This job has expired, please see additional jobs below
Workplace Banking Representative
First Merchants Corporation
Munster, IN, United States
Job Details - this job has expired, please see similar jobs below
Description
Position Goals:
Acquire new households and expand the relationships of existing households through the First Merchants workplace banking program. Develop and manage a book of business in the assigned market, serve as a mentor and coach to increase the quantity and quality of program participations throughout the market.
Direct Management Received:
Under the general direction of a Regional Sales Manager.
Direct Management Exercised:
None
Essential Duties and Responsibilities:
1. Meet and exceed customer checking account targets for an assigned geographical area through coaching, training and mentoring bankers in addition to individual production.
2. Practice a needs-based selling approach focused on providing benefits to First Merchants clients and communities.
3. Build strong relationship across the bank with specific focus on Commercial and Private Wealth.
4. Routinely conduct outbound calling activities, meeting with both clients and prospects to increase program participation.
5. Routinely conduct group employee presentations, on-site account opening events and financial literacy seminars.
6. Effectively manage a book of business and pipeline to achieve assigned production goals.
7. Review performance reports and progress to goal information regularly with the Retail Market Leaders and Banking Center Managers to identify gaps and build plans to close those gaps.
8. Demonstrate and coach consistent delivery of the First Merchants experience. This includes proactively identifying needs and recommending solutions to improve the client’s financial position.
9. Work closely with banking center sales teams to ensure exceptional customer service, including compliance with policies, procedures and regulations.
10. Monitor the marketplace to stay current on competitor offerings and pricing. Provide input regarding product competitiveness, pricing or performance gaps.
11. Identify training needs and gaps. Work with Human Resources to develop and deliver training programs to close those gaps.
Knowledge, Skills and Abilities:
In addition to the list below, it is understood that all positions with the company require individuals who possess a pleasant and friendly attitude, project sensitivity towards customers and fellow employees, and maintain a neat and clean professional appearance. Core competencies have been identified as relevant to every position within the company and include: Ethics and Integrity, Listening, Business Acumen, Customer Focus, Approachable and Savvy, Action Oriented, Managing Time & Priorities, Work/Life Balance, Composure & Patience, Drive for Results, Self Development & Knowledge, Dealing with Change, Decision Quality, and Informing.
Competencies:
Scorecard Results
• Meet or surpass individual monthly new name goal
• Meet or surpass individual monthly new account goals
• Meet or surpass the Percent of First Direct market/region goal
• Meet or surpass the partner referral goals
• Meet or surpass Decision Maker and Onsite goals
Customer Experience
• Deliver a differentiated customer experience through the following behaviors:
◦ Develop and deliver impactful presentations to perspective program participants (i.e. Decision Maker Appointments). The Workplace Banking Representative should take the lead on prospects that meet any of the following criteria: relationships assigned to a commercial RM, businesses that employ more than 50 individuals, businesses that are franchised or have multiple locations, or businesses that are in a targeted industry (i.e. medical, academia, etc.).
◦ Promote the First Merchants brand by maintaining a professional image at all tabling events and onsites. Events should be staffed appropriately, including Marketing developed and Compliance approved collaterals, tablecloths, etc.
◦ Return all customers inquiries within 24 hours; take ownership of customer concerns and coach appropriately to avoid repetitive issues.
◦ Log all feedback in the customer feedback portal.
◦ Complete new household onboarding for new business generated and record all activity in the Connections.
Compliance Training
• Complete all assigned compliance training via MyLO.
Operational Effectiveness
• Promote the usage of the Client Conversation Hub to ensure potential First Direct clients are identified during branch new account opening.
• Ensure appropriate account codes are added to First Direct Relationships.
• Review new business enrollments for qualification and next steps.
• Understand and comply with all deposit regulations including but not limited to CIP, EDD, BSA, et al.
• Adhere to all standard account opening procedures.
• Maintain awareness of current trends in fraud and apply an appropriate level of caution to minimize potential losses.
• Partner with Retail Operations to ensure compliance of internal processes and procedures.
• Comply with information, physical security, and cyber security policies.
• Effectively copes with change by shifting gears; makes decision based on knowledge at-hand; has the ability to move on if circumstances dictate; comfortably handles risk and uncertainty.
Working Relationships
• Promote the whole bank by ensuring line of business partners are included in Onsite opportunities and employee education events (i.e. Lunch and Learn).
• Regularly attend partner meetings (i.e. Commercial, Business Banking, Private Wealth Advisors, Referral Partner Meetings, etc.).
• Regularly attend role based Retail Sales and Service meetings (i.e. RBG, RML, BCM, ABCM, PB, etc.).
• Lead and participate in banking center huddles and banking center visits.
• Invest in productive relationship with support functions of the bank (i.e. marketing, Deposit Ops, Retail Administration, etc.).
• Works well in cooperation with others for the benefits of the company.
• Receives and carries out instruction in a positive manner.
• Responds well to balanced feedback from manager and peers.
• Open to learning and coaching; viewed as a team player by being cooperative and collaborative.
Training and Development
• Partner with LD&P to design and deliver Workplace Banking training materials.
• Participate in new banker onboarding to ensure early understanding and adoption of the Workplace Banking growth strategy.
• Provide training and communication o banking center First Direct champions. Including the participation in formal call events to generate new business.
• Model and train presentation skills through joint calling efforts.
• Provide training and expertise related to tactics within the Workplace Banking strategy. Specifically focusing on HSA growth, Refer a Friend, and financial literacy.
• Actively participate in training new acquired bankers through mergers and acquisitions.
Sales Process/Sales Coaching
• Manage individual and market/region pipeline of new business including: Calls, Decision Maker Appointments, Onsites, Recurring Visits and new business generated. Coach team members on the sales funnel, promoting the optimal level of activity and pull through to results.
• Maintain and communicate results through sales reports (i.e. % of First Direct accounts opened, portfolio performance, cross-sell, etc.).
• Motivate teams by providing consistent recognition to top performers.
• Collaborate with other Workplace Banking Representatives to share best practices and promote consistent growth throughout the footprint.
• Develop and manage campaigns to increase sales activities.
Requirements
Position Requirements:
Education - High School diploma or equivalent (GED).
Experience - Three (3) or more years of related business-to-business sales experience.
Other - None.
Preferred Requirements:
Bachelor’s degree.
Retail banking experience.
Bank-at-work program experience.