ROLE SUMMARY

The Commercial Banking Executive (CBE) is a strategic leader responsible for driving the commercial banking strategy, sales performance, and client relationship management across the organization. This executive will lead the commercial banking team to optimize revenue growth, expand market share, and deepen client relationships. The CBE will focus on originating, structuring, and executing complex commercial banking solutions for business clients while ensuring alignment with the company’s overall strategic objectives.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES

Strategic Leadership & Business Development

• Develop and execute a comprehensive commercial banking strategy to drive revenue growth and market expansion.
• Lead the commercial sales team, setting aggressive yet achievable sales goals and ensuring a high-performance culture.
• Identify and pursue new business opportunities across middle-market and corporate banking sectors, with a focus on deposits, lending, and treasury management.
• Foster relationships with key centers of influence, business leaders, and industry stakeholders to enhance the bank’s visibility and reputation.
• Partner with Marketing to develop targeted campaigns and market penetration strategies to attract high-value commercial clients.

Sales Leadership & Revenue Growth

• Establish and drive a sales culture that prioritizes proactive client engagement, consultative selling, and value-driven solutions.
• Monitor pipeline management, sales metrics, and performance dashboards to track progress and optimize execution.
• Collaborate with internal teams, including Treasury Management, Credit, Risk, and Operations, to structure competitive and compliant financial solutions.
• Ensure that the team effectively cross-sells lending, deposits, treasury management, merchant services, and wealth management solutions to maximize relationship profitability.

Client & Relationship Management

• Personally manage and cultivate relationships with top-tier commercial clients, serving as a trusted advisor to business owners and executives.
• Oversee the team’s portfolio management strategy to drive client retention, wallet share growth, and risk management.
• Ensure proactive engagement, regular client reviews, and exceptional service delivery to maintain long-term partnerships.
• Champion customized financial solutions for complex commercial banking clients, addressing their specific needs with tailored products and services.

Risk & Credit Oversight

• Collaborate with the Chief Credit Officer (CCO) and credit team to ensure sound credit decisions and portfolio risk management.
• Maintain oversight of loan structuring, underwriting, and pricing to balance risk and profitability.
• Ensure compliance with regulatory requirements, internal policies, and risk management best practices.
• Partner with internal audit and compliance to mitigate risk exposure while fostering a business-friendly approach.

Leadership, Talent Development & Culture

• Recruit, mentor, and develop a high-performing commercial banking team, ensuring continuous learning and leadership growth.
• Drive employee engagement, motivation, and career development initiatives.
• Foster a collaborative culture across departments to align sales with operational excellence and client service.
• Champion Diversity, Equity, and Inclusion (DEI) in leadership and client engagement strategies.

Requirements

EDUCATION & EXPERIENCE

Required Education/Experience:

• Bachelor’s degree in Finance, Business Administration, Economics or a related field; a MBA or relevant professional certification is highly preferred.
• Minimum of 15 years of commercial banking experience, with a track record of success in sales leadership and revenue growth.
• Deep knowledge of commercial lending, treasury management, deposit products, and credit underwriting principles.
• Proven ability to lead, inspire, and develop a high-performing sales team.
• Strong business development acumen with an established network of commercial banking relationships.
• Expertise in financial analysis, risk assessment, and deal structuring for complex commercial clients.
• Familiarity with regulatory frameworks affecting commercial banking operations.
• Deep understanding of CDFI and MDI goals, regulatory compliance standards, and community banking best practices.

KNOWLEDGE, SKILLS, AND ABILITIES REQUIRED

• Strategic Vision: Ability to craft and execute a bold commercial banking strategy.
• Sales-Driven Leadership: Demonstrated success in building and leading a top-tier sales team.
• Client-Centric Approach: Deep commitment to enhancing client experience, ensuring accessibility, consistency, enhanced service quality, and financial inclusion.
• Analytical & Financial Acumen: Expertise in analyzing financial data, performance metrics, and market trends to guide decision-making.
• Negotiation & Deal Structuring: Expertise in structuring complex financial solutions that drive profitability.
• Collaborative Leadership: Ability to work cross-functionally with Credit, Treasury, and Risk teams.
• Regulatory & Compliance Savvy: Deep understanding of banking regulations and credit risk management.

Performance Metrics:

• Annual Commercial Loan & Deposit Growth ($MM)
• Sales Team Production & Pipeline Performance
• Client Retention & Cross-Sell Ratios
• Portfolio Credit Quality & Risk Metrics
• New Business Development & Market Penetration