Job Description:

Overview:

Provides leadership and planning to develop new business. Acts as the liaison between internal and member facing teams. Successfully builds and preserves trusting relationships by effectively managing assigned book of business. Achieves portfolio growth through one-on-one counseling, onsite events, networking, marketing campaigns and referrals in the community and other locations. Identifies emerging markets and market shifts while being fully aware of new products and competition status. Participates alongside Membership Development Relationship Manger II to offer Financial Wellness Programs that provides a wide range of virtual and in-person financial educational seminars, webinars, one on one consultations, and gamification campaigns aimed at helping employees of assigned groups live more confidently, and encouraging preventive methods to avoid budgeting pitfalls.

Duties and Responsibilities:

• Strategically develop and manage territory of assigned prospective member companies through advanced segmentation, qualification and prioritization to meet or exceed monthly and quarterly pacing targets to achieve new member revenue goal.
• Identify, foster and leverage relationship building strategies with employers among VACU’s field of membership to grow and deepen positive participation, and capture additional opportunities within existing groups.
• Demonstrates the ability to be a strategic thinker and work with sales and marketing teams to develop sales plans that expand VACU’s member base and ensures its strong presence with assigned book of business.
• Moves tier groups to the next level of portfolio performance. Generates Incremental increase of assigned book of business determined by organization
• Spends 50% of their time exploring sales opportunities for new member acquisitions and strengthening book of business
• Proactively reaches out to the high-value prospects who are dormant and leads that are slow to respond
• Establishes multiple processes that fit each segment of groups to provide more quality engagement
• Monitors book of business performance and schedules regular meetings with decision makers to provide recommendations and ensure relationship satisfaction. Analyze data to find the most efficient sales methods and trends
• Cultivates book of business using VACU’s CRM platform to facilitate sales, relationship contact management, tracking plans and activities and reporting results
• Targets existing members and gap in assigned groups for up-sell or cross-sell product growth opportunities
• Demonstrates ability to professionally and effectively communicate in person, by phone, email and through other channels and in compliance with applicable regulations and requirements
• Actively involved in one or more local chambers or boards
• Work diligently to meet sales and book of business growth through collaboration with internal teams
• Actively participates as a member of the team toward the completion of goals and a positive work environment
• Proactively seeks new business service leads and opportunities in the market. Refer new memberships, accounts, loans, and other new services to branches, contact center or other VACU partners to further assist individuals
• Develops, maintains and demonstrates effective knowledge of VACU products and services, personal finance topics, credit union/banking industry and current events. Committed to continuous education and training through workshops, certifications, seminars, and conferences, and uses newly gained knowledge.
• Ensures information shared verbally and through marketing and educational materials and online methods comply with applicable regulations and VACU’s standards
• Complies with all published enterprise level policies and procedures including, but not
  
  

limited to, Risk Management policies

• Completes all required, ongoing enterprise level training including, but not limited to BSA, OFAC, and Information Security
• Reports all Risk Management Policy violations in accordance with policy
• Other duties may be assigned and required by the supervisor
  
  

Prerequisites for Job:

Knowledge:

• Knowledge of needs-based sales and business development principles and techniques is preferred
• Knowledge of financial products and services is a plus
• Knowledge of inside sales in an automated sales environment with accurate entry and management of lead data in a CRM system is required
• Knowledge in a business to business sales environment and identifying Business Services opportunities.
• Applies some advance skills to the positions.
• May adapt procedures, processes, tools, and techniques to accomplish the requirements of the position.
  
  

Skills:

• Effective strategic prospecting skills and decision making to prioritize groups
• Proficient in rapport building
• High qualification questioning skills
• Proficient in objection prevention and handling
• Strong acquisition and closing techniques
• Proficient post-sale relationship management
• Effective at devising plans for new businesses
• Strong proficiency in written and verbal communications, public speaking and presentation skills
• Effective interpersonal, networking and needs-based sales skills
• Satisfactory computer skills, including proficiency using Microsoft Office applications
• Proficiency with sales management software applications preferred
  
  

Abilities:

• Ability to develop successful working relationship with others and is a team player.
• Ability to demonstrate incremental growth of low performing book of business
• Ability to relate to listen well, apply best practices, communicate VACU’s brand effectively with administrators and employees in diverse organizations
• Demonstrates initiative and enthusiasm
• Ability to handle multiple priorities in a high-volume, fast-paced work environment while being attentive to details
• Ability to work flexible hours (including occasional evening and weekend hours) and travel out of town occasionally
  
  

Minimum Education and Experience:

• Bachelor degree in business or related field. Sufficient experience demonstrating proficiency and results in areas of responsibility may substitute for educational requirements
• Experience and proven results in needs-based sales and business development
• Demonstrated experience with public speaking and making presentations
• Demonstrated experience with outside sales and with marketing financial services preferred
  
  

Physical Requirements:

• This job requires the ability to sit and stand for long periods of time.
• This job requires occasionally lifting up to 20 pounds and/or up to 10 pounds frequently.