appropriate to execute on strategic plans.

• Understand the key factors that impact Small Business Banking, and collaborate with key internal partners including Retail Executives, Centralized Small Business Leadership, Market Executives and Small Business Credit Leaders to develop and recommend improvements and enhancements to streamline the Retail Small Business sales process.
• Collaborate with the Retail Executives and Small Business Head of Revenue on delivery of local strategic plans while leveraging best practices.
• Work with Small Business Head of Revenue and Market Executives to effectively communicate the Small Business Banking strategy, goals, roles and shared expected results.
• Develop strategies to ensure customers are located in the right channels to ensure the best possible customer experience, including working with Retail partners on referral strategies and incentives.
• Develop a process to test initiatives to impact productivity.
• Analyze sales data to identify trends and opportunities for improvement
• Establish key metrics and scorecard, protocols and measurement for each role.
• Measure, track, and adjust performance against defined metrics and pipeline management.
• Manage implementation of strategy in collaboration with key stakeholders to recommend opportunities to improve sales performance through proven change leadership techniques.
• Lead consistent execution and continuous improvement of the sales process (i.e., Sales Playbook); regularly test the use and effectiveness of the process and effect improvements in both, as needed.
• Understand the competitions' capabilities and gaps, and how to position against them.
• Monitor and analyze market trends and competitor activities to identify opportunities for product and process enhancements that will drive business growth.

SUPERVISORY RESPONSIBILITIES:

Responsible for providing employees timely, candid and constructive performance feedback; developing employees to their fullest potential and providing challenging opportunities that enhance employee career growth; identifying and developing the appropriate talent pool to ensure adequate bench strength and succession planning; recognizing and rewarding employees for accomplishments.

MINIMUM KNOWLEDGE & SKILLS REQUIRED:

• Bachelor's degree in business, marketing, related field or equivalent work experience
• 10 years of banking and sales management experience
• Extensive knowledge of SBA loan programs, particularly SBA Express and Small 7(a) guidelines
• Experience in retail sales management, preferably in a small business environment
• Experience with data analysis and reporting
• Demonstrated ability to convert strategic vision into a tactical plan, and to execute on that plan
• Strong presence and credibility with excellent interpersonal, written, and verbal communications skills
• Strong project management and problem-solving skills
• Demonstrated ability to identify, develop and manage talent
• Experience operating successfully in a complex, matrixed organization, driving change through influence
• Strong sales performance, employing a holistic, partnership-oriented, solution-based model
• Strong analytical skills
• Ability to prioritize and handle multiple tasks
• Ability to work in a team environment

Fifth Third Bank, National Association is proud to have an engaged and inclusive culture and to promote and ensure equal employment opportunity in all employment decisions regardless of race, color, gender, national origin, religion, age, disability, sexual orientation, gender identity, military status, veteran status or any other legally protected status.