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Client Relationship Manager
3 months ago
Position Overview
The Client Relationship Manager plays a pivotal role in initiating proactive outreach to members, utilizing branch renewal lists and marketing leads. This position emphasizes understanding and addressing the comprehensive banking requirements of members, enhancing wallet share, and facilitating referrals to senior banking professionals. Success in this role is driven by appointments established through proactive engagement and the promotion of referrals from fellow sales experts.
This role is essential in achieving team sales objectives and related initiatives through thorough assessment of members' financial needs. It involves delivering tailored product and service solutions, which may range from moderate to high complexity in both credit and investment sectors, through effective interviewing techniques. The Client Relationship Manager identifies and capitalizes on sales opportunities while nurturing relationships with business partners to maximize business potential.
Key Responsibilities
Contributes to the growth and ongoing management of the business and community portfolio. Sources, evaluates, 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 in 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 adhere to the sales and service model. Optimizes sales opportunities through effective interviewing that uncovers long-term financial needs of members. Provides financial guidance to members with investment and credit needs, utilizing financial tools. 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, adapting to procedural changes. Applies risk-based pricing models and exercises sound pricing discretion to ensure profitability. Utilizes sales and service tools to enhance member interactions. Develops and executes a proactive member outreach plan. Follows up on self-generated sales and retention leads. Pursues referrals from internal staff diligently. Establishes and tracks a personal development plan with set activities. Actively engages in regular coaching sessions. Complies with 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 effectively. Identifies and documents any policy exceptions 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 equivalent within a specified timeframe. Enrollment in continuing education programs related to Financial Planning or similar fields. Experience in providing credit solutions.Knowledge / Skills
Requires strong analytical and interpersonal skills, along with a solid understanding of business principles and mathematical proficiency. In-depth knowledge of investment products and a good understanding of lending and mortgages to assess member needs effectively. Proficient in various computer applications, including Excel and Word. Strong communication skills to effectively interview and uncover member needs. Excellent problem-solving abilities to identify and resolve complex member issues. Solid negotiation skills to facilitate member solutions and sales.