ESSENTIAL JOB FUNCTIONS 
The role of the Senior Small Business Administration Relationship Manager (Sr. SBA RM) is to prospect and sell new clients as well as expand existing client relationships by consistently delivering the BB value proposition 
The Sr. SBA RM will be responsible for functions that align with the Sales Process (Pipeline & Opportunity Management, Needs Assessment, Present/Pitch, Fulfillment, and Follow Up) in daily work to create a positive Client Experience. This includes:

Pipeline & Opportunity Management
Maintains an in-depth knowledge of SBA products and a basic knowledge of broader business banking products services as well as knowledge of competitors and competitive products.
Employs a disciplined approach to prospecting.
Impacts market referral pipeline via established internal and external centers of influence.
Actively participates in Community organizations to source business development opportunities and demonstrate commitment to the local community.
Generates leads by utilizing all resources including desktop, branch network, COIs, LOB and product partners, First Research, etc.

Needs Assessment
Maintains a current comprehensive understanding of client’s needs, based on the review and analysis of personal and business financial data gathered through Relationship Reviews, the Desktop and personal meetings.
Understands what differentiates our client and develop your unique sales approach that differentiates you in the marketplace.

Present/Pitch
Proactively grows full client relationships (deposit/credit relationships), aggressively manages non-profitable client relationships to profitable levels or to alternative delivery channels.
Becomes proficient at uncovering what will motivate a prospect to purchase our services.
Makes joint calls with BBRMs and SBRMs to enhance their SBA product knowledge
Serves as a resource and contact point for retail staff regarding the SBA program and products.

Fulfillment
Actively listens to concerns, presents solutions to decision makers and obtain a clear yes, no or next step.
Functions as client’s credit sponsor with Business Service Center to facilitate the underwriting process and credit approval.
Ensures that new customer relationships consistently meet all compliance requirements; ensures all documents with loan are completed, correct and sent with loan documentation; works to resolve all loan document exceptions; understands how and why an exception occurred.

Follow-Up
Ensures ongoing contact with new clients to enhance client’s initial experience
Solicits satisfied clients for referrals to others they know who may need your services on a regular basis.
Aggressively pursues district client acquisition and fee income goals by successfully closing profitably structured deals.