Franchise Relationship Manager

Location: For Those Who Work At Home, Utah ABOUT THE JOB (JOB BRIEF): Focuses on acquisition of new clients and expanding share of wallet of existing client portfolio with targeted franchise brands nationwide. Develops and maintains centers of influence relationships in the franchise industry that can be leveraged into profitable relationships. Effectively manages the client relationship by selling and promoting a broad array of appropriate financial products and services, providing pertinent financial information to clients and identifying/referring cross- marketing opportunities to meet the clients' need and become their trusted advisor. Researches and fully understands competitors' strengths/weaknesses and product offerings/pricing. ESSENTIAL JOB FUNCTIONS: The role of the Senior Franchise Sales Rep is to prospect and sell new clients as well as expand existing client relationships in the franchise industry by consistently delivering the BB value proposition (clients bank at Key because their business is understood, their time is valued and solutions are provided to simplify their lives). This Includes The Senior Franchise Sales Rep. will be responsible for functions that align with the Key Sales Process (Pipeline & Opportunity Management, Needs Assessment, Present/Pitch, Fulfillment, and Follow Up) in daily work to create a positive Client Experience. 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. •Generates pipeline via established relationships with external centers of influence. •Identify and recommends eligible franchise concepts for new business development •Actively participates in industry organizations to source business development opportunities and demonstrate Key’s commitment to franchising. 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 KeyBank 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. •Serves as a resource and contact point for Key Bank for franchising Fulfillment •Actively listens to concerns, presents solutions to decision makers and obtain a clear yes, no or next step. •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 with Key •Solicits satisfied clients for referrals to others they know who may need your services on a regular basis. •Aggressively pursues client acquisition and fee income goals by successfully closing profitably structured deals. Marginal Or Peripheral Functions Acts as a mentor to less experienced and/or new team members. Provides feedback to corporate partners regarding new product development. REQUIRED QUALIFICATIONS: •Undergraduate degree in business/related field or equivalent work experience. • A minimum of five to seven years SBA lending experience. •A minimum of five plus years demonstrated sales and business development experience with proven results. •Relationships with established franchisors and COIs in the franchise lending space •Demonstrated experience originating