Director, Commercial Sales Performance Management

Location:

Location: Cleveland, OH or Buffalo NY; Cleveland OH, preferred.

• Hybrid Requirement (if within specific cities): Selected candidate resides in Key Bank footprint are expected to work on-site 3 days per week at the nearest KeyBank office (non-branch location).
• Remote Option: If the selected candidate lives outside of KeyBank's geographic footprint, the position will be considered fully remote.
• Open to those residing in the United States.
• Working within East coast hours required

ABOUT THE JOB (JOB BRIEF)

KeyBank is seeking a strategic, results-oriented leader to direct Sales Performance Management for the Commercial Bank. Reporting to the Chief Operating Officer of the Commercial Bank, this role is responsible for driving data-driven performance management infrastructure and operating rhythms that set, measure, and monitor sales behaviors, goals, productivity, and incentives that align to business strategic priorities and financial outcomes.

This role partners closely with executives and cross-functional teams across the Commercial Bank to translate growth objectives into clear sales goals, performance measures, management frameworks, and inspection routines. It drives consistent reporting and analysis that enables leaders to identify performance gaps and drive timely actions to improve banker productivity, sales focus and execution, and forecast accuracy across pipelines, production, and balance sheet and revenue outcomes.

The foundation for success is deep experience in commercial banking performance and executive decision support, combined with the ability to synthesize complex information into clear insights and action.Equally important, the candidate is an enterprise-minded leader who builds trust, influences and challenges constructively, and leads with integrity, resilience, and a clear sense of purpose.

ESSENTIAL JOB FUNCTIONS

Sales Planning, Accountability & Monitoring

• Define and drive the Commercial Bank Sales Performance Management framework and processes, aligning business growth priorities, financial objectives, sales goals, productivity expectations, and inspection routines
• Partner with Sales and Product Leaders, Finance, and Human Resources to set annual sales goals, performance scorecards, accountabilities, and incentives across segments, markets, products, and sales roles
• Maintain and elevate a consistent hierarchy of sales outcomes, targets, and key performance indicators
• Maintain and elevate infrastructure and processes supporting consistent monitoring and reporting with ability to isolate underlying drivers and gaps, and facilitate timely actions to improve execution and forecast accuracy
• Continuously evolve management approach to improve focus, transparency, consistency, accountability, and results

Sales Reporting & Performance Insights

• Maintain and refine sales data definitions, production booking guidelines, governance, and controls that support accurate, consistent, and timely performance reporting and forecasting
• Drive and improve reporting automation, management information, and actionable insights while ensuring alignment with risk, control, audit, and regulatory expectations
• Lead the development / delivery of sales performance scorecards and pipeline / production review materials
• Frame sales performance holistically by assessing top-of-funnel activity through pipeline build / conversion, production, and back- / front-book results, including client acquisition and relationship penetration / expansion
• Synthesize data into concise, actionable insights, performance drivers, opportunities, and recommended actions
• Analyze sales coverage / productivity, govern Salesforce (CRM) hygiene, and assess the effectiveness of goals and incentives - work with sales / product leaders to identify and implement improvements and track progress

Cross-Functional Leadership

• Lead and partner across Sales, Product, Finance, Human Resources, Strategy, and Commercial Analytics to address sales performance gaps and accelerate growth priorities
• Serve as a trusted advisor to leadership by constructively challenging performance and assumptions, escalating risks and opportunities, and driving open items and actions to closure

Team Leadership & Talent Development

• Lead and develop a high-performing team of business analysts with expertise in sales performance management, business analytics, executive reporting, and communication
• Establish clear roles, decision rights, service standards, and accountability
• Foster a culture of integrity, analytical rigor, constructive challenge, collaboration, and execution excellence

REQUIRED QUALIFICATIONS

Education

• Bachelor's degree or higher or equivalent experience

Work Experience

Director

• 10+ years in commercial banking, performance management, analytics, finance, strategy, or related discipline

• Experience leading segment-level planning, forecasting, performance reporting, and executive business reviews in a complex financial services organization
• Experience leading a team and influencing executives and cross-functional partners in a matrixed environment

Sr Manager

• 7+ years in commercial banking, performance management, analytics, finance, strategy, or related discipline

• Experience leading segment-level planning, forecasting, performance reporting, and executive business reviews in a complex financial services organization
• Experience leading a team and influencing executives and cross-functional partners in a matrixed environment

Skills

• Deep understanding of commercial banking economics and trends, including revenue, balance sheet, risk-adjusted returns, productivity, and client profitability
• Strong strategic judgment and intellectual curiosity, with a record of challenging constructively
• Exceptional communication and interpersonal skills, with the ability to effectively build trusting relationships with the Commercial Bank Leadership Teams, peer executives, team members, and stakeholders
• Leads through challenges with considerable endurance, diplomacy, and positive attitude
• Excellent analytical, strategic thinking, problem-solving, decision-making, and project management skills
• Strong ability to interpret and frame complex information and results, identify performance drivers, and convert insights into actionable recommendations for senior leadership
• Experience implementing automation and AI to streamline workflows and strengthen insights and controls
• Hands-on doer, conveys and executes with urgency, and drives open items to closure

COMPENSATION AND BENEFITS

Please click here for a list of benefits for which this position is eligible.

Key has implemented an approach to employee workspaces which prioritizes in-office presence, while providing flexible options in circumstances where roles can be performed effectively in a mobile environment.

Qualified individuals with disabilities or disabled veterans who are unable or limited in their ability to apply on this site may request reasonable accommodations by emailing HR_Compliance@keybank.com.