Business Development Officer - SBA

Our values define us and our culture inspires us to change lives for the better. Our employees are the heart and soul of our company, and every success we experience begins with them. Together we are committed to making a positive impact in our local communities. We champion a culture of continuous learning, work-life integration, and inclusion. We promote a digitally enabled work environment to continuously enhance the experience of our employees and customers.

Responsible for sourcing and developing high-quality SBA loan opportunities to grow the bank's SBA portfolio and fee income. This role requires a seasoned sales professional with deep SBA expertise and a strong referral network to attract new business clients. The SBA BDO supports clients through the loan process and collaborates with internal teams to ensure a seamless experience. Travel is required

• 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 through direct calling efforts, networking, brokers, CPA firms, attorneys, economic development organizations, and other third-party referral sources.
• 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. Evaluate specific SBA loan opportunities from a preliminary screening process for potential internal discussion with the deal team. 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.

 

Education

Bachelor's Degree or the equivalent experience. Specialty: business, finance, marketing or related. (Required)

Experience

5 or more years SBA Lending Business Development or equivalent. (Required)

Knowledge, Skills, and Abilities

• Proven ability to independently prospect, source, propose and originate SBA loans with a demonstrated track record of success meeting or exceeding sales goals (Required)
• Established network and demonstrated ability to develop and manage productive broker and referral relationships (Required)
• Comprehensive understanding of SBA loan programs, regulations and standard operating procedures and a strong ability to assess credit risks appropriately and effectively structure loans. (Required)
• Excellent communication, negotiation, presentation, and sales skills with a persuasive and consultative sales approach to achieve desired outcomes (Required)
• Ability to work independently and manage a sales pipeline with discipline and focus (Required)
• 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 (Required)
• Excellent verbal and written communication skills demonstrated with individuals at all levels, internally and externally (Required)
• Excellent organizational skills and the ability to manage, prioritize, work under pressure and meet tight deadlines (Required)
• Ability to balance the needs of clients with associated risks and interests of the bank (Required)

 

This role may perform other job duties as assigned by the manager. Each employee of the Organization, regardless of position, is accountable for reading, understanding and acting on the contents of all Company-assigned and/or job related Compliance Programs, regulations and policies and procedures, as well as ensure that all Compliance Training assignments are completed by established due dates. This includes but is not limited to, understanding and identifying compliance risks impacting their department(s), ensuring compliance with applicable laws or regulations, and escalating compliance risks to the appropriate level of management.

To provide greater transparency to candidates, we share base salary ranges on all job postings regardless of state. We set standard salary ranges for our roles based on the position, function, and responsibilities, as benchmarked against similarly sized companies in our industry. Specific compensation offered will be determined based on a combination of factors including the candidate’s knowledge, skills, depth of work experience, and relevant licenses/credentials. The salary range may vary based on geographic location.

 

The salary range for this position is $99,200.00 - $165,300.00 annually.

Additional Compensation Components

 

This job is eligible to participate in a short-term incentive compensation plan subject to individual and company performance.

Additionally, as part of our Total Rewards program, Fulton Bank offers a comprehensive benefits package to those who qualify. This includes 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 and a robust wellness program with financial incentives. To learn more about your potential eligibility for these programs, please visit Benefits & Wellness | Fulton Bank.

Fulton Bank (“Fulton”) is an equal opportunity employer and is committed to providing equal employment opportunity for all qualified persons. Fulton will recruit, hire, train and promote persons in all job titles, and ensure that all other personnel actions are administered, without regard to race, color, religion, creed, sexual orientation, national origin, citizenship, gender, gender identity, age, genetic information, marital status, disability, covered veteran status, or any other legally protected status.

As a condition of employment, individuals must be authorized to work in the United States without sponsorship for a work visa by Fulton Bank currently or in the future.