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Sales Leader II - Community Development Banking Territory at PNC Financial Services Group in Birmingham, Alabama

Posted in Management 30+ days ago.

Type: Full-Time

Job Description:

Position Overview

At PNC, our people are our greatest differentiator and competitive advantage in the markets we serve. We are all united in delivering the best experience for our customers. We work together each day to foster an inclusive workplace culture where all of our employees feel respected, valued and have an opportunity to contribute to the company’s success. As a(n) (position title) within PNC's (name of division) organization, you will be based in (city/state location of position).

Job Profile

Position Overview

At PNC, our people are our greatest differentiator and competitive advantage in the markets we serve. We are all united in delivering the best experience for our customers. We work together each day to foster an inclusive workplace culture where all of our employees feel respected, valued and have an opportunity to contribute to the company’s success. As a Sales Leader II - Community Development Banking Territory, you will be within PNC's Community Development Banking (CDB) organization. This position is primarily based in a location within PNC’s footprint. Preferred locations are listed in this requisition. Responsibilities require time in the office or in the field on a regular basis. Some responsibilities can be performed remotely. Additional locations may be considered.

The Sales Leader II—Community Development Banking Territory Executive for the Southeast Territory will be responsible for managing Community Development Banking’s (CDB’s) lending and investment production as well as Community Reinvestment Act (CRA) Program performance. This role serves as the Southeast Territory’s primary liaison between community stakeholders working in low- to moderate-income neighborhoods and PNC’s regional and local executive leadership. Candidates should have community development lending and investment experience, as well as people management experience. Since this role is also responsible for overseeing a significant grants and sponsorship budget for the territory, training and experience in corporate philanthropy is preferred.

In addition to the job description below, primary duties and responsibilities will include:
• Developing and implementing an annual lending and investment strategy for the territory that meets departmental and corporate goals for Community Development Banking.
• Managing a team of Market Managers who have both relationship managers and community development officers reporting to them.
• Managing the pipeline of community development loans and investments to meet production goals for the territory.
• Monitoring and managing the overall CRA performance for the assessment areas within the territory, including addressing gaps to performance goals and working with other lines of business to promote strong CRA performance.
• Providing monthly & quarterly reporting and leadership around progress towards goals.
• Providing hands-on training and development for team members as needed, in addition to coaching and performance counseling.
• Guiding CDB market teams in appropriate resource allocation for community commitments necessary to develop an outstanding community development program.
• Offering value-added consultation on community development loans and investments to other lines of business who may originate transactions that contribute towards PNC's CRA performance goals
• Ensuring CDB grantmaking follows PNC Foundation governance and IRS guidelines and will serve as a CDB liaison to the PNC Foundation/Community Affairs, and PNC Sponsorships teams. Will also ensure CDB sponsorship and business development investments are in compliance with PNC expense policy and charitable sponsorship contributions processes.
• Supporting the successful delivery of community development goals outlined in public commitments made by PNC Bank.
• Collaborating with key internal eco-partners including other territory executives and national CDB executives for the successful execution of CDB programs and stakeholder management efforts, as well as with PNC Corporate Communications and Marketing, to promote the community development lending and investment activity completed by CDB.
• Representing PNC Community Development Banking as needed, to include speechmaking, attendance at events, etc.

Job Description

  • Manages and directs team(s) to achieve business results and customer experience goals. May have direct sales and client responsibilities and may manage both individual contributors and other managers. Oversees team(s)'s financial results. Has broader span of control than Leader I. Participates in and drives the development of goals and strategies.

  • Leads and influences to achieve the objectives of the team(s). Monitors business results/metrics and adapts sales strategies and tactics. Develops and oversees the execution of account and sales plans. May have direct sales and client responsibilities.

  • Manages risk/return and drives quality for new and/or existing clients. Actively identifies and may be responsible for higher and/or broader levels of risk management. Mitigates different types of risk, such as regulatory, reputational, operational, credit and human capital risks. Serves as an escalation point for risk management topics, coordinates problem solving and may have exception authority.

  • Manages effective network of senior internal and external relationships, such as community or industry relationships, to actively acquire new clients and/or expand existing clients and enhance the client experience. Networks within the industry and may serve in a leadership role in the community, industry or market. Leads the team to bring the full range of PNC's products and services to the client. Assists other team members in developing their network. Leverages reporting and sales tools to proactively identify and coach team to successfully convert sales opportunities.

  • Develops team members while monitoring progress against goals. May support the development of other managers. Identifies high-potentials and creates winning teams. Motivates and develops staff, including acquiring and retaining top talent and managing performance-based issues. Effectively plans, organizes, directs, analyzes and evaluates staff and processes. Connects strategy to day-to-day activities and updates the team on a regular basis.

PNC Employees take pride in our reputation and to continue building upon that we expect our employees to be:

  • Customer Focused - Knowledgeable of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and able to leverage that information in creating customized customer solutions.

  • Managing Risk - Assessing and effectively managing all of the risks associated with their business objectives and activities to ensure they adhere to and support PNC's Enterprise Risk Management Framework.

PNC also has fundamental expectations of our people managers. As a manager of talent in PNC, you will be expected to:

  • Include Intentionally - Cultivates diverse teams and inclusive workplaces to expand thinking.

  • Live the Values - Role models our values with transparency and courage.

  • Enable Change - Takes action to drive change and innovation that will transform our business.

  • Achieve Results - Takes personal ownership to deliver results. Empowers and trusts others in decision making.

  • Develop the Best - Raises the bar with every talent decision and guides the achievement of all employees and customers.


Conflict Management – Understanding of how to anticipate, recognize, and deal effectively with existing or potential conflicts at the individual, group, or situation level; ability to apply this understanding appropriately to diverse situations.

Decision Making and Critical Thinking – Understanding of the issues related to the decision-making process; ability to analyze situations fully and accurately, and reach productive decisions.

Effective Communications – Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.

Managing Multiple Priorities – Ability to manage multiple concurrent objectives, projects, groups, or activities, making effective judgments as to prioritizing and time allocation.

Sales Management – Develops sales strategies that incorporate client segments, market opportunities, competitive forces and sales force effectiveness.  Identifies priorities and ensures sales teams execute against plans that focus on deepening client relationships, elevating market share and increasing share of wallet.  Drives sales teams to build a strong pipeline of prospects and clients.

Selling. – Applies knowledge of banking products and services to meet customer needs and enable them to achieve their financial goals. Identifies prospecting approaches to identify potential customers and create opportunities to sell financial solutions and ideas to customers.

Work Experience

Roles at this level typically require a university / college degree. Higher level education such as a Masters degree, PhD, or certifications is desirable. Industry-relevant experience is typically 8+ years. At least 5 years of prior management experience is typically required. Proven leadership experience with a moderate to large scope of responsibility is required. In lieu of a degree, a comparable combination of education and experience (including military service) may be considered.



Additional Job Description

Base Salary: Commensurate with skills and experience.


PNC offers employees a comprehensive range of benefits to help meet your needs now and in the future. Depending on your eligibility, options for full-time employees include medical/prescription drug coverage (with a Health Savings Account feature); dental and vision options; employee and spouse/child life insurance; short- and long-term disability protection; maternity and parental leave; paid holidays, vacation days and occasional absence time; 401(k), pension and stock purchase plans; dependent care reimbursement account; back-up child/elder care; adoption assistance; educational assistance and a robust wellness program with financial incentives. To learn more about these and other programs, including benefits for part-time employees, visit > New to PNC.

Disability Accommodations Statement:

The PNC workplace is inclusive and supportive of individual needs. If you have a physical or other impairment that might require an accommodation, including technical assistance with the PNC Careers website or submission process, please call 877-968-7762 and select Option 4: Recruiting or contact us via email at 

The Human Resources Service Center hours of operation are Monday - Friday 9:00 AM to 5:00 PM ET.

Equal Employment Opportunity (EEO):

PNC provides equal employment opportunity to qualified persons regardless of race, color, sex, religion, national origin, age, sexual orientation, gender identity, disability, veteran status, or other categories protected by law.

California Residents

Refer to the California Consumer Privacy Act Privacy Notice to gain understanding of how PNC may use or disclose your personal information in our hiring practices.

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