Team Lead Business Banking Relationship Manager

Location: 4000 Town Center - Southfield, Michigan 48075 JOB BRIEF (PURPOSE) The Team Lead Business Banking Relationship Manager reports to the Business Banking Sales Leader (BBSL). The position provides coaching support to assigned Business Banking RM team in addition to individual goals. The Team Lead position focuses team and own efforts on the acquisition of new clients and expanding share of wallet of existing client portfolio of businesses with annual sales from $3 to $10 million. Develops centers of influence in the market that can be leveraged into profitable relationships. Develops strategic relationships with all Key lines of business in order to effectively refer business and leverage partnerships to deepen and enrich the client experience. Effectively manages the client relationship by selling and promoting a broad array of appropriate financial products and services, providing pertinent financial information to clients and identifying/referring cross-marketing opportunities to meet the clients' need and become their trusted advisor. Researches and fully understands competitors' strengths/weaknesses and product offerings/pricing. ESSENTIAL JOB FUNCTIONS The role of the Business Banking Relationship Manager (BBRM) is to develop new and expand existing client relationships by consistently delivering the BB value proposition (clients bank at Key because their business is understood, their time is valued and solutions are provided to simplify their lives). The BBRM will be responsible for functions that align with the Key Sales Process and Consultative Sales Process Framework (Opportunity Management, Needs Assessment, Present/Pitch, Fulfillment, and Follow Up) in daily work to create a positive Client Experience. This includes: Sales Coaching * Coaches to the segment value proposition and defined client experiences and directs the team sales efforts through utilization of consistent sales processes/tools including a disciplined approach to prospecting, development of internal/external centers of influence and follow-up to leads. * Coaches each Business Banking Relationship Manager (BBRM) to fully appreciate, understand and be able to deliver solutions that meet the client's comprehensive needs, based on the review and analysis of personal and financial data gathered through Relationship Reviews, the Desktop and personal meetings. * Participates in joint calls with BBRMs to enhance selling skills and uncover opportunities. * Executes a consistent, disciplined sales management process through coaching and actively identify and manage a robust pipeline. * Conduct team meetings to distribute line of business information and share best practices. * Partner with BBSL to pre-flight complex credit deals and work with credit campus as needed. * Support initiatives defined through market activities (i.e. Team to Win) Opportunity Management * Develops and maintains an in-depth knowledge of products and services as well as knowledge of competitors and competitive products. * Employs a disciplined approach to prospecting; documents calling efforts. * Builds client referral pipeline via identification and development of internal and external centers of influence. * Actively participates in Community organizations to source business development opportunities and demonstrate Key's commitment to the local community. * Proactively provides client solutions by contacting leads identified in the Desktop. Needs Assessment * Develops a comprehensive understanding of client's needs, based on the review and analysis of personal and business financial data gathered through Relationship Reviews, the Desktop and personal meetings. * Delivers distinctive service by completing annual relationship reviews with all "focus" clients, consistently updates the Desktop with current client data, call summaries, etc * Brings other Key business partners to