SVP, Regional SBA Sales Manager in Scotch Plains, NJ at Key Bank- Corporate

Date Posted: 3/2/2018

Job Snapshot

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Job Description


Directly manages a team of SBA Relationship Managers (SBARM’s). The candidate is directly responsible for driving SBA revenue via internal referrals across the entire Community Bank Continuum (Retail, Business Banking, and Middle Market) – the most volume comes from Business Banking. In addition, the SBA RM’s will need to create a culture and strategy that leads to the SBARM’s self-sourcing external referrals (CPA’s, brokers, M&A advisors, CRE Brokers, etc).

Size of SBA opportunity for the Community Bank is $300+ million in new loan volume and $11+ million in secondary market revenue annually. Of the Nation’s largest (top 20) SBA Lenders, KeyBank has the fastest SBA volume growth in the Nation.

The successful candidate partners with National SBA Manager, SBA Operations Manager, SBA Closing Manager, SBA Credit Management Leadership, and other stakeholders. In addition to the hitting key metrics (volume/fee income), the candidate will be measured on their ability to: attract, engage, direct, support, and retain a high-performing salesforce. It is a central duty to ensure the SBA sales force is utilizing efficient processes and are compliant with SBA regulations. Strong knowledge of credit/SOP is required as this role requires involvement on complex deals in collaboration with National SBA Credit Manager. Finally, the candidate must possess strong leadership attributes and perspectives when working closely with market-level leadership (primarily sales managers physically located in most of KeyBank’s major markets).

  • Manages SBA RM salesforce as assigned.
  • Regularly coaches and develops workforce of +/- 10 direct reports.
  • Primarily responsible for driving the SBA sales result across the Community Bank continuum.
  • Takes the lead in coordinating the employee onboarding process for new SBA Relationship Managers.
  • Actively recruits a diverse and high-performing workforce across the geography.
  • Ensures retention of sales force as well as moves performance up or exits low performers.
  • Visits the field and supports SBA internally and externally; ability to regularly travel into markets across the sales territories.
  • Increases and enhances shareholder value by maintaining disciplined pricing parameters and accountability of risk & returns in all markets.
  • Supports the high performance sales philosophy to increase SBA revenue.
  • Strong ability to drive pipeline and coaching discussions with the team.
  • Effective collaboration skills and ability to form partnership with all stakeholders of KeyBank’s SBA Division
  • Ability to think critically, and problem solve with a bias toward action
  • Strong credit acumen and ability to propose reasonable credit structures that mitigate credit risks in a prudent way


Takes on special projects as required for the line of business. Ability to contribute in a meaningful way to discussions around: sales meetings/activities, strategy, human capital, risk, industry (NAGGL/SBA) trends. Public speaking experience is a plus.


  • College degree (preferably in Business).
  • Minimum of 5-7 years direct SBA Sales Management experience (ideally in a large bank environment with an industry leading approach)
  • 10+ years banking or financial services sales experience; experience with SBA lending and regulations required.
  • Proven experience in setting and executing against business strategies, and driving meaningful shareholder value.
  • Ability to be visionary and relentless in pursuit of the business case is required, as well as a strong business acumen.


Public speaking.
Ability to coach and direct a team towards success, strong sales calling skills.
Experience working with/for large national SBA Sales operations.
Relationships within the industry (NAGGL and US SBA Agency).
Formal credit training


This position reports to the National SBA Manager


PC, Smartphone


Knowledge of the SBA SOP is required.


Ideally, the job will be located in the Northeastern US.

KeyCorp's roots trace back 190 years to Albany, New York. Headquartered in Cleveland, Ohio, Key is one of the nation's largest bank-based financial services companies, with assets of approximately $134.5 billion at March 31, 2017. Key provides deposit, lending, cash management, insurance, and investment services to individuals and businesses in 15 states under the name KeyBank National Association through a network of more than 1,200 branches and more than 1,500 ATMs. Key also provides a broad range of sophisticated corporate and investment banking products, such as merger and acquisition advice, public and private debt and equity, syndications, and derivatives to middle market companies in selected industries throughout the United States under the KeyBanc Capital Markets trade name. KeyBank is Member FDIC.

Key Community Bank serves individuals and small to midsized businesses from Maine to Alaska through our 15-state network of over 1,200 branches, 1,500 ATMs, telephone banking and robust online and mobile platforms. KeyBank’s Consumer/Business Banking segment provides consumers and small business owners with straightforward banking solutions and personal finance expertise that helps them make confident financial decisions today and plan for tomorrow. Key Private Bank offers wealth planning that follows a consistent, disciplined approach guided by objective advice based on each unique situation. KeyBank Commercial Bank offers midsize business financial services that drive growth and profitability and help business owners identify new opportunities with products and services including deposit, cash management, investment services, commercial lending, equipment leasing, and asset-based lending.


KeyCorp is an Equal Opportunity and Affirmative Action Employer committed to engaging a diverse workforce and sustaining an inclusive culture. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

JobID: 21638BR