South State Bank
Director of Middle Market Sponsors
South State Bank, Atlanta, Georgia, United States, 30383
As a leading regional bank, SouthState has been providing financial solutions to individuals, families, and businesses in the Southeast for more than 100 years. SouthState team members strive to create remarkable experiences while building meaningful and lasting relationships. We are proud to be a reflection of the communities we serve, and our team members share core values that make SouthState a great place to bank, and a great place to work.
SUMMARY/OBJECTIVES
Functions as a sales team leader in addition to serving as a producing Middle Market Banker for the accountabilities identified with Sponsor and Fund coverage across the full banking footprint. Because Middle Market as a vertical segment operates within a matrix-based, geographic organizational structure, the role requires a unique partnership with geography managers to help support optimal performance and close collaboration between the Commercial and Middle Market banking teams. Therefore, all Middle Market Player Coach roles build and maintain close working partnerships and tight linkages with all regional leadership to include Group Banking Presidents, State, Divisional and Regional Presidents, in addition to Commercial Team leaders and Commercial Banking teams.
In the ‘Coach’ capacity, guides and motivates Middle Market Bankers to meet and exceed performance expectations for market growth, client retention and new business development. Conducts prospecting initiatives that both drive and contribute to the generation of new business. In the ‘Player’ capacity, models the successful behaviors associated with developing and growing an individual client portfolio of new business through deep market connectivity, frequently calling activity and the utilization of a highly effective center of influence network. In addition, manages an active loan, deposit and treasury portfolio by providing superior client service. For new lending opportunities with existing or new prospects as either Player or Coach, thoughtfully analyzes financial information to evaluate the credit worthiness of loan requests. Together with portfolio managers, compiles loan packages ensuring completeness and accuracy of information provided for both the team and individual relationship opportunities. And to support overall relationship profitability, proactively works with the Bank’s product teams to cross-sell ancillary products and services based on client needs from applicable areas across the Bank.
Overall risk management leadership of the regional Middle Market portfolio is paramount, and the ‘Coach’ position will function from the basis that the client relationship manager is always the first line of defense to achieve the most effective and responsive risk management outcome. Therefore, the role requires close collaboration with Middle Market credit leadership to actively manage the composition and profile for the segment, based on frequent communication and close engagement on deal flow, structuring and underwriting support and related analytics for both existing clients and new Bank prospects.
Ultimate success in the Player Coach role is defined by both team and individual results in calling activity, proposal opportunities, revenue generation, risk management and risk mitigation, and the consistent ability to generate lasting, full-service Sponsor, Fund and Portfolio company relationships with South State. An important attribute to the Player Coach alignment is for regional leadership within each market to have supreme confidence in the Middle Market team as an integral component of overall success; close coordination and communication with local market leadership at all times is of paramount importance.
Finally, the role ensures that all relationships and loans are following State and Federal regulations, as well as with South State Bank Code of Business Conduct and Ethics and all other operating, policy, and compliance procedures as established.
ESSENTIAL FUNCTIONSAs Coach:Works with Middle Market and Regional leadership to create an overall strategy for new business development goals derived from select financial sponsors and debt funds in key South State markets. Actively works this plan with regular updates, meetings and communication with leadership and regional banking teams who can assist and support the execution of the strategy over the long term. Manages the overall performance of Middle Market Bankers initially designated to be part of the team (dotted line), who will also be resources under the direction of geographic Middle Market leaders (hard line). Provides routine coaching and feedback to develop solution driven strategies to motivate team and enhance banker results and success. Conducts regular one-on-one meetings with individual team members to ensure two-way communication is occurring and that a full understanding of processes, procedures, goals and expectations are realized. Utilizes professional expertise and unique market knowledge to identify profitable prospects, develop business and contribute to the growth of the market and team in a ‘rain making’ capacity; assist bankers closely with screening, structuring and underwriting new deal flow support for the team. Leads regular sales meetings where the outcome is both informative and accretive to the goals and performance of the group. Seeks broad feedback on ways to improve the effectiveness of these meetings for the team. Creates a positive and collaborative work environment across the full team by modeling leadership behaviors that always reflect South State’s core values and guiding principles. Completes all traditional management accountabilities for team, to include the annual review process, any communication of Bank-wide relevant team member information, expense management and related tracking, as well as any other such duties as directed by Middle Market and/or geographic leadership. Participates in community activities and contributes to the growth of the local market while enhancing the visibility of the Bank and partnering with other regional banking teams (CML, CRE, PB, etc.)
As Player:Conducts business development activities that help build and retain full banking relationships with operating companies that which meet the Middle Market profile and risk targets. Develop consultative relationships with prospects and clients in order to add value through the delivery of appropriate banking solutions at the time of need. Effectively partner with Group, Division, Regional and Market Presidents as well as Portfolio Managers, Commercial Associates and Credit Officers to successfully prospect, manage portfolio, and underwrite credit opportunities. Collaborate closely with Treasury Management Sales Officers, Capital Markets, Wealth, Mortgage, and Retail product partners to identify opportunities to deepen or expand existing Middle Market relationships; establish proactive joint calling habits for new prospect opportunities. Manage the flow of credit requests through the appropriate channels to ensure the credit quality, responsiveness, structure and pricing meeting the needs of the client and the operating objectives of the Bank. Underwrite loan requests within the parameters of the Bank’s policies and procedures. Ensure the loan packages are accurate and complete when submitted to the appropriate Credit partner for approval. Create, maintain, and utilize an appropriate COI network relevant to Middle Market, which will promote the Bank’s market presence and result in referrals for both the bank and COI. Ensure that all required documentation is in file for all loans and deposits. Appropriately portfolio manage and service client portfolio, providing superior service to all clients. Work to clear documentation or compliance deficiencies noted by Loan and Deposit Operations or other internal or external reviews or audits. Partner with Credit to properly risk grade each loan in the assigned portfolio and adjust risk grades as circumstances change or new information becomes available through effective quarterly client performance management. Price each loan and deposit product according to current Bank pricing guidelines, always working to ensure optimal relationship profitability across the full suite of services in place for each relationship. Properly document the credit quality, current competitive factors, or overall relationship circumstances that justify departures from any approved Bank pricing regulations. Demonstrate a commitment to fair lending practices in all banking functions and activities. Remain knowledgeable of all laws and regulations governing the lending activities of financial institutions and ensure compliance with all applicable Bank policies and procedures, as well as all State and Federal regulations.
OTHER DUTIES
Appropriate level of community involvement is expected.
COMPETENCIES
Results-focused, Detail-oriented, Relationship builder, Analytical, change agent, Problem-solver, Action Oriented, Ability to manage strategically and tactically with vision and purpose.
Qualifications, Education, and Certification Requirements
Education :
A Bachelor’s degree in business, finance, banking or related field is required. Formal bank credit training program completion is required. A Master of Business Administration or graduation from a recognized school of banking is an asset.Experience :
Minimum of 10+ years middle market / commercial lending / capital markets experience as well as 3-5 years management experience; Experience should include significant loan structuring and credit analysis responsibilities as well as client origination activities.Knowledge :
Extensive knowledge of all Bank products, services, procedures, and practices. Must have an in-depth knowledge of Federal and State lending regulations and Bank policies relating to lending procedures. Familiarity with the market-based business community is required.Skills :
Must have well-developed sales, interpersonal, negotiating, and problem-solving skills. Excellent written and verbal communication skills are necessary. Must have accounting and extensive credit skills. Must be detail oriented and possess the proven ability to prioritize complex work assignments. Must exhibit excellent time management skills. Proven analytical skills and the ability to evaluate credit worthiness are needed. Must be proficient in the use of basic office equipment with an emphasis on calculator and computer, as well as use of Microsoft Word, Excel, and Outlook.
TRAINING REQUIREMENTS/CLASSES
Required annual compliance training, New Employee Orientation, Bank credit policies, procedures, and underwriting standards, coupled with periodic specialty training suited to the unique attributes of the role and market.
PHYSICAL DEMANDS
Must be able to effectively access and interpret information on computer screens, documents, and reports. This position requires a large amount of time in front of a computer. This can be done sitting or standing with use of the right desk.
WORK ENVIRONMENT
Office-based role. Periodic telecommuting must have a secure home office environment that is free from background noise and distractions. Also, must also have a reliable private internet connection that is not supplied by use of cellular data (hot spot). Cable or fiber connections are preferred. Requirements are subject to change, as new systems and technology is delivered.
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SUMMARY/OBJECTIVES
Functions as a sales team leader in addition to serving as a producing Middle Market Banker for the accountabilities identified with Sponsor and Fund coverage across the full banking footprint. Because Middle Market as a vertical segment operates within a matrix-based, geographic organizational structure, the role requires a unique partnership with geography managers to help support optimal performance and close collaboration between the Commercial and Middle Market banking teams. Therefore, all Middle Market Player Coach roles build and maintain close working partnerships and tight linkages with all regional leadership to include Group Banking Presidents, State, Divisional and Regional Presidents, in addition to Commercial Team leaders and Commercial Banking teams.
In the ‘Coach’ capacity, guides and motivates Middle Market Bankers to meet and exceed performance expectations for market growth, client retention and new business development. Conducts prospecting initiatives that both drive and contribute to the generation of new business. In the ‘Player’ capacity, models the successful behaviors associated with developing and growing an individual client portfolio of new business through deep market connectivity, frequently calling activity and the utilization of a highly effective center of influence network. In addition, manages an active loan, deposit and treasury portfolio by providing superior client service. For new lending opportunities with existing or new prospects as either Player or Coach, thoughtfully analyzes financial information to evaluate the credit worthiness of loan requests. Together with portfolio managers, compiles loan packages ensuring completeness and accuracy of information provided for both the team and individual relationship opportunities. And to support overall relationship profitability, proactively works with the Bank’s product teams to cross-sell ancillary products and services based on client needs from applicable areas across the Bank.
Overall risk management leadership of the regional Middle Market portfolio is paramount, and the ‘Coach’ position will function from the basis that the client relationship manager is always the first line of defense to achieve the most effective and responsive risk management outcome. Therefore, the role requires close collaboration with Middle Market credit leadership to actively manage the composition and profile for the segment, based on frequent communication and close engagement on deal flow, structuring and underwriting support and related analytics for both existing clients and new Bank prospects.
Ultimate success in the Player Coach role is defined by both team and individual results in calling activity, proposal opportunities, revenue generation, risk management and risk mitigation, and the consistent ability to generate lasting, full-service Sponsor, Fund and Portfolio company relationships with South State. An important attribute to the Player Coach alignment is for regional leadership within each market to have supreme confidence in the Middle Market team as an integral component of overall success; close coordination and communication with local market leadership at all times is of paramount importance.
Finally, the role ensures that all relationships and loans are following State and Federal regulations, as well as with South State Bank Code of Business Conduct and Ethics and all other operating, policy, and compliance procedures as established.
ESSENTIAL FUNCTIONSAs Coach:Works with Middle Market and Regional leadership to create an overall strategy for new business development goals derived from select financial sponsors and debt funds in key South State markets. Actively works this plan with regular updates, meetings and communication with leadership and regional banking teams who can assist and support the execution of the strategy over the long term. Manages the overall performance of Middle Market Bankers initially designated to be part of the team (dotted line), who will also be resources under the direction of geographic Middle Market leaders (hard line). Provides routine coaching and feedback to develop solution driven strategies to motivate team and enhance banker results and success. Conducts regular one-on-one meetings with individual team members to ensure two-way communication is occurring and that a full understanding of processes, procedures, goals and expectations are realized. Utilizes professional expertise and unique market knowledge to identify profitable prospects, develop business and contribute to the growth of the market and team in a ‘rain making’ capacity; assist bankers closely with screening, structuring and underwriting new deal flow support for the team. Leads regular sales meetings where the outcome is both informative and accretive to the goals and performance of the group. Seeks broad feedback on ways to improve the effectiveness of these meetings for the team. Creates a positive and collaborative work environment across the full team by modeling leadership behaviors that always reflect South State’s core values and guiding principles. Completes all traditional management accountabilities for team, to include the annual review process, any communication of Bank-wide relevant team member information, expense management and related tracking, as well as any other such duties as directed by Middle Market and/or geographic leadership. Participates in community activities and contributes to the growth of the local market while enhancing the visibility of the Bank and partnering with other regional banking teams (CML, CRE, PB, etc.)
As Player:Conducts business development activities that help build and retain full banking relationships with operating companies that which meet the Middle Market profile and risk targets. Develop consultative relationships with prospects and clients in order to add value through the delivery of appropriate banking solutions at the time of need. Effectively partner with Group, Division, Regional and Market Presidents as well as Portfolio Managers, Commercial Associates and Credit Officers to successfully prospect, manage portfolio, and underwrite credit opportunities. Collaborate closely with Treasury Management Sales Officers, Capital Markets, Wealth, Mortgage, and Retail product partners to identify opportunities to deepen or expand existing Middle Market relationships; establish proactive joint calling habits for new prospect opportunities. Manage the flow of credit requests through the appropriate channels to ensure the credit quality, responsiveness, structure and pricing meeting the needs of the client and the operating objectives of the Bank. Underwrite loan requests within the parameters of the Bank’s policies and procedures. Ensure the loan packages are accurate and complete when submitted to the appropriate Credit partner for approval. Create, maintain, and utilize an appropriate COI network relevant to Middle Market, which will promote the Bank’s market presence and result in referrals for both the bank and COI. Ensure that all required documentation is in file for all loans and deposits. Appropriately portfolio manage and service client portfolio, providing superior service to all clients. Work to clear documentation or compliance deficiencies noted by Loan and Deposit Operations or other internal or external reviews or audits. Partner with Credit to properly risk grade each loan in the assigned portfolio and adjust risk grades as circumstances change or new information becomes available through effective quarterly client performance management. Price each loan and deposit product according to current Bank pricing guidelines, always working to ensure optimal relationship profitability across the full suite of services in place for each relationship. Properly document the credit quality, current competitive factors, or overall relationship circumstances that justify departures from any approved Bank pricing regulations. Demonstrate a commitment to fair lending practices in all banking functions and activities. Remain knowledgeable of all laws and regulations governing the lending activities of financial institutions and ensure compliance with all applicable Bank policies and procedures, as well as all State and Federal regulations.
OTHER DUTIES
Appropriate level of community involvement is expected.
COMPETENCIES
Results-focused, Detail-oriented, Relationship builder, Analytical, change agent, Problem-solver, Action Oriented, Ability to manage strategically and tactically with vision and purpose.
Qualifications, Education, and Certification Requirements
Education :
A Bachelor’s degree in business, finance, banking or related field is required. Formal bank credit training program completion is required. A Master of Business Administration or graduation from a recognized school of banking is an asset.Experience :
Minimum of 10+ years middle market / commercial lending / capital markets experience as well as 3-5 years management experience; Experience should include significant loan structuring and credit analysis responsibilities as well as client origination activities.Knowledge :
Extensive knowledge of all Bank products, services, procedures, and practices. Must have an in-depth knowledge of Federal and State lending regulations and Bank policies relating to lending procedures. Familiarity with the market-based business community is required.Skills :
Must have well-developed sales, interpersonal, negotiating, and problem-solving skills. Excellent written and verbal communication skills are necessary. Must have accounting and extensive credit skills. Must be detail oriented and possess the proven ability to prioritize complex work assignments. Must exhibit excellent time management skills. Proven analytical skills and the ability to evaluate credit worthiness are needed. Must be proficient in the use of basic office equipment with an emphasis on calculator and computer, as well as use of Microsoft Word, Excel, and Outlook.
TRAINING REQUIREMENTS/CLASSES
Required annual compliance training, New Employee Orientation, Bank credit policies, procedures, and underwriting standards, coupled with periodic specialty training suited to the unique attributes of the role and market.
PHYSICAL DEMANDS
Must be able to effectively access and interpret information on computer screens, documents, and reports. This position requires a large amount of time in front of a computer. This can be done sitting or standing with use of the right desk.
WORK ENVIRONMENT
Office-based role. Periodic telecommuting must have a secure home office environment that is free from background noise and distractions. Also, must also have a reliable private internet connection that is not supplied by use of cellular data (hot spot). Cable or fiber connections are preferred. Requirements are subject to change, as new systems and technology is delivered.
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