Director, Credit Union Services
3 weeks ago
The core parts of your role would be to:
Articulate and implement a sales strategy for credit union products and services, identifying, targeting and expanding credit union business relationships and deeper client penetration with existing clients/partners in the credit union system.Responsible for driving profitable revenue growth within the products and services offered to credit unions and cooperatives. Develop and manage relationships with credit union partners, credit union centrals and other centers of influence-to optimize business relationships, referrals and revenue generation. Sophisticated knowledge of the credit union system in Canada, including understanding the provincial and federal regulatory frameworks.Skills and ability to meet and win clients in direct meetings and through broad industry contacts and networks at a senior relationship level.Counsel clients and provide actionable advice and appropriate business solutions at the strategic and operational levels that are relevant to credit unions and deliver value propositions to credit unions for the use of services and products offered by Equitable Bank and Concentra Trust. Develop a rapport to understand and be responsive to credit union client needs.Assist others in the area by mentoring and providing a level of expertise to build stronger relationships, and generate credit union businessUnderstand the products of balance sheet management, and the trust market and its impacts to the credit union systemGather client and market knowledge to identify potential new or enhanced solutions needed by credit union clientsLead credit union client events (webinars, client appreciation events, conferences, etc.) to recognize strong relationships and build engagement with new and existing credit union clientsWork internally with senior leaders across Equitable Bank and Concentra Trust. Preparation of monthly executive style reports, preparation of material for inclusion in Board reports and creation of dashboards using available data and utilizing the data available to hone in on strategic opportunities with new and existing credit union clients.Willing to travel across Canada to build credit union businessDevelop and leverage strong relationships with credit union and related partners to ensure we are constantly delivering the best solutions we have to offer to our customers Lead the Credit Union Services team Coordinate multiple cross-organizational teams of business and product leads focused on building and supporting EQB/Concentra’s sales and product delivery.Increase engagement of the B&C Segment of Credit UnionsLead liaison efforts with business and product leads related to supply chain, pricing, marketing, and customer service to develop and execute plans, which will complement new and existing sales and marketing efforts. Forecasting, financial and demand analysis, negotiation, pricing and distribution recommendations and solid understanding of product knowledge Provide leadership and support to other company leaders in the development of a coordinated approach to credit union services across all departments, business units and lines of defenseSales Strategy and PlanningAlign the sales objectives with overall business strategy through active participation in corporate strategic planning, sales strategy development, sales resource planning and budgeting Analyze sales data to provide accurate targets and forecasts, ensuring projections are in line with operational goals and overall company growth strategy Constantly monitor the competitive landscape and market conditions to identify opportunities, issues, and risks Accountable for effective sales organization designDefine and refine sales process and develop sales playbook for buyer personas within each channelBusiness DevelopmentCapture market share, grow revenues and generate profitable business within all assigned channels and across all product categories Deliver against aggressive monthly, quarterly and annual sales targets Develop and manage planning and execution of all major trade shows, ensuring customer experience is optimized and key sales objectives and revenue targets are met Leverage customer insights to identify business opportunities and strategies; proactively assess, clarify, and validate customer needs and satisfaction by engaging with accounts Collaborate closely with Marketing team to develop collateral materials, sales tools and promotions that drive customer acquisition, retention and growthLet’s Talk About You
Minimum 15 years of relevant experience in sales and sales management including -7-10 years selling experience in the retail and/or wholesale (B2B) sales channelExperience leading changing in a direct sales forceExperience working with a pricing function, leading cross-functional efforts and financial management experienceDegree in Business Administration, Commerce, Economics Knowledge of the financial services industry and the co-operative system, including provincial and federal regulatory environments.Working knowledge of Bank products, services, corporate and business unit strategies, and marketplace positioning.Sophisticated knowledge of financial principles as it pertains to interest rate risk, liquidity, capital and profitability.Strong knowledge of balance sheet managementExpert knowledge of the credit union system and factors impacting liquidity and profitabilitySales management experience and success in a multi-channel environmentStrong analytical skills with demonstrated ability to interpret data into actionable itemsExcellent written and oral communication skills; ability to communicate and formally present across all levels of organization, customer base, and outside partiesAbility to write executive level reports and prepare sophisticated presentations Strong business acumen and ability to think and operate cross-functionallySuccess in managing Key Accounts, and deals in the financial services industryProven track record in directing sales activities with superior interpersonal communicationDemonstrated success in setting and achieving aggressive sales targetsExperience leading, supporting and developing a teamWhat we offer [For full-time permanent roles] Competitive discretionary bonus Market leading RRSP match program Medical, dental, vision, life, and disability benefits Employee Share Purchase Plan Maternity/Parental top-up while you care for your little one Generous vacation policy, personal days and even a moving day Virtual events to connect with your fellow colleagues Annual professional development allowance and a comprehensive Career Development program A fulfilling opportunity to join one of the top FinTechs and help create a new kind of banking experienceThe incumbent will be working hybrid and in office time will be spent working from Equitable Bank’s additional office space located at 351 King Street East, Toronto, ON.$0 - $1 a year-
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