Job Description

Job Description

Job Description

Purpose:

Responsible for attaining and creating value for A+ quality prospects and customers at premium pricing, while acquiring the total relationship, and securing referrals to more customers just like them. Deepening the relationship of the assigned portfolio with more cross-sales by applying the approved company sales process with impeccable execution.

Critical Drivers:

• Strategic planning meetings with a Top 100 Customer per quarter
• Monthly COI Engagement
• Maintaining Portfolio of Past Due Loans
• Pre-call Plan, Money, and Pain Ace Completed/Obtained

Precise Role, Task, and Responsibilities:

1. Arrange at least one yearly client onsite to add value using the level 4 USP process at least four months before the renewal.
2. Attend and participate in all weekly sales meetings.
3. Write out a pre-call plan for every client before their renewal meeting to optimize upsells and assure premium pricing.
4. Turn in quarterly “manager report” to identify any client at risk of being lost or any that are unhappy, along with actions already taken and planned subsequent actions.
5. Make recommendations to top 100/1000 list by the 15th of each month to the Team Lead with supporting reasons for additions, upgrades, deletions, and downgrades, keeping the list based on psychographics/firmographics —not recency.
6. Come prepared to the sales meeting to support every ace on every new loan in progress as well as renewals and to ask for specific help in a sales stage on any deals that are stalled or in jeopardy.
7. Bring all supporting documentation for aces on any top 1000 prospects in the sales.
8. funnel into the sales meeting.
9. Move all from sales funnel to parking lot who do not have a new Ace in last 2 weeks and make sure each has a next action date scheduled.
10. Make sure there are detailed notes to justify ACES in the CRM on every prospect in the sales funnel.
11. Fully apply all Profit-Rich Sales™ process elements on every renewal call, including securing all aces, going negative, handling stalls, etc.
12. Review and call past-due customer list every two weeks and report to CLO & Loan Ops the following action steps, updating the plan weekly and making it easily visible for the CCO.
13. Execute all compliance documentation on time and with 100% accuracy.
14. Present call/sales process plan for all referrals from customer to sales manager each quarter
15. Complete accurate input of all client and prospect interactions into the CRM by end of day Wednesdays
16. Meets or exceeds standards of performance for Loan Officers including but not limited to sales goals, quality goals and other standards as established by leadership.
17. Participates in community activities to increase bank visibility.
18. Participates in marketing activities to promote consumer, mortgage business and Bank products.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

Organization Overview:

German American State Bank was chartered on January 21, 1907, and prides itself as being one of the oldest community banks in the state of Illinois. German American State Bank is committed to serving its communities of German Valley, Seward, Pecatonica, Winnebago, and Belvidere with products and services to help achieve the financial goals of our customers. German American State Bank has grown from a single branch to now operating four full-service locations by opening its second branch in Seward in 1983, followed by Pecatonica in 1999, Winnebago in 2005, and a loan production office in Belvidere in 2019. In 1986 with a foreword vision of the future of banking, German American State Bank and State Bank of Davis merged to form Foresight Financial Group, a multi-bank holding company. In addition to German American State Bank and State Bank of Davis, the holding company is also made up of State Bank Freeport, Northwest Bank of Rockford, and Lena State Bank.

Physical Demands and Work Environment:

This job operates primarily in a clerical office setting. This role routinely uses standard office equipment such as computers, phones, copy machines, filing cabinets and fax machines. The physical demands described here are representative of those that must be met by a Team Member to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This position requires manual dexterity. The Team Member must be able to legally operate a motor vehicle and travel to designated locations. While performing the duties of this Job, the Team Member may be required to sit or stand for extended periods of time.

Competencies:

Customer Service: Customer focused, completing work efficiently, focused on the impression of customers and employees. Responds promptly to customer needs and requests.

Business Acumen/

Financial

Management: Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.

Business Development: Utilizes networking, product and industry knowledge and customer service skills to achieve and exceed approved budget; proactively initiates new contacts; Uses persistence and persuasion to overcome objections; Upholds highest level of customer satisfaction; Maintains accurate records and submits needed information promptly.

Problem Solving: Identifies and resolves problems in a timely manner; Gathers and analyzes

information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics.

Judgement: Intuitive curiosity to investigate and follow through. Sound decision making abilities, working within the scope of responsibilities and seeking guidance where necessary.

Teamwork: Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Supports everyone's efforts to succeed.

Professionalism: Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Maintains Integrity; Accepts responsibility for own actions.

Technical: Knowledge of business and banking technology and moderate skill level in usage

and promotion of such. Basic understanding of credit analysis and a capacity for assessing and interpreting financial statements. Knowledge of regulatory requirements. A self-user and promotor of technology. PC/Windows and Microsoft Office Product proficiency.

Performance Weightings:

30% Competencies

70% Position Performance Standards and Personal Goals

Qualifications:

Bachelor’s Degree in related business field, minimum 5 years related experience and/or training; or equivalent combination of education and experience. Possess valid driver’s license, reliable transportation and adequate auto insurance.

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