Client Relationship Specialist

4 weeks ago

Mississauga, Ontario, Canada Alterna Savings Full time

Position Overview

The Client Relationship Specialist plays a pivotal role in initiating proactive outreach to members, utilizing branch renewal lists and marketing leads. This position is centered on engaging with designated members to assess and fulfill their comprehensive banking requirements, enhance wallet share, and refer them to senior banking professionals. Success in this role is driven by the appointments generated through proactive outreach and the effective promotion of referrals from fellow sales team members.

This role contributes significantly to achieving team sales objectives through a thorough evaluation of members' financial needs. It involves providing tailored product and service solutions, which may range from moderate to high complexity in both credit and investment areas, through effective interviewing techniques and insightful financial advice aimed at addressing the members' overall financial aspirations. The specialist will recognize and act upon sales opportunities while fostering relationships with business partners to maximize referral potential.

Key Responsibilities

Aids in the growth and ongoing management of the business and community portfolio. Sources, investigates, and analyzes product requests from diverse origins, including individual and commercial accounts, as well as non-member entities. Oversees business relationships, including commercial accounts and non-profit organizations. Achieves sales targets by prioritizing the needs of members through product and service delivery. Actively promotes and sells a comprehensive range of banking products and services tailored to member needs. Engages in branch meetings and initiatives to align with the sales and service model. Maximizes sales potential through effective interviewing that uncovers long-term financial needs of members. Provides financial guidance to members with investment and credit requirements, utilizing financial calculators. Identifies and refers potential high-value member relationships to internal and external partners. Maintains an up-to-date understanding of all products and services offered, along with procedural changes. Applies risk-based pricing models to ensure profitability for every customer. Utilizes sales and service tools to enhance member interactions. Develops and implements a proactive member outreach plan. Follows up on self-generated sales and retention leads. Pursues referrals from internal staff. Establishes a personal development plan and engages in related activities. Participates actively in regular coaching sessions. Adheres to anti-money laundering regulations. Performs additional duties as assigned.

Performance Expectations

Meets contact commitments as outlined in the sales plan. Achieves sales objectives as defined in the sales plan. Addresses both short-term and long-term financial needs of members. Identifies and documents any exceptions to policies when recommending credit approvals.

Qualifications

Education / Certification / Experience

Post-secondary education combined with three years of relevant experience in a financial institution or an equivalent combination of education and experience. Demonstrated success in sales. Completion of CSC or IFIC course, or attainment within 12 months. Enrollment in Financial Planning or similar continuing education programs. Experience in providing credit solutions.

Knowledge / Skills

Requires above-average analytical and interpersonal skills, along with general business knowledge and mathematical aptitude. In-depth knowledge of investment products and a solid understanding of lending and mortgages to effectively analyze member needs and articulate product features and benefits. Proficient in various computer applications, including Excel and Word. Strong understanding of the sales process and effective communication skills to uncover member needs. Excellent problem-solving abilities to identify, analyze, and resolve complex member issues. Strong negotiation skills to facilitate member solutions and sales.

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