Job Details

Job Title

Westamerica is among the largest commercial banks headquartered in California. We are looking for outstanding people to join our winning team. We reached our current strength because our employees, customers, and shareholders believe in the same fundamental goals: Delivering a wide variety of financial services with a superior customer service guarantee.

Financial Plan

• Meet or exceed quarterly and annual deposit and loan production goals. Generate non-interest income through the sale of fee-based services.
• Attend daily 8 am sales meeting.
• Consistently deliver excellence in service by adhering to the Bank's service standards.
• Adhere to the standards of the Bank's sales culture as outlined in the current Sales Culture Handbook.
• Ensure maturing loans assigned to portfolio are renewed.
• Maintain customer contact with all assigned borrowers to ensure loan retention, relationship expansion and proper pay down forecasting.
• Work with borrower's support contacts (CPA's, attorneys, CFO's, etc.) to gain referrals and to stay attuned to borrower's plans.
• Make yourself available to borrowers to ensure you are the banker of choice.
• Utilize projected maturity report to renew/extend loans prior to maturity.

Business Development

• Maintain weekly standard of 15 quality calls. Achieve a 2 to 1 prospect to client ratio.
• Daily box time is required. A minimum of 3 prospect appointments for each calendar day must be obtained from each daily box time session.
• Maintain a minimum of 4 pipeline and 7 pre-pipeline deals.
• Fully utilize all aspects of Sales Logix and Hub Automation including all new releases and components (calendar, client/prospect files, etc.).
• Develop new deposit and loan totals utilizing industry lead lists generated by the Marketing Department and/or other sources as directed by your RMM.
• Work existing client base for business expansion and referrals.
• Develop and leverage referral sources (CPA's, Attorneys, Physicians, etc.). Position yourself as their banker of choice.
• Generate 1 SPF referral per month.
• Generate 2 third party referrals annually.
• Generate 2 Business Elan applications per month.

Compliance Related Activity

• Adhere to Reg B/Flood requirements.
• Complete all assigned tutorials and Compliance Training.
• Focus on Majority/Minority census tracts as assigned by RMM.
• Focus on Small Business/Small Farm loans assigned goals.
• Meet CRA Hours.
• Meet new CRA loan production goals.
• Renew all assigned existing CRA loans/lines.
• Answer regulatory questions correctly during Audit/Branch Review.

Ownership, Accountability and Work Habits

• As directed by RMM, manage problem loans to minimize risk. Communicate status and developments to RMM.
• Communicate problems, successes and challenges to RMM/RSM on a timely basis.
• Consistently adhere to the "No Surprises" standards.
• Adhere to the Bank's Guiding Principles.
• Adhere to established standards and provide superior customer service.
• Meet attendance guidelines.

Minimum Knowledge, Prior Work Experience, and Skills Needed to Perform Job Functions

Previous sales experience preferably within a financial services environment. Four (4) year college degree preferred. Previous retail sales, banking experience and/or lending a plus, preferably commercial real estate knowledge. For purposes of business travel, a valid driver's license as well as a personal vehicle to drive is required.

• Constant travel to conduct outside sales calls.
• Works non-standard business hours.
• Drives to sales calls. Must maintain a current driver's license and proof of insurance.

Mental Demands

• Effectively communicate with clients and prospects.
• Retain and shares knowledge of WAB products, services and fees.
• Obtain enough confidential data to identify client's financial status.
• Identify additional service opportunities.
• Apply basic math skills to determine fees and saving opportunities.
• Formulate sales action plans.

Equipment Used to Perform Functions

• 10-key machine, fax, photocopier, Microsoft based computers, smart phones.

Decision Making

• Identifies business needs of clients and prospects and identifies ways WAB can meet those requirements.
• Negotiates service terms and fees of business relationships to provide acceptable return on investment for Bank and client.
• Determines best service instrument or combination of accounts that provides client with greatest potential to realize financial expectations.
• Structures credits based on client needs and available bank products.

Supervisory Responsibility

Directly Supervised: -0- Supervised by Subordinates: -0-

EOE