Director, Small Business Sales & Strategy

First Merchants Corporation; Wyandotte (MI); On-site; USD 130,000 - 185,000; Full time

Benefits offered by this job

Base Pay PLUS Bonuses

Medical, Dental and Vision Insurance

401k

Health Savings and Flexible Spending

Vacation/Sick Time

Paid Holidays

Paid Parental Leave

Tuition Reimbursement

Additional Benefits

Job summary

First Merchants Bank is seeking a Director of Small Business Sales & Strategy to lead the sales and growth strategy for the Small Business Banking segment. This role focuses on new client acquisition, core deposits growth, lending expansion, treasury management adoption, and profitability through strong leadership and strategic execution.

The ideal candidate will drive market development, cultivate referral partnerships, and align cross-functional teams to achieve measurable business results

Qualifications

• Bachelor's degree or equivalent experience in business, finance, marketing or similar.
• At least seven years of progressive leadership in Small Business/ Commercial Banking or financial services.
• Demonstrated success leading sales teams and delivering revenue growth.
• Strong capabilities in strategic planning, business development, market analysis, and relationship management.
• Excellent leadership, coaching, communication, and cross-functional collaboration skills.

Responsibilities

• Drive sales leadership and growth for small business deposits, loans, and treasury management relationships.
• Lead market-share expansion, client retention, and relationship deepening initiatives.
• Set clear sales objectives, performance standards, and KPIs aligned with enterprise goals.
• Develop active sales culture with prospecting, referrals, disciplined pipeline management, and relationship development.
• Monitor market trends, adjust tactics to protect and grow revenue, ensure regulatory compliance.
• Collaborate with marketing and other lines to deliver integrated client solutions and growth.

Skills

Sales leadership

Strategic planning

Business development

Market analysis

Relationship management

Cross-functional collaboration

Coaching

Education

Bachelor's degree in business, finance, marketing, or equivalent

Job description

First Merchants Bank is seeking a Director, Small Business Sales & Strategy to join our team! This position is responsible for developing and executing the sales and growth strategy for the Small Business Banking segment. This leader drives new client acquisition, core deposit growth, lending expansion, treasury management adoption, relationship deepening, and sustainable profitability. The ideal candidate is a proven sales leader and strategic thinker who can identify market opportunities, lead a high-performing team, cultivate referral and community partnerships, and translate strategic priorities into measurable business results.

As part of this role, you will:

• Sales Leadership and Business Growth
  • Develop and execute a comprehensive sales strategy to grow small business deposits, loans, treasury management relationships, and profitability
  • Lead initiatives focused on new client acquisition, market-share expansion, client retention, and relationship deepening.
  • Establish clear sales objectives, performance standards, and key metrics aligned with enterprise goals.
  • Create an active sales culture centered on prospecting, referral generation, disciplined pipeline management, and relationship development.
  • Monitor competitive trends and market disruption, then implement tactics that protect and accelerate growth.
  • Ensure all activities comply with regulatory requirements, risk standards, and bank policies.
• Strategic Planning and Market Development
  • Develop and implement strategic plans that support long-term growth within the small business segment.
  • Analyze client needs, market conditions, industry trends, and competitive activity to identify expansion opportunities.
  • Lead market penetration strategies across targeted industries and geographic markets.
  • Partner with Marketing to strengthen brand visibility and execute targeted campaigns supporting deposit acquisition and relationship growth.
  • Advocate for product, technology, service, and client-experience enhancements that improve competitiveness and support growth.
• Team Leadership and Sales Management
  • Recruit, coach, develop, and retain a high-performing team of Small Business Development Officers.
  • Foster a culture of accountability, collaboration, sales excellence, and consistent execution.
  • Provide ongoing coaching focused on prospecting, business development, relationship expansion, and achievement of sales goals.
  • Establish sales routines and best practices that drive sustainable individual and team performance.
  • Develop the team's ability to build Centers of Influence with CPAs, attorneys, consultants, community leaders, and other referral partners.
• Community Engagement and Relationship Development
  • Serve as a visible representative of the bank within the small business community.
  • Build strategic relationships with business owners, chambers of commerce, economic development groups, community organizations, and referral partners.
  • Expand and activate referral networks that generate qualified business opportunities.
  • Enhance the bank's reputation as a trusted advisor and leading provider of small business financial solutions.
• Cross-Functional Leadership
  • Collaborate with Treasury Management, Commercial Banking, Private Wealth, Marketing, and other business lines to deliver comprehensive client solutions.
  • Align sales strategies and growth initiatives with broader organizational priorities.
  • Lead cross-functional efforts that strengthen client acquisition, retention, relationship profitability, and the overall client experience.
  • Use client and market insights to influence product development, service enhancements, and strategic decision-making.

To be successful in this position, we require the following:

• Bachelor's degree in business, finance, marketing, or equivalent professional experience.
• At least seven (7) years of progressive leadership experience in Small Business Banking, Commercial Banking, or financial services.
• Demonstrated success leading sales teams and delivering revenue growth.
• Strong capabilities in strategic planning, business development, market analysis, and relationship management.
• Excellent leadership, coaching, communication, and cross-functional collaboration skills.

The following would be a plus:

• Advanced degree or relevant professional banking certification.
• Experience leading teams across multiple markets or geographies.
• Deep knowledge of deposit acquisition, treasury management, and small business credit solutions.
• Established relationships within business, professional, and community organizations.

First Merchants offers the following:

• Base Pay PLUS Bonuses
• Medical, Dental and Vision Insurance
• 401k
• Health Savings and Flexible Spending Accounts
• Vacation/Sick Time
• Paid Holidays
• Paid Parental Leave
• Tuition Reimbursement
• Additional Benefits

A little about us:

First Merchants is guided by a genuine philosophy of being a meaningful place to work and having a prosperous impact across all walks of life throughout the communities we serve, including consumers, businesses and other organizations. Our Vision, Mission and Team statement reflect and reinforce that authentic service philosophy.

Our Vision is:

To enhance the financial wellness of the diverse communities we serve.

Our Mission is:

To be the most responsive, knowledgeable, and high-performing financial organization for our clients, teammates, and shareholders.

Our Team:

"We are a collection of dynamic colleagues with diverse experiences and perspectives who share a passion for positively impacting lives. We are genuinely committed to attracting and engaging teammates of diverse backgrounds. We believe in the power of inclusion and belonging."

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

This employer is required to notify all applicants of their rights pursuant to federal employment laws.

For further information, please review the Know Your Rights notice from the Department of Labor.