Personal Banking Officer

Scope of PositionThe Personal Banking Officer is the lead role involved in outbound, banker-initiated contact of members using in branch renewal lists, branch and marketing lead lists. The focus of this role is to contact and meet with designated members in an effort to understand and meet their overall banking needs, consolidate share of wallet and refer to more senior bankers. Sales are driven by appointments generated from the pro-active calling and up selling of referrals that have been provided by other sales professionals. Contributes to meeting team sales plan and related activities through effective assessment of member financial needs. Provides product and service solutions (of medium to high complexity in both credit and investment) through effective interviewing and probing, delivering financial advice designed to satisfy the member’s total financial needs. Recognizes and acts on referrals and sales opportunities and maintains relationships with business partners to optimize business opportunities and referrals. Major Responsibilities Contributes to the growth and on-going maintenance of the business and community portfolio Sources, receives, investigates, and analyzes requests for products from a variety of sources, including individual accounts, commercial accounts, non-member/client business entities, Associations, Co-Operatives, Not-for-Profit organizations, direct and indirect competitors Manages Alterna’s business relationships including commercial accounts, Co-Operatives, Not-for-Profit organizations. Meet sales targets by delivering products and services that puts the member’s needs first. Proactively promote/sell and deliver a full range of banking products and services to meet our member’s needs. Follow sales and service model by attending and actively participating in branch meetings, huddles, initiatives and campaigns. Maximizes sales opportunities by using effective sales interviewing skills that uncover longer term financial member needs. Provide financial advice to members with investment/credit needs requiring moderate financial solutions, using Alterna’s financial calculators. Acquire and refer potential high value member relationships to internal and external partners. Maintain a working knowledge and understanding of all products and services we offer and keep up to date with procedural changes. Understand and apply risk-based pricing models and use rational pricing discretion to ensure every customer is profitable. Uses sales and service tools to support member interactions Develop and implement a proactive member call plan. Follow through on self generated sales and retention leads. Follow through on referrals from other internal staff. Identify and set personal development plan and complete activities set in plan. Actively participate in regular coaching sessions. Compliant with anti money laundering guidelines Perform other duties as assigned. Expectations / Outcomes Meets contact commitments as defined by sales plan Meets sales objective as defined by sales plan Satisfies members short and longer term financial needs of members Identify and duly note any exceptions to policy and procedures when recommending approval for credit QUALIFICATIONS Education / Certification / Experience Post secondary education combined with 3 years related experience in a financial institution or an equivalent combination of education and experience Proven track record in sales CSC or IFIC course completed or obtained within 12 months As part of continuing education enrolled in Financial Planning or other similar type programs Experience in providing credit solutions Knowledge / Skills Requires above average knowledge and skills as relates to: analytical and inter-personal skills, general business knowledge, and mathematical aptitude Detailed working knowledge of investment and good knowledge of lending and mortgages sufficient to analyze member’s needs, explain features and benefits and place the product for the members Sound knowledge of various computer applications such as Excel, Word etc Good knowledge of the sales process and strong communication skills to interview effectively to uncover member needs Good problem-solving skills sufficient to identify, analyze and resolve complex member issues/problems Solid negotiation skills to deal with member solutions and sales