Managing and growing a market for a top-performing community bank is the core of this role, which combines business development, client relationship management, and team leadership. The Market Manager is a player/coach who leads and develops Relationship Managers, fosters a client-focused culture, and executes the bank's strategic growth objectives.
Responsibilities
Own the overall performance of the assigned market, including loan growth, deposit growth, non-interest fee income, profitability, client acquisition, relationship expansion, and other established market-level goals
Develop and execute an annual market business plan that defines growth priorities, target client segments, business development activities, pipeline expectations, and strategies for achieving market goals
Establish clear individual and team performance expectations aligned with regional and Bank-wide objectives
Monitor market results, business development activity, pipeline quality, calling efforts, and key performance indicators to identify opportunities, address performance gaps, and maintain accountability
Create a disciplined, client-focused environment that encourages collaboration, consistent execution, and shared accountability for market results
Provide leadership and direction to Relationship Managers while remaining actively engaged in client acquisition and market development
Identify emerging market trends, competitive activity, and new business opportunities and provide feedback to regional leadership
Collaborate with senior leadership and cross-functional teams to support Bank initiatives and strategic objectives
Ensure market activities are conducted in accordance with the Bank's credit standards, lending policies, operating procedures, and regulatory requirements
Maintain thorough knowledge of all products and services offered by the Bank and work seamlessly with other departments to deliver the Bank's full suite of solutions
Identify, attract, and onboard top talent while developing a strong pipeline of future Relationship Managers and market leaders to support the Bank's long-term growth objectives
Lead, coach, and develop Relationship Managers to improve business development capabilities, product knowledge, sales effectiveness, portfolio management, and client experience
Conduct regular pipeline, calling activity, and performance reviews with team members
Provide ongoing feedback, mentorship, and practical support to help Relationship Managers achieve their individual goals and contribute to overall market performance
Participate in performance evaluations and work with the Regional Banking Head to address performance concerns and recognize strong results
Share sales strategies, market knowledge, and best practices across the team
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Promote collaboration among Relationship Managers and with Treasury Management, Credit, Loan Operations, Client Services, and other Bank partners
Establish an effective leadership presence based on personal credibility, gaining the confidence of employees, and fostering a culture of cooperative success
Generate new business through outbound calling, networking, referrals, Centers of Influence, community involvement, and in-person prospect meetings
Prospect, source, structure, propose, negotiate, and close commercial banking opportunities consistent with the Bank's products, credit standards, and strategic objectives
Lead relationship strategy for assigned prospects and clients, emphasizing profitable growth, long-term retention, and expansion of full banking relationships
Gather and submit complete business and financial information required for underwriting, pricing, and credit decisioning
Assess the preliminary creditworthiness of prospective borrowers and recommend credit transactions consistent with the Bank's risk appetite
Develop and deliver effective proposals and presentations that connect client needs with the Bank's solutions
Deepen client relationships through effective cross-selling and coordination with internal product partners
Build and maintain a strong network of business owners, referral sources, industry professionals, and Centers of Influence within the assigned market
Maintain current knowledge of local market conditions, competitor offerings, economic trends, and regulatory developments
Maintain an active and well-qualified individual pipeline while overseeing the overall market pipeline
Use the Bank's CRM and other designated systems to track prospecting activity, client interactions, opportunities, proposals, and follow-up commitments
Ensure Relationship Managers maintain accurate and timely pipeline information and appropriately document sales activities
Review market pipeline activity to evaluate opportunity quality, revenue potential, and progress toward established goals
Maximize opportunities throughout the sales process to improve close rates, market penetration, and overall relationship value
Ensure market calling activity is purposeful, coordinated, and aligned with targeted growth opportunities
Maintain a visible presence within the assigned market and represent the Bank at client meetings, community events, industry organizations, and business development activities
Develop relationships with business owners, community leaders, and Centers of Influence to strengthen the Bank's market presence and generate new opportunities
Positively represent the Bank through professional conduct, ethical decision-making, responsiveness, and community involvement
Embody the TRAC Values and Critical Behaviors (Teamwork, Relationship, Authenticity, Commitment) as core principles, using them to guide daily interactions and decision-making
Complete administrative tasks with a sense of urgency, including required Bank Compliance Training
Respond to internal and external inquiries via email, phone, or messaging platforms in a timely and professional manner
Perform duties in an office or home office environment, involving tasks such as writing, typing, speaking, lifting moderate weights, and operating office equipment
Perform physical activities like sitting, walking, and reaching
Requirements
Bachelor's degree from an accredited college or university in Business, Finance, or a related field preferred
Minimum 10 years of commercial banking, commercial lending, relationship management, business development, or leadership experience
Previous leadership, coaching, or team management experience preferred
Proven ability to generate new commercial banking relationships and achieve production goals
Demonstrated success in leading teams, driving accountability, and achieving market-level performance objectives
Demonstrated ability to identify, recruit, onboard, and develop high-performing commercial banking talent
Strong knowledge of commercial credit, underwriting, loan structuring, pricing, deposits, treasury management, and business banking products and services
Proven ability to build and maintain relationships with business owners, Centers of Influence, referral partners, and community leaders
Ability to establish performance standards, analyze results, identify gaps, and implement corrective action plans
Strong leadership, coaching, communication, negotiation, and conflict-resolution skills
Ability to balance team leadership responsibilities with direct business development activities
Ability to influence change, build consensus, and foster collaboration across departments
Strong organizational and time-management skills, with the ability to manage multiple priorities in a dynamic environment
Strong teamwork and relationship skills with the ability to lead collaborative efforts, foster alignment, and drive results
Ability to take initiative and impact change within the Bank through consensus building, negotiation, and conflict resolution
Commitment to continuous learning and professional development of self and team members to stay current with industry standards and best practices
Demonstrated ability to maintain authenticity and integrity in all professional interactions, ensuring trust and credibility with team members, customers, and direct reports
Willingness to take on special projects and perform other duties as assigned, beyond core responsibilities, to support team and organizational needs
Current driver
-s license and a vehicle with appropriate insurance coverage if required to drive while performing assigned duties and responsibilities
Benefits
Employee ownership through our ESOP program
Medical, dental, and vision coverage
Life insurance
Paid vacation
401(k) retirement plan
Training & development opportunities
Tuition reimbursement
Employee Assistance Program
Internal job postings and referral program
Important Details
Travel: up to 50%, including frequent trips to client locations, sales presentations, industry conferences, corporate events, and training sessions; may include long-distance flights, overnight stays, and local transportation
About the Company
FFB Bank, founded in 2005, is one of the top-performing community banks in the nation. It offers a full range of banking services, including business and personal accounts, specialized lending, and modern payments solutions, focusing on helping businesses, professionals, and successful individuals reach their goals through personalized service and flexible financial solutions.
FFB is a business bank headquartered in Fresno, Ca.
