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Small Business Sales Coach, Southern CA

The Business Banking Sales Coach develops and supports Small Business Banking teams across the region. The role requires strong business banking and credit expertise to assess complex issues, advise Area and Market leadership, and shape decisions that impact sales, credit quality, and client experience. The Sales Coach drives growth by coaching Business Relationship Managers, Senior Business Bankers, and branch teams, building community relationships, and promoting operational excellence. Responsibilities include daily sales guidance, ensuring consistent risk and control practices, and contributing to business planning.

Key Responsibilities

• Serve as a regional Small Business Banking subject matter expert, directly coaching Business Relationship Managers and Senior Business Bankers, and advising Branch, Area, and Market leaders on sales execution, credit quality, risk management, and operational excellence to drive sustainable growth.

Team Coaching & Development

• Coach and mentor Branch teams, Business Relationship Managers and Senior Business Bankers, focusing on enhancing sales techniques, product knowledge, and client engagement strategies.
• Coach and guide the team in fostering a collaborative and results-driven culture focused on achieving business goals and delivering superior customer experience across Areas and Branches.
• Serve as a subject matter expert for the broader Region in Small Business Banking, providing guidance and insights to Business Relationship Managers and Senior Business Bankers.
• Develop the skills and competencies of the team through active coaching, identifying areas for growth, and supporting professional development plans.

Sales & Business Development Enablement

• Support the Region in executing strategic sales plans to achieve revenue targets, profitability, and market growth for the small business segment.
• Support Business Relationship Managers and Senior Business Bankers on new client acquisition strategies, including proactive prospecting, outside calling, and developing a strong network of internal and external referral sources.
• Guide Business Relationship Managers and Senior Business Bankers in deepening existing client relationships by understanding financial needs and effectively positioning the bank's full range of products and services, including credit, cash management, and digital banking solutions.
• Coach team to represent the bank in the community through strategic business activations to enhance brand visibility and win new business.

Sales and Risk Guidance

• Support Market Directors and Area Managers on implementing and executing disciplined sales management processes, pipeline management, performance tracking, and accountability within their respective Areas and Branches.
• Guide the team on managing risk and compliance activities, ensuring adherence to all bank policies, procedures, and regulatory guidelines.
• Provide coaching on the credit process, assisting with understanding credit appeals, 2 and ensuring all lending activities meet profitability targets and risk-management standards.
• Coach team members on appropriately assessing risk when making business decisions, demonstrating consideration for the firm's reputation and safeguarding clients and assets.

Operational Excellence Coaching

• Coach Region and Area teams on consistent routines to drive results, share best practices, and maintain focus on key business priorities across the region.
• Guide the team in delivering exceptional client experience by monitoring service levels, resolving client issues promptly, and championing customer advocacy.
• Maintain and share expert knowledge of the small business market, including local economic trends, competitive landscape, and customer challenges and opportunities, to continuously inform and develop the team.

Collaboration

• Champion cross-business collaboration to advance the One Citi strategy, ensuring team members leverage the full breadth of Citi's capabilities to deliver a differentiated and comprehensive value proposition to clients.
• Coach team members on establishing strong strategic partnerships with leaders across Wealth, Retail, and Mortgage to identify, prioritize, and activate high-value cross-business referral opportunities that accelerate growth and deepen client engagement across the franchise.
• Partner with Market Directors and Area Managers to drive scalable execution of Business Banking strategies via Branch Teams, reinforcing regional alignment, operational discipline, and strategic focus.

Qualifications

• Experience: 610 years of related business experience, preferably within Business Banking, Retail Banking, Financial Services, or Wealth Management, including at least 3 years of experience in sales coaching or enablement.
• Portfolio Management Understanding: Proven ability to understand and coach on managing a portfolio of business clients with annual revenues ranging from 1 M10M.
• Market Presence: Established professional network within the local market, used for coaching and networking insights.
• Communication: Excellent verbal, written, and presentation skills, with the ability to articulate complex financial solutions clearly and effectively coach others.
• Coaching & Mentoring: Demonstrated ability to coach, motivate, and develop a high performing sales team.
• Sales Acumen: Strong understanding of business development, negotiation, and closing skills, with the ability to impart this knowledge through coaching.
• Credit & Financial Analysis: Deep understanding of business credit, underwriting, and risk management, applied to coaching.
• Relationship Building: Proven ability to build and maintain long-term, profitable relationships with clients and partners, and to coach others in this skill.
• Strategic Thinking: Skilled at analyzing market trends, identifying opportunities, and developing effective business strategies, for the purpose of guiding and coaching the team.

Education

• Bachelor's/University degree or equivalent experience is required. Master's degree is preferred.