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Commercial Banking - Middle Market - Business Development Officer - Vice President or Associate - Boston, MA

Req #: 180027629
Location: Boston, MA, US
Job Category: Relationship Management/Sales
Job Description:

Commercial Bank

Commercial Banking delivers extensive industry knowledge, local expertise and seamless global capabilities to clients - including corporations, municipalities, financial institutions, real estate investors and owners, and not-for-profit organizations - with annual revenue generally ranging from $20 million to $2 billion. We offer a comprehensive set of financial products and services including credit, asset-based lending, real estate finance and treasury. We also provide clients with access to investment banking and asset management services.


Middle Market Banking & Specialized Industries

Middle Market Banking & Specialized Industries (MMBSI) is a Commercial Banking business located in 101 offices across the US and Canada. MMBSI provides credit, cash management, capital markets and corporate finance advisory solutions to corporations, municipalities and not-for-profit entities via our Core Banking or Specialized Industries teams. Core Banking teams generally focus on clients with annual revenues of $20 million to $500 million. Within our Specialized Industries practice, we have experts strategically focused on serving businesses within a variety of industry segments, including, but not limited to: Agribusiness, Government, Healthcare and Technology. In MMBSI, our competitive advantages include robust international capabilities, the ability to provide clients with access to world-class investment banking solutions and our focus on industry specialization. These key differentiators, combined with our dedication to personalized service, allow us to build long-term relationships with mid-sized businesses and a wide spectrum of municipalities and not-for-profit entities.


 

Business Development Officer

The Business Development Officer (BDO) will be responsible for generating high-quality sales leads for middle market bankers by engaging prospective clients in meaningful dialogue about their banking needs and identifying opportunities to create mutually-beneficial relationships. They will engage with local market teams remotely or in person at times to proliferate a persistent, productive relationship that is beneficial for regional business development needs. The Business Development Officer should be disciplined, creative, and persistent in gaining access to Middle Market decision makers to allow for potential revenue opportunities through in person meetings and connections to the banking team

 


Responsibilities:

 

  • Research prospects to determine optimal points of contact, stay abreast of key events influencing banking needs, and formulate a strategic approach to win new relationships for the Commercial Bank.
  • Employ a myriad of tactics such as cold-calls, emails, event invitations, and targeted marketing campaigns to establish and maintain contact quarterly with a portfolio of 800-1,000 prospects.
  • Develop relationships with qualified prospects with $20MM - $100MM in sales in assigned markets and identify opportunities to introduce bankers as appropriate.
  • Pursue broad and ongoing Commercial Bank product education to remain conversant in the features and benefits of our full suite of offerings including treasury, credit, retirement planning, investment banking, and more.
  • Align closely with partners across the firm to appropriately prioritize prospects, share best practices, leverage competitive intelligence, and evolve strategy as needed.
  • Maintain thorough records of our activities with each prospect to ensure fluidity of communication with multiple touch points across the bank.
  • Final officer title and Job grade to be determined at time of offer, may be different than posting
  • 5+ years in sales or business development within the financial services industry
  • Business-to-business sales experience a plus
  • Strong interpersonal and communication skills, particularly over the phone and in writing
  • Comfort establishing relationships remotely via phone and email
  • Highly proactive, persistent, tenacious, nimble, and creative.
  • Undergraduate preferred
  • Ability to travel to markets and sales meetings as appropriate, 15-30%
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