VP/FVP, SBA Regional Sales Manager

GENERAL SUMMARY

The SBA Regional Sales Manager is responsible for driving the growth and profitability of the SBA loan portfolio within designated territories. This role requires a dynamic and results-oriented leader who will collaborate closely with retail branches to generate SBA loan opportunities, ensuring alignment with the bank's strategic objectives. The SBA Regional Sales Manager will also leverage their established referral network to bring in new SBA loans, enhancing the bank's market presence. Key responsibilities include developing and executing sales strategies, mentoring branch staff on SBA lending, and maintaining strong relationships with external partners to maximize loan production. The ideal candidate will possess deep knowledge of SBA lending programs, a proven track record in business development, and the ability to cultivate strong relationships with clients and internal stakeholders. This role demands a proactive approach to market trends, ensuring that Cathay Bank remains competitive in the SBA lending space. 

ESSENTIAL FUNCTIONS

• The SBA RSM will primarily be marketing SBA loan guarantee programs such as 7(a), Express, SBA 504 and other bank deposit products.  Each SBA RSM should have a specific new loan commitment/outstanding goal set annually by the Director of SBA and Business Banking.
• The SBA RSM will assist retail branches and is responsible for establishing, developing, and retaining client’s relationships with SBA loan programs. 
• SBA RSM is to negotiate and structure the primary terms of the loan with the client; circulate concept memo if needed prior to issuance of term sheet/LOI.
• Work with designated underwriter, loan assistants and other loan support staff to prepare the Credit Commitment Report (“CCR”) for new loans, renewals, amendments, and annual reviews.
• Present each CCR to the requisite approval authority levels.  The finished CCR is the work product of a team, but the SBA RSM is ultimately responsible for the content.
• Review loan documents, either internally prepared or by outside counsel, to ensure accuracy. 
• Work with loan assistants and loan support staff to ensure all necessary items needed for the processing and closing of the loan are in process and well-managed; SBA RSM is to manage the client experience of this process.
• Portfolio management functions include monitoring and managing the credit quality of the assigned loan portfolio. 
• Review to ensure each credit is properly risk rated based on the Bank’s risk rating system. 
• Review client’s accounts and portfolios to identify, evaluate and determine the appropriate course of action on potential credit quality issues to maximize credit quality and minimize risk and potential loss to the Bank.
• Ensure compliance with Bank, regulatory and credit requirements with emphasis on best-in-class client service while adhering to required timeframes from the client.
• Provide training, product updates and marketing strategies to branches (Branch Managers, Regional Managers and Lending Teams).   
• SBA RSM will be responsible for managing business loan inquiries, loan prospects, and loan pipelines with retail branches within assigned markets.   
• Provide SBA Seminars to small business clients within assigned markets. 
• Determine SBA eligibility with an established network is necessary.

QUALIFICATIONS

• Education:    College graduate with major in related fields.
• Experience:  
  • 5-7 years of SBA lending and banking experience with thorough knowledge of SBA industries, lending regulations and credit/underwriting practices. 
  • Must possess strong loan negotiation (rates, terms, collateral requirements) experience.
  • Must possess previous underwriting experience in the requisite area of SBA lending.
  • Must have extensive knowledge and understanding of Bank’s credit policy, risk management, underwriting requirements and loan servicing.
  • Must have strong knowledge and understanding of SBA and business banking group products and services and have demonstrated ability to cross-sell such products.
  • Knowledge of SBA and Business Banking lending products and services.
• Skills/Ability: PC proficient.  Excellent verbal and written communication skills.  Bilingual (English/Mandarin or Cantonese) a plus but not required.  Ability to work well independently to structure loans and/or lines of credit.  Must be organized and detail oriented and able to multi-task.  Ability to work effectively in a fast paced, high production and team environment.  Excellent time management skills and be accustomed to working with deadlines.  Ability to assume responsibility and accountability for decision-making.  Ability to communicate effectively with all levels of Bank personnel.

OTHER DETAILS

VP: $110K – $120K / year 
FVP: $120K – $140K / year 
Pay determined based on job-related knowledge, skills, experience, and location.