Bachelor's degree in business, finance, marketing, or equivalent experience
7+ years of leadership experience in Small Business Banking or financial services
Proven track record in leading sales teams and driving revenue growth
Strong skills in strategic planning, business development, and market analysis
Excellent leadership, coaching, and communication abilities
Responsibilities
Develop and execute a sales strategy for small business deposits and loans
Lead initiatives for new client acquisition and market-share expansion
Establish sales objectives and performance metrics aligned with goals
Create a sales culture focused on prospecting and relationship development
Monitor market trends and implement growth tactics
Develop strategic plans for long-term growth in the small business segment
Analyze market conditions to identify expansion opportunities
Recruit and develop a high-performing team of Small Business Development Officers
Build strategic relationships within the small business community
Collaborate with other business lines to deliver comprehensive client solutions
Benefits
Base pay plus bonuses
Medical, dental, and vision insurance
401k plan
Health Savings and Flexible Spending Accounts
Vacation and sick time
Paid holidays
Paid parental leave
Tuition reimbursement
Additional benefits
Full 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.
