The SouthState story is one of steady growth, deep community roots, and an unwavering commitment to helping our customers move forward. Since our beginnings in the 1930s to becoming a trusted financial partner across the South and beyond - we are known for combining personal relationships with forward-thinking solutions.
We are committed to helping our team members find their success while maintaining the integrity of our values: building trust, fostering lasting relationships and pursuing excellence. At SouthState, individual contributions are recognized, potential is cultivated and team members are inspired to achieve their greater purpose. Your future begins here!
SUMMARY/OBJECTIVES
Functions as the sales team leader in addition to serving as a producing Middle Market Banker for a team in a specified geographic market. Based on the fact that Middle Market as a vertical segment operates within a matrix-based, geographic organizational structure, the role requires a unique partnership with geography managers to help support optimal performance and close collaboration between the Commercial and Middle Market banking teams. Therefore, a Middle Market Player Coach builds and maintains close working partnerships and tight linkages with all regional leadership within the responsible territory to include Group Banking Presidents, State, Divisional and Regional Presidents, in addition to Commercial Team leaders and Commercial Banking teams.
In the ‘Coach’ capacity, guides and motivates Middle Market Bankers to meet and exceed performance expectations for market growth, client retention and new business development. Conducts prospecting initiatives that both drive and contribute to the generation of new business. In the ‘Player’ capacity, models the successful behaviors associated with developing and growing an individual client portfolio of new business through deep market connectivity, frequently calling activity and the utilization of a highly effective center of influence network. In addition, manages an active loan, deposit and treasury portfolio by providing superior client service. For new lending opportunities with existing or new prospects as either Player or Coach, thoughtfully analyzes financial information to evaluate the credit worthiness of loan requests. Together with portfolio managers, compiles loan packages ensuring completeness and accuracy of information provided for both the team and individual relationship opportunities. And to support overall relationship profitability, proactively works with the Bank’s product teams to cross-sell ancillary products and services based on client needs from applicable areas across the Bank.
Overall risk management leadership of the regional Middle Market portfolio is paramount, and the ‘Coach’ position will function from the basis that the client relationship manager is always the first line of defense to achieve the most effective and responsive risk management outcome. Therefore, the role requires close collaboration with Middle Market credit leadership to actively manage the composition and profile for the segment, based on frequent communication and close engagement on deal flow, structuring and underwriting support and related analytics for both existing clients and new Bank prospects.
Ultimate success in the Player Coach role is defined by both team and individual results in calling activity, proposal opportunities, revenue generation, risk management and risk mitigation, and the consistent ability to generate lasting, full-service relationships with South State. An important attribute to the Player Coach alignment is for regional leadership within each market to have supreme confidence in the Middle Market team as an integral component of overall success; close coordination and communication with local market leadership at all times is of paramount importance.
Finally, the role ensures that all relationships and loans are in compliance with State and Federal regulations, as well as with South State Bank Code of Business Conduct and Ethics and all other operating, policy, and compliance procedures as established.
ESSENTIAL FUNCTIONS
As Coach:
- Works with Regional leadership to create overall strategies for new business development goals in each market. Actively works this plan with regular updates, meetings and communication with regional banking teams that can assist and support the execution of the strategy over the long term.
- Manages the overall performance of Middle Market Bankers within the team. Provides routine coaching and feedback to develop solution driven strategies to motivate team and enhance banker results and success.
- Conducts regular one-on-one meetings with individual team members to ensure two-way communication is occurring and that a full understanding of processes, procedures, goals and expectations are realized.
- Utilizes professional expertise and unique market knowledge to identify profitable prospects, develop business and contribute to the growth of the market and team in a ‘rain making’ capacity; assist bankers closely with screening, structuring and underwriting new deal flow support for the team.
- Leads regular sales meetings where the outcome is both informative and accretive to the goals and performance of the group. Seeks broad feedback on ways to improve the effectiveness of these meetings for the team.
- Creates a positive and collaborative work environment across the full team by modeling leadership behaviors that always reflect South State’s core values and guiding principles.
- Participates in community activities and contributes to the growth of the local market while enhancing the visibility of the Bank and partnering with other regional banking teams (CML, CRE, PB, etc.)
As Player:
- Conducts business development activities that help build and retain full banking relationships with operating companies that which meet the Middle Market profile and risk targets.
- Develop consultative relationships with prospects and clients in order to add value through the delivery of appropriate banking solutions at the time of need.
- Effectively partner with Group, Division, Regional and Market Presidents as well as Portfolio Managers, Commercial Associates and Credit Officers to successfully prospect, manage portfolio, and underwrite credit opportunities.
- Collaborate closely with Treasury Management Sales Officers, Capital Markets, Wealth, Mortgage, and Retail product partners to identify opportunities to deepen or expand existing Middle Market relationships; establish proactive joint calling habits for new prospect opportunities.
- Manage the flow of credit requests through the appropriate channels to ensure the credit quality, responsiveness, structure and pricing meeting the needs of the client and the operating objectives of the Bank.
- Underwrite loan requests within the parameters of the Bank’s policies and procedures. Ensure the loan packages are accurate and complete when submitted to the appropriate Credit partner for approval.
- Create, maintain, and utilize an appropriate COI network relevant to Middle Market, which will promote the Bank’s market presence and result in referrals for both the bank and COI.
- Ensure that all required documentation is in file for all loans and deposits.
- Appropriately portfolio manage and service client portfolio, providing superior service to all clients. Work to clear documentation or compliance deficiencies noted by Loan and Deposit Operations or other internal or external reviews or audits.
- Partner with Credit to properly risk grade each loan in the assigned portfolio and adjust risk grades as circumstances change or new information becomes available through effective quarterly client performance management.
- Price each loan and deposit product according to current Bank pricing guidelines, always working to ensure optimal relationship profitability across the full suite of services in place for each relationship. Properly document the credit quality, current competitive factors, or overall relationship circumstances that justify departures from any approved Bank pricing regulations.
- Demonstrate a commitment to fair lending practices in all banking functions and activities. Remain knowledgeable of all laws and regulations governing the lending activities of financial institutions and ensure compliance with all applicable Bank policies and procedures, as well as all State and Federal regulations
OTHER DUTIES
- Appropriate level of community involvement is expected.
COMPETENCIES
Results-focused, Detail-oriented, Relationship builder, Analytical, change agent, Problem-solver, Action Oriented, Ability to manage strategically and tactically with vision and purpose.
Qualifications, Education, and Certification Requirements
- Education: A Bachelor’s degree in business, finance, banking or related field is required. Formal bank credit training program completion is required. A Master of Business Administration or graduation from a recognized school of banking is an asset.
- Experience: Minimum of 10+ years middle market / commercial lending / capital markets experience as well as 3-5 years management experience; Experience should include significant loan structuring and credit analysis responsibilities as well as client origination activities.
- Knowledge: Extensive knowledge of all Bank products, services, procedures, and practices. Must have an in-depth knowledge of Federal and State lending regulations and Bank policies relating to lending procedures. Familiarity with the market-based business community is required.
- Skills: Must have well-developed sales, interpersonal, negotiating, and problem-solving skills. Excellent written and verbal communication skills are necessary. Must have accounting and extensive credit skills. Must be detail oriented and possess the proven ability to prioritize complex work assignments. Must exhibit excellent time management skills. Proven analytical skills and the ability to evaluate credit worthiness are needed. Must be proficient in the use of basic office equipment with an emphasis on calculator and computer, as well as use of Microsoft Word, Excel, and OutlooK
TRAINING REQUIREMENTS/CLASSES
Required annual compliance training, New Employee Orientation, Bank credit policies, procedures, and underwriting standards, coupled with periodic specialty training suited to the unique attributes of the role and market.
PHYSICAL DEMANDS
Must be able to effectively access and interpret information on computer screens, documents, and reports. This position requires a large amount of time in front of a computer. This can be done sitting or standing with use of the right desk.
WORK ENVIRONMENT
Office-based role. Periodic telecommuting telecommuting must have a secure home office environment that is free from background noise and distractions. Also must also have a reliable private internet connection that is not supplied by use of cellular data (hot spot). Cable or fiber connections are preferred. Requirements are subject to change, as new systems and technology is delivered.
TRAVEL
- Position will require travel within regional markets as well as across broader Bank footprint.
Work Location: 9651 Katy Freeway Ste 200 Houston, Texas 77024
Equal Opportunity Employer, including disabled/veterans.
