Business Development Officer – SBA

Role Overview

• Responsible for sourcing and developing high-quality SBA loan opportunities to grow the bank's SBA portfolio and fee income
• Develop and execute SBA loan origination strategies and plans to achieve targeted loan and fee income goals
• Refine and adjust sales plans and tactics based on competitive analysis, market feedback, and regulatory updates
• Build and maintain a high quality robust pipeline of SBA loan opportunities through proactive self-sourcing of leads
• Develop, cultivate and expand strategic relationships with brokers and other referral sources and centers of influence
• Serve as the bank’s trusted SBA lending advisor to brokers and other referral sources providing product training, sales support and co-marketing opportunities
• Represent the bank at industry events, conferences and networking forums to enhance the bank’s visibility and establish strategic partnerships and expand referral network
• Stay current on SBA regulations, standard operating procedures, loan products, and market trends
• Conduct in depth needs assessments with small business and referral partners to match borrowers with the most suitable SBA loan products
• Negotiate and structure loan opportunities with brokers and borrowers to optimize loan terms, pricing and profitability
• Present compelling SBA loan proposals, articulate value propositions and overcome objections to close loan transactions efficiently
• Collaborate with SBA loan underwriting, credit, processing, and closing teams to ensure an efficient and responsive loan origination process while maintaining compliance with bank and SBA lending policies and procedures
• Submit accurate and complete SBA loan applications for processing
• Deliver exceptional client service throughout the sales cycle from initial contact through loan closing, to build long-term client loyalty and generate repeat / referral business
• Introduce Fulton Bank relationship team members to the client relationship when appropriate to expand and develop a full banking relationship
• Leverage data, technology and CRM tools to timely track sales activities and pipeline management

Requirements

• Bachelor's Degree or the equivalent experience in business, finance, marketing or related
• 5 or more years SBA Lending Business Development or equivalent
• Proven ability to independently prospect, source, propose and originate SBA loans with a demonstrated track record of success meeting or exceeding sales goals
• Established network and demonstrated ability to develop and manage productive broker and referral relationships
• Comprehensive understanding of SBA loan programs, regulations and standard operating procedures and a strong ability to assess credit risks appropriately and effectively structure loans
• Excellent communication, negotiation, presentation, and sales skills with a persuasive and consultative sales approach to achieve desired outcomes
• Ability to work independently and manage a sales pipeline with discipline and focus
• Proficient with CRM systems, loan origination applications, Microsoft Office and the ability to leverage technology to interact with referral networks and clients effectively and efficiently
• Excellent verbal and written communication skills demonstrated with individuals at all levels, internally and externally
• Excellent organizational skills and the ability to manage, prioritize, work under pressure and meet tight deadlines
• Ability to balance the needs of clients with associated risks and interests of the bank

Benefits

• medical plans with prescription drug coverage
• flexible spending account or health savings account depending on the medical plan chosen
• dental and vision insurance
• life insurance
• 401(k) program with employer match and Employee Stock Purchase Plan
• paid time off programs including holiday pay and paid volunteer time
• disability insurance coverage and maternity and parental leave
• adoption assistance
• educational assistance
• robust wellness program with financial incentives