Market Manager

Overview

This role involves leading growth and overall performance within an assigned market through business development, client relationship management, commercial loan and deposit production, and team leadership. Working in a player/coach capacity and reporting to the Regional Banking Head, the Market Manager leads and develops Relationship Managers, fosters a client-focused and accountable culture, and executes strategic growth objectives.

The Market Manager is accountable for market performance, including loan and deposit growth, fee income, profitability, and relationship expansion, while maintaining an active role in client acquisition and business development. The position also builds strong community relationships and Centers of Influence relationships, collaborates with credit and product partners, and strengthens the organization’s presence and long-term success in the market.

Responsibilities

• Own overall performance for the assigned market, including loan growth, deposit growth, non-interest fee income, profitability, client acquisition, relationship expansion, and other established market-level goals.
• Develop and execute an annual market business plan covering growth priorities, target client segments, business development activities, pipeline expectations, and strategies to achieve market goals.
• Establish clear individual and team performance expectations aligned with regional and organization-wide objectives.
• Monitor market results, business development activity, pipeline quality, calling efforts, and key performance indicators to identify opportunities, address performance gaps, and maintain accountability.
• Create a disciplined, client-focused environment that encourages collaboration, consistent execution, and shared accountability for market results.
• Provide leadership and direction to Relationship Managers while staying actively engaged in client acquisition and market development.
• Identify emerging market trends, competitive activity, and new business opportunities, and provide feedback to regional leadership.
• Collaborate with senior leadership and cross-functional teams to support organization initiatives and strategic objectives.
• Ensure market activities are conducted in accordance with credit standards, lending policies, operating procedures, and regulatory requirements.
• Maintain thorough knowledge of all products and services and work with other departments to deliver a full suite of solutions.
• Identify, attract, and onboard top talent while developing a strong pipeline of future Relationship Managers and market leaders.
• Lead, coach, and develop Relationship Managers to improve business development capabilities, product knowledge, sales effectiveness, portfolio management, and client experience.
• Conduct regular pipeline, calling activity, and performance reviews with team members.
• Provide ongoing feedback, mentorship, and practical support to help Relationship Managers achieve individual goals and contribute to market performance.
• Participate in performance evaluations and work with the Regional Banking Head to address performance concerns and recognize strong results.
• Share sales strategies, market knowledge, and best practices across the team.
• Promote collaboration among Relationship Managers and with Treasury Management, Credit, Loan Operations, Client Services, and other partners.
• Maintain an effective leadership presence based on personal credibility and foster cooperative success.
• Generate new business through outbound calling, networking, referrals, Centers of Influence, community involvement, and in-person prospect meetings.
• Prospect, source, structure, propose, negotiate, and close commercial banking opportunities consistent with products, credit standards, and strategic objectives.
• Lead relationship strategy for assigned prospects and clients, emphasizing profitable growth, long-term retention, and expansion of full banking relationships.
• Gather and submit complete business and financial information needed for underwriting, pricing, and credit decisioning.
• Assess preliminary creditworthiness of prospective borrowers and recommend credit transactions consistent with the organization’s risk appetite.
• Develop and deliver effective proposals and presentations connecting client needs with the organization’s solutions.
• Deepen client relationships through effective cross-selling and coordination with internal product partners.
• Build and maintain a strong network of business owners, referral sources, industry professionals, and Centers of Influence within the assigned market.
• Maintain current knowledge of local market conditions, competitor offerings, economic trends, and regulatory developments.
• Maintain an active and well-qualified individual pipeline while overseeing overall market pipeline.
• Use the organization’s CRM and other designated systems to track prospecting activity, client interactions, opportunities, proposals, and follow-up commitments.
• Ensure Relationship Managers maintain accurate and timely pipeline information and appropriately document sales activities.
• Review market pipeline activity to evaluate opportunity quality, revenue potential, and progress toward established goals.
• Maximize opportunities throughout the sales process to improve close rates, market penetration, and overall relationship value.
• Ensure calling activity is purposeful, coordinated, and aligned with targeted growth opportunities.
• Maintain a visible presence in the assigned market and represent the organization at client meetings, community events, industry organizations, and business development activities.
• Develop relationships with business owners, community leaders, and Centers of Influence to strengthen market presence and generate new opportunities.
• Represent the organization professionally through ethical decision-making, responsiveness, and community involvement.
• Embody TRAC Values and Critical Behaviors (Teamwork, Relationship, Authenticity, Commitment) as core principles in daily interactions and decision-making.
• Complete administrative tasks with urgency, including required compliance training.
• Respond to internal and external inquiries via email, phone, or messaging platforms in a timely and professional manner.
• Demonstrate commitment to EEO policies and foster a respectful, inclusive workplace by valuing cultural differences, preventing harassment of any kind, and supporting a diverse workforce.
• Ensure adherence to policies, procedures, and processes, as well as applicable state and federal laws, rules, and regulations.
• Maintain confidentiality and data privacy while carrying out AML/CFT (Anti-Money Laundering and Countering the Financing of Terrorism) responsibilities specific to the role.
• Perform duties in an office or home office environment, including writing, typing, speaking, lifting moderate weights, and operating office equipment; physical activities include sitting, walking, and reaching. Reasonable accommodation can be made for individuals with disabilities to perform essential functions.
• Travel up to 50%, including frequent trips to client locations, sales presentations, industry conferences, corporate events, and training sessions; travel may include long-distance flights, overnight stays, and local transportation.

Requirements

• Bachelor’s degree from an accredited college or university in Business, Finance, or a related field (preferred).
• Minimum 10 years of commercial banking, commercial lending, relationship management, business development, or leadership experience.
• Proven ability to generate new commercial banking relationships and achieve production goals.
• Demonstrated success in leading teams, driving accountability, and achieving market-level performance objectives.
• Demonstrated ability to identify, recruit, onboard, and develop high-performing commercial banking talent.
• Strong knowledge of commercial credit, underwriting, loan structuring, pricing, deposits, treasury management, and business banking products and services.
• Proven ability to build and maintain relationships with business owners, Centers of Influence, referral partners, and community leaders.
• Ability to establish performance standards, analyze results, identify gaps, and implement corrective action plans.
• Strong leadership, coaching, communication, negotiation, and conflict-resolution skills.
• Ability to balance team leadership responsibilities with direct business development activities.
• Ability to influence change, build consensus, and foster collaboration across departments.
• Strong organizational and time-management skills, with the ability to manage multiple priorities in a dynamic environment.
• Strong teamwork and relationship skills with the ability to lead collaborative efforts, foster alignment, and drive results.
• Ability to take initiative and impact change through consensus building, negotiation, and conflict resolution.
• Commitment to continuous learning and professional development for self and team members.
• Demonstrated ability to maintain authenticity and integrity in professional interactions, ensuring trust and credibility with team members, customers, and direct reports.
• Willingness to take on special projects and perform other duties as assigned beyond core responsibilities.
• Current driver’s license and a vehicle with appropriate insurance coverage if required to drive while performing assigned duties and responsibilities.

Preferred Qualifications

• Previous leadership, coaching, or team management experience.

Compensation & Benefits

• Medical, dental, and vision coverage
• Life insurance
• Paid vacation
• 401(k) retirement plan
• Training & development opportunities
• Tuition reimbursement
• Employee Assistance Program
• Internal job postings and referral program
• Employee ownership through an ESOP program