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Commercial Banking - Middle Market - Business Development Group - Associate - Philadelphia, PA

Req #: 170124534
Location: Philadelphia, PA, 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 Group - Vice President          

The Business Development Group (BDG) Vice President 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.              



  • 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 myriad 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 - $500MM 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.
  • 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 degree preferred; MBA and/or other advanced degree desired      

  • Ability to travel to markets and sales meetings as appropriate; estimate travel around 10%     

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