Business Advisor – Phoenix

Irwin Union Bank
Irwin Union is an Affirmative Action and Equal Opportunity Employer M/F/D/V
Job Description

Job Title: Business Advisor
Department: Phoenix
Location: Phoenix
Reports To: Market President
FLSA Status: Exempt
Hours: Full Time

Summary:
The Business Advisor is responsible for continuously increasing the small business market share by proactively developing new relationships, new business opportunities and growing the business of existing small business customers within a defined geographic area and market segment. Small business is defined as businesses with revenues between $.5MM and $5MM. This will be accomplished by providing those small business owners with business management advice, needs-based financial services and customized solutions – through personal consultation and appropriate use of technology - to meet their business and personal financial goals. The Business Advisor will utilize a disciplined sales process to achieve the assigned goals. Sales success will be achieved through such activities as marketing deposit products and services, cross-selling new and existing bank products, prospecting new clients, developing referral sources, consistent follow-up on sales calls, and monitoring and enhancing profitability on all existing relationships.

Essential Duties and Responsibilities include the following. Other duties may be assigned.

- Develops a thorough understanding of the small business sector including lifecycle and industry developments. Further develops knowledge of and stays current on the small business banking industry and needs of small business customers, current events, business affairs and trends in the marketplace.
- Executes a disciplined and active sales process which includes strong contact management and relationship building plans with existing and prospective small business clients. A passion for sales and building relationships is essential in this role.
- Proactively solicits new small business opportunities through internal and external networks and activities. Maintains a public visibility within the community and participates in community events.
- Builds referral sources through existing clients, centers of influence and community networks.
- Prospects and interviews potential small business customers to determine their long term business and personal goals, their short-term needs and their potential profitability. Looks for ways to provide customized solutions and differentiated value. Understands the value in becoming a top-of-mind “3rd partner” to small business clients.
- Establishes and maintains strong customer relationships and trust in order to better and fully understand the small business customers’ needs and objectives.
- Understands IUB’s unique market positioning and utilizes this approach to marketing as a means of differentiation in the marketplace.
- Continuously monitors individual customer situations against their financial objectives, including asset mix and portfolio, anticipates needs from lifestage and/or business cycle changes and offers integrated financial solutions to meet the small business customer’s needs and objectives.
- Manages and continuously improves client profitability. Develops a profitable book of business by designing and implementing various sales strategies based on the needs and goals of each business client relationship and the bank’s targeted product and service offerings.
- Actively works all targeted small business leads, initiates initial client contact including first calls, follow-up calls, relationship development reviews and prepares and takes a professional consultative approach in recommending appropriate business solutions.
- Performs other tasks as assigned by management, i.e. completion of reports, serve as member on special project teams, etc.

Supervisory Responsibilities:
This job does not have any supervisory responsibilities.

Required Qualifications:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Minimum of 5 to 10 years of sales and relationship management experience, with proven results.
- Well developed business development skills sufficient to source and gain new business.
- Proven negotiation skills sufficient to close small business opportunities.
- Excellent communication and listening skills.
- Ability to proactively identify client needs and offer appropriate business solutions.
- Understanding of commercial and/or consumer lending, and small business operations.
- Experience providing financial expertise, counsel and customized solutions to business clients on both a personal and business level.
- Well developed influencing/interviewing/relationship management skills sufficient to build strong relationships with customers, to screen for appropriate partnership opportunities.
- Strong working knowledge of the small business banking industry and the needs of small business customers; current events, business affairs, trends in the marketplace, and the environment in which business is transacted locally.
- Well developed presentation skills sufficient to convey both factual and conceptual information requiring detailed explanation and interpretation to staff, professionals and business groups within the community.
- Regular local travel to visit customers and attend community and business events. Irregular hours based on customer needs.

Preferred Qualifications:
- Individuals in this position have experience in relationship management and have proven understanding of the importance of balancing business development and asset quality.
- Financial services experience and product knowledge helpful.

Compliance:
Ensures compliance with all state and federal regulations and internal company policies, including but not limited to Anti-Money Laundering, Fair Lending, Truth In Lending, Privacy, and Anti-Discrimination, to the extent each applies to current job responsibilities.

Required Personal Characteristics:
Possesses the ability and intent to align all business decisions with the Guiding Philosophy and our Core Values and Beliefs.

Education and/or Experience:
Bachelor's degree (B. A.) from four-year college or university and minimum of five to ten years of sales and relationship management experience.

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