Virtual Relationship Manager (Sales)

General Summary (What is done and why)

Under the direction of the Head of Commercial Sales, the Virtual Relationship Manager (VRM) is responsible for building, growing and maintaining member relationships through digital channels, providing advice driven solutions and ensuring complete member satisfaction. The VRM will get a deep understanding of each member while working with product specialists to help with short- and long-term goals. The VRM will focus on a geography centric portfolio with revenue sizes anywhere between five thousand to twenty million. This position will receive new member acquisitions and will be responsible for successfully onboarding new members. Member communication will consist of Teams, email and telephone.

Essential Functions (Majority of duties, but not meant to be all inclusive or prevent other duties from being assigned as necessary)

1. Assume primary responsibility for each portfolio member ensuring all needs, partner interactions and inquiries are met and completed in a timely fashion. Time:20%
2. Responsible for calling each portfolio member quarterly to understand member needs and offer advise driven solutions. Time:20%
3. Have well rounded conversations with each member and prospect to identify business needs. Time:20%
4. Conduct pre call planning and preparation by utilize sales tools, such as IBIS, to research and understand industry trends, standards and risks. Time:10%
5. Proactively make outbound presentation calls to recommend appropriate business solutions. Time:10%
6. Consult with partners and product experts to meet the business and personal needs of our members. Time:10%
7. Proactively work business relationship referrals to onboard new to credit union members. Time:10%

Education (Minimum education required to perform the duties of this position)

• Bachelor's degree in business-related field or four years of related (business banking/commercial) work experience required.

Experience (Minimum experience required to perform the duties of this position)

• In addition to the education requirement:
• Four years of banking experience required.
• Two years of business banking or commercial sales and product experience.
• Two years of successful sales experience.
• Two years of end-to-end business banking or commercial lending experience, including collecting and analyzing full financials and completing the underwriting process.  
• Proficient in understanding business financials and tax information.
• Capable of adapting to new technology platforms and databases.
• Knowledge of business / banking industry and related functions.
• Knowledge of related computer applications such as Microsoft products, including Word, Excel, Outlook and Power Point.
• Knowledge of Credit Union policies, products and services.

 

Knowledge, Skills and Abilities

(Minimum technical and communication skill levels and licenses/certificates normally required to perform the duties of this position)

• Strong analytical abilities. 
• Strong written and verbal communication.
• Strong interpersonal, organizational and problem resolution skills.  
• Strong knowledge base of FI products, services, features, benefits and pricing.
• Able to meet deadlines and manage projects. 
• Must have reliable transportation and valid driver's license.
• Must be comfortable being on camera at all times.   

Required Competencies

• Innovation Management
• Drive for Results
• Building Effective Teams
• Demonstrates Courage
• Customer Focus
• Integrity and Trust
• Self-Development
• Business Acumen
• Developing Direct Reports and Others
• Managing Through Systems
• Organizational Agility
• Problem Solving

Mental Requirements

• Ability to apply logical or scientific thinking to a wide range of intellectual and practical problems.  Able to deal with very difficult concepts and complex variables.
• Ability to compute discount, interest, profit, and loss; ratio and proportion and percentage.  Able to compute ratios and percentage and to create and interpret financial graphs.  Able to perform very simple algebra.
• Ability to read scientific and technical journals, abstracts, financial reports, and legal documents.  Ability to prepare articles, memos, editorials, journals, critiques and manuals using proper punctuation, spelling and grammar. Ability to prepare and make comprehensive presentations, participate in formal debate, communicate spontaneously (unplanned), and communicate resourcefully before an audience.

Tools and Equipment Used

• All available general office equipment as needed.

• All available computer software and hardware as needed.

Working Relationships/Contacts (Positions with which incumbent has frequent contact)

• Daily, personal/written/phone contact with Credit Union staff.
• Daily, personal/written/phone contact with Credit Union members.
• Periodic personal update meeting with supervisor.

Physical Demands (Physical effort generally associated with this position)

Work involves standing and walking for brief periods of time, but most work is done from a seated position.  There is potential for eyestrain from reading detailed reports and computer screen.  Deadlines, workloads and pressure to achieve goals may cause increased stress levels.

Working Conditions (Typical working conditions associated with this type of work and environmental hazards, if any, that may be encountered in performing the duties of this position)

Internal -- work is normally performed in climate-controlled office environment, where exposure to conditions of extreme heat/cold, poor ventilation, fumes and gases is very limited. Noise level is moderate and includes sounds of normal office equipment (computers, telephones, etc).  No known environmental hazards are encountered in normal performance of duties. Length of day is unpredictable; long hours may be required to accommodate deadlines or special meetings.

External -- Some travel is required.

EOE/Vets/Disability