BVF - EVP/Sales Director

Job Code: HBC 25-03

Job Summary:

The EVP/BVF-Sales Director is responsible for driving new business growth through team leadership, individual and team production, performance management, strategic planning, training and development, and creation and execution of marketing strategies in the factoring industry. The role also includes leading ahigh-performing sales team, developing talent, and fostering a collaborative and results-oriented sales culture. This individual will focus on strategic relationships for new business development, expanding market share, proactive outreach, acquiring new clients and referral sources, and maintaining strong client relationships while ensuring their team meets or exceeds sales targets.

Pay Range: Base Compensation is dependent upon role, experience, and skill set: Min- $143,798/yr Max- $239,663/yr

Primary Responsibilities:

Sales Leadership and Strategy:

• Develop and execute a comprehensive sales strategy and aligning with the company goals for revenue growth and market expansion.
• Design and implement acquisition strategies to identify and convert clients.
• Identifying target market, sales forecasting, and revenue planning
• Identify and target new clients in need of factoring solutions, leveraging industry connections and networks.
• Proactive Outreach, networking and attending various business events in the community and surrounding areas.
• Collaborate with referral partners/brokers to expand referral networks to drive new business.
• Meet and exceed individual sales goals while leading a sales team.
• Build and maintain relationships with existing clients to ensure retention and upsell opportunities.
• Stay informed about market trends, competitor offerings, and client needs to ensure company’s factoring solutions remain competitive.
• Monitor the sales pipeline and ensure a consistent flow of new opportunities from lead generation to deal closure.
• Track and report on sales performance, providing insights and recommendations to senior management for strategy optimization.
• Continuously review and refine the sales process, leveraging tools, resources and sales data to monitor lead generation, pipeline development, and improve the team’s efficiency, success rates.
• Collaborating with executive management in identifying M&A opportunities.
  
  

Business Development:

• Identifying, developing, closing and retaining factoring relationships:
• Conduct a combination of outreach, personal networking and attending various social/business events in the community and surrounding area on a consistent and ongoing basis
• Engage established active network of COI referral sources locally and nationally and manage a pipeline of ongoing appointments
• Actively source prospective clients requiring factoring services and initiate and maintain proactive communication to win relationships
• Leverage marketing tactics and techniques to achieve established business development goals and expectations
• Responsible for developing revenue growth through generation of loans and fee income.
• Act as a liaison between the prospective clients and the underwriting/credit departments.
• Prepare, present and negotiate financing proposals and documents for/with prospective clients
• Cultivate and maintain relationships with senior team members in conjunction with leveraging resources across departments
• Mitigate risk and lead with a client centric focus
• Develop and maintain knowledge of industry, economy, market conditions, rates, vendors, and competition
  

Team Leadership and Development:

• Lead, coach and manage a high-performing sales team, providing guidance, working with executive management to establish new businesses production goals and ensuring alignment with company financial and strategic objectives.
• Provide coaching, training, and performance management to help team members reach their full potential.
• Foster a culture of accountability with clear expectations, regular feedback and coaching, and rewards for high performance.
• Build a strong sales team by recruiting top talent and fostering a supportive and goal-oriented work environment to drive high employee engagement and retention.
• Set clear and measurable sales targets, regularly review individual and team performance and implement improvement strategies to ensure targets are met.
• Empower individuals to take ownership of their client acquisition goals.
• Actively coach the sales team on acquisition tactics, including proactive outreach, lead generation and qualification, and relationship building.
• Coach and development sales team’s knowledge in structuring and negotiating prospective client proposals
• Develop and train sales team’s knowledge on BVF’s underwriting guidelines.
• Attend and join sales team in outreach calling efforts and business networking events
• Provide ongoing training on industry trends to enhance the team’s effectiveness.
  
  

Team Leadership & Credit Management:

• Collaborate with the credit and underwriting teams to ensure seamless process for evaluating the creditworthiness of prospective clients
• Conduct financial analysis and credit evaluation
• Work with underwriters to structure deals that balance sales growth with prudent risk management.
• Engage directly with sales teams and clients on credit requirements, resolve issues, and structure deals to align with both sales objectives and credit tolerance.
• Prepare, present and negotiate financing proposals and documents for/with sales team and/or prospective clients.
• Traveling is required
• Perform all other duties and special projects as assigned.
  
  

Qualifications:

• Bachelor's degree (B. A.) from a four-year college or university, master’s degree a plus; and/or 15 years of experience in business development, sales within the factoring, financial services, with at least 10 years in a leadership role.
• Strong understanding of factoring, invoice financing, working capital solutions, and credit risk management.
• Proven ability to lead and scale a high-performing sales team.
• Experience in financial analysis, credit evaluation, and underwriting processes.
• Masterful at relationship building with strong influential and decision-making skills.
• Excellent communication skills with all levels of external and internal clients.
• Displays a client-driven attitude with the ability to engage clients, build personal connections, and exhibit professionalism
• Proven time management and problem-solving skills with the ability to organize, prioritize, and handle multiple tasks and make necessary decisions within a fast-paced environment.
• Ability to collaborate with cross-functional teams and drive change within the organization.
• Demonstrates initiative and the ability to work in an autonomous manner.
• Excellent negotiation, relationship management and communication skills.
• Ability to balance sales growth with prudent credit risk decisions.
• Ability to manage multiple priorities in a fast-paced, target-driven environment.
  
  

Core Competencies:

• Strategic thinker with experience in developing and executing business development & Strategic Initiatives
• Strong focus on achieving both individual and team business development and production results
• Inspirational leader with the ability to lead, coach and develop talent.
• Strong negotiation and client relationship management skills
• Results-driven, with a proven ability to exceed sales and acquisition targets.
  
  

Compliance Responsibilities:

The employee is responsible for ensuring compliance with all aspects of job related laws and regulations and must maintain current compliance knowledge by attending compliance related training seminars and staff meetings and by reading pertinent compliance related materials.

Job related laws and regulations include, but are not limited to the following: Bank Secrecy Act (BSA); Office of Foreign Asset Control (OFAC); Vendor Management; Information and Data Security; and SEC regulations related to corporate governance and disclosure.

Heritage Bank of Commerce is an Equal Opportunity Employer committed to diversity and inclusion. We do not discriminate on the basis of race, color, ethnicity, religion, sex, sexual orientation, gender identity, national origin, marital status, genetic information, disability, Veteran status, or any other characteristic protected by Federal, state or local laws.