Endeavor Bank

INCENTIVE COMPENSATION: This position is eligible to participate in the Bank's Incentive Compensation Plan, with potential incentive payouts targeted at 25%-50% of annual base salary, subject to plan terms, individual performance, and applicable performance goals. 

NUMBER OF POSITIONS OPEN: 1

FLSA CLASSIFICATION: Full Time, Exempt Position

DEPARTMENT: Business Development 

REPORTS TO: Chief Banking Officer

POSITION OVERVIEW:

The Production Team Leader (PTL) leads, manages and holds accountable a team of Relationship Managers (RM) and Portfolio Managers (PM) responsible for driving business growth, maintaining client relationships, and ensuring the successful execution of banking and consultative advice to clients. This role involves overseeing team members as they manage the entire client lifecycle, from prospecting to onboarding the client relationship, and requires a strong focus on team coordination, leadership, and strategic planning. The team leader is a player/coach. The team leader does the job of RM (see RM job description) and leads the team assigned to them.

DUTIES AND RESPONSIBILITIES:

1. Team Leadership:

• Provide effective leadership and guidance to a team of Relationship Managers by:
  • Foster a collaborative and high-performance team culture.
  • Set clear performance expectations and goals for each team member.
  • Conduct regular team meetings to communicate updates, share best practices, and address challenges.

2. Relationship Manager Recruiting and Team Development

• Actively identify, recruit, and assist in hiring high-performing Relationship Managers to build and expand the Bank’s production team.
• Develop and maintain an ongoing pipeline of prospective Relationship Manager candidates.
• Leverage professional relationships, industry contacts, business associations, and other networks to identify experienced bankers who align with Endeavor Bank’s culture, values, business model, and production expectations.
• Work collaboratively with the Chief Banking Officer and other members of management in evaluating, interviewing, selecting, and onboarding Relationship Manager candidates.
• Take an active role in attracting successful bankers to Endeavor by communicating the Bank’s value proposition, culture, growth strategy, and opportunities for professional and financial success.
• Assume responsibility for developing the size, capabilities, and production capacity of the team over time through a combination of recruiting, coaching, mentoring, and performance management.

3. Performance Management:

• Monitor and evaluate the performance of each Relationship Manager against set targets.
• Informally no less than weekly
• Complete quarterly EOS team member reviews and annual performance reviews.
• Compute production numbers for quarterly or annual incentive compensation payments.
• Provide constructive feedback and coaching to enhance individual and team performance.
• Develop and implement strategies to drive increased production and achieve financial goals.                                                                                                                                     

4. Strategic Planning:

• Collaborate with senior management to develop and implement strategic plans for the team.
• Identify market trends, opportunities, and potential risks to inform strategic decision-making.
• Contribute to the development and refinement of the overall business development strategy.

5. TM / Operations / New Accounts On-Boarding

• Single point of contact:             
  • The RM is the voice and face of the bank for all things on-boarding for the client.
  • The RM is the “general contractor” and all the support groups are the “sub-contractors.” (new accounts, TM sales, digital banking, wires, etc…)
  • RM’s should maintain direct contact with their client throughout the on-boarding process, and not just virtually through email or texting. 
  • RM’s should make multiple “Quality Control” calls throughout the on-boarding process and make the client feel that they can reach out to the RM for any need or correction.  The RM then involves the sub-contractors to manage issues. 
  • RM’s are responsible for knowing and understanding the Endeavor on-boarding process document and should follow it every time. 
• Work closely with Relationship Managers and PMs to ensure accurate credit qualification for new loan requests.
• Provide guidance on navigating the underwriting process and address any challenges that arise.
• Assist Relationship Managers in resolving complex client issues and escalations.

6. Credit Qualification and Underwriting:

• Work closely with Relationship Managers and PMs to ensure accurate credit qualification for new loan requests.
• Provide guidance on navigating the underwriting process and address any challenges that arise.
• Assist Relationship Managers in resolving complex client issues and escalations.

7. Client Relationship Management:

• Cultivate and maintain strong relationships with existing clients to understand their financial needs and identify opportunities to provide additional solutions to solve client’s problems or to take advantage of client opportunities.
• Act as a trusted advisor, providing financial guidance and solutions tailored to clients' specific business requirements – Consultative Banking Advice.
• Actively solicit attendance at Business Owner’s Forums and other client events.
• Credit: understanding the credit quality of the Borrower / Client
  • Credit broadly consists of understanding a Borrower’s: 
    • Cash flow sufficient to repay a loan.
    • Consistent profitability.
    • Liquidity / Working capital health.
    • Debt and leverage.
    • Growing and healthy level of capital.
    • “Strategic health”. (Analyze the business strategy of the client/prospect and determine if its sensible
    • Market conditions.
    • Financial reporting and loan agreement monitoring.
      • Is the client meeting all the covenants? If not, has discussion been elevated to Credit Administration.
  • PTL/RM’s are the Bank’s first line of defense to understand, know, and be the early warning on credit issues that could render the bank at risk for loss.
  • Note: Endeavor Bank has a full underwriting / analyst / and credit monitoring team, but that does not absolve the PTL/RM from his/her credit responsibilities. 

8. Ensure RM and PM full nCino Utilization for Loan Management:

• Fully engage with the nCino platform to manage the end-to-end loan process efficiently.
• Utilize nCino to input and track loan applications, monitor approval workflows, and ensure compliance with regulatory requirements.
• Collaborate with the loan processing team to streamline communication and documentation through the nCino system.
• Leverage nCino's reporting and analytics features to provide insights into the loan portfolio and support data-driven decision-making.
• Stay updated on nCino's functionalities and updates, ensuring optimal utilization for enhancing the overall loan management process.

9. Ensure RM and PM full Participation in Bank's EOS Management System:

• Actively engage with the bank's EOS (Entrepreneurial Operating System) management system, ensuring comprehensive involvement in key components such as:
  • D10s (Department Level 10 Meetings),
  • Rock and milestone development,
  • ToDo's, and 
  • Issue development and solutions (IDS)

• Contribute to the success of D10's by providing valuable insights, updates, and collaborative problem-solving during department-level meetings.
• Play a role in the development and tracking of Rocks (major priorities) and milestones, ensuring alignment with organizational goals and objectives.
• Proactively manage ToDo's (tasks and responsibilities), ensuring timely completion and alignment with strategic priorities.
• Contribute to the identification and resolution of Issues (barriers and challenges) through the development and implementation of effective solutions within the IDS framework.

10. Values Cultivation:

• Live and model all 5 Endeavor values in all aspects of work.
• Cultivate a culture that embodies and reinforces Endeavor values among team members.

11. Cross-Functional Collaboration:

• Collaborate with Credit, Risk, Operations, New Accounts and other internal teams including to ensure the seamless onboarding of new clients and the effective management of existing relationships.
• Act as a liaison between Relationship Managers/PM’s and various bank departments to expedite service requests.

12. Training and Development:

• Identify training needs and coordinate training sessions for the team.
• Foster a continuous learning environment to enhance the skills and knowledge of Relationship Managers.

13. Community Involvement:

• Actively engage in community outreach activities to strengthen the bank's presence within the local community.
• Represent the bank at civic and community events, fostering positive relationships with key stakeholders.
• Identify and participate in sponsorship opportunities, events, and initiatives that align with the bank's values and community development goals.
• Collaborate with community organizations, chambers of commerce, and other relevant groups to enhance the bank's visibility and community impact.
• Join and contribute to non-profit boards.
• Encourage and support team members in participating in volunteer activities and community service projects to contribute to the bank's corporate social responsibility efforts.

14.  Business association involvement

• Actively participate in relevant business associations, industry groups, and trade organizations to expand the bank's network and influence within the business community.
• Attend association events, conferences, and meetings to stay informed about industry trends, regulatory changes, and business opportunities.
• Establish and nurture relationships with key influencers, business leaders, and decision-makers within the business associations.
• Leverage involvement in business associations to identify potential partnerships, collaborations, and business development opportunities.
• Share insights gained from business association involvement with internal teams to inform strategic decision making and enhance the bank's competitive position.

SUPERVISORY RESPONSIBILITIES:

• This job has supervisory responsibilities.

QUALIFICATIONS:

• Proven experience in business development within the commercial banking sector.
• Bachelor’s degree in business, finance, or a related field.
• Intermediate level accounting proficiency with an understanding of financial statement analysis.
• Strong understanding of financial products and services.
• Excellent communication, negotiation, and interpersonal skills.
• Demonstrated ability to meet and exceed sales targets.
• Familiarity with the local business community and market dynamics.
• Ability to work independently and collaboratively within a team.
• Proficient in Microsoft Office Suite and CRM software

TRAVEL REQUIRED

• Must be available to travel