Business Development Manager – Agriculture, Central and/or Southern Alberta

Job title: Business Development Manager – Agriculture, Central and/or Southern Alberta

Job description: Description :

If you’re passionate about your community, adore making an impact, thrive in a fast-paced environment and want to make a difference, then we’re looking for you! When you join our team, you’re joining an organization with deep roots, big ideas, and a commitment to doing what’s right. We work as one connected team, and value thinking big, acting local, taking charge, and making things easy.

We look for people who:

• Share our values
• Enjoy having honest conversations, about real things, as real people
• Believe that creating great experiences is totally within their control
• Build positive relationships and an understanding of what people’s needs are
• See solutions and possibilities (not problems!)
• Are simply outstanding at what they do

Key Accountabilities:

• In collaboration with the VP, Agriculture develops, monitors, and adjusts annual sales plans to assess the opportunities to accelerate growth/expansion.
• Generates new agriculture business and leads by seeking out opportunities through research, networking in the community and developing relationships.
• Refers leads to advisors for underwriting and relationship management according to the preferred location of the prospect’s geographic area
• Conduct interviews with members and pre-members; through effective analysis, identify lending needs and cross-sell relevant credit union products (including insurance services).
• Partners with appropriate sales teams including consumer & concierge, automotive finance, corporate & commercial, wealth management and others to provide/solicit referrals as appropriate.
• Provides mentorship and advice to sales staff in all lines of business involved to foster increased referrals and a higher level of expertise and confidence
• Provides business financial counselling and information to prospects on loan services and deposit products offered through the credit union; understands and uses knowledge of member’s financial condition to effectively position the value of products and services.
• Achieves and/or exceeds individual/divisional targets for sales and referrals as mutually agreed upon in the annual performance cycle.
• Builds collaborative working relationships with advisors, business development managers, marketing staff and other managers to increase sales opportunities and maximize revenue for the credit union.
• Reviews Risk Management policies and procedures on an annual basis.

Experience and/or Educational Requirements:

• 7 – 10 years experience in agriculture banking.
• 4 – 6 years experience in managing accounts.
• Completed a relevant certificate, diploma, degree or designation program.
• An equivalent combination of education and experience may also be considered.
• Prior experience in managing a sales territory is an asset with a proven sales track record.

Skills and Competencies:

• Strong computer skills in Microsoft Office applications and willingness to learn other programs.
• Excellent communication and negotiation skills.
• Excellent organizational and multi-tasking skills.
• Superior critical thinking and problem-solving, and leadership skills.
• In-depth knowledge of the local market conditions, including commercial and Ag trends
• Excellent understanding of competitors’ products and services.
• Excellent business development skills.

Internal Education:

• CFCU Commercial Credit curriculum through EDHQ – 6 modules
• Newgen LOS modules

Moody’s Analytics / Omega Performance Learning Solutions

Mandatory:

• Business Lending Fundamentals
• Problem Loans
• Agribusiness Lending

May be required, depending upon experience:

• Collaborative Small Business Conversations
• Effective Credit Conversations
• CUMIS Foundations of Business Lending
• Financial Accounting for Lenders

CuSource Education which may be required, depending upon experience:

• Ag 101: Dairy
• Ag 101: Beef
• Ag 101: Crops
• Ag 101: Poultry
• Ag Lending Case Study 1: Horticulture Operation
• Ag Lending Case Study 2: Dairy Operation
• Ag Lending Case Study 3: Hog Operation
• Ag Lending Case Study 4: Mixed Grains and Beef Operation
• Ag Lending Case Study 5: Grains and Oilseeds Operation

Proficiency Requirements:

Enabling Member Experience

Shows a passion for Alberta Producers, with expertise in agricultural business structures, and resourceful in surrounding themselves with an internal/external network of expertise and resources (e.g. Industry experts, AFSC, FCC etc..) and developing in their ability to accurately anticipate contingencies to estimate timelines to exceed member expectations. Embraces 1:1 connection time with the leader, viewing it as an opportunity to collaborate on challenges and determine the growth potential.

Business Acumen

Deepening knowledge of stages of business development, including pre-start up, start-up, and early stages of growth. Expert understanding of their local marketplace, including industries, competitors, key players in the value chain (e.g. suppliers and markets etc.) with broad business knowledge. Skillfully deciphers which deals are worthy of taking, based on the operations’ strengths and opportunities, seeking insight from their leader and peers when uncertain. Building a positive reputation within the community by attendance and participation in community events and associations to garner future referrals. Brings intention to their priorities for the week, day etc. Consistently leverages reporting and systems to proactively manage their time and structure their work, meetings, and decisions to run their business like a franchise.

Banking Expertise

Strong understanding of product recommendation and consistent adherence to CFCU policy, legal requirements, compliance requirements and risk for a broad range of industries. Strong awareness of holistic product offerings, product application process flow, and required documentation to expedite transparent approval processes. Seeks insight and expertise from leaders and partners when needed. Consistently leverages internal tools, systems, and resources to seek answers and efficiently serve members. Expert in member tools and systems. Able to explain the use and benefits to members, seeking support, if required. Strong ability to analyze a member’s financial story, including a holistic view of financial solutions to support their business (i.e. not just credit). Intermediate understanding of financial statements, income verification, ratios (working capital, debt to equity, debt servicing capacity), and the 5 C’s of credit to build a solid understanding of determining a quality application. Promotes money movement and money management solutions for members and facilitates introductions to partners across CFCU (e.g. Business Solutions, C&C, Wealth).

Interpersonal Communication

Always fully present, connecting, understanding, and listening in connections with others. Developing their level of self & other awareness (i.e. noticing and responding effectively to a member’s circumstances, mood, and values while remaining fully present, confident and humble as they balance potentially competing stakeholder priorities). Cultivating positive relationships with internal partners and developing their ability to effectively translate between internal partners and members to tell and support a story. Proactively seeks support and insight and offers knowledge and experience to those less experienced peers.

Growth Mindset & Adaptability

Takes ownership and accountability for their own (un)learning, including staying current with information, tools and resources to become proficient in their role. Seeks guidance and pursues growth opportunities and experiences towards their professional practice. Adopts advances in policy, procedure or technology aiming for early adoption and utilization and provides constructive feedback on improvement opportunities. Seeks best practices from experienced peers to enhance professional practice and member experience.

Qualified applicants are invited to apply online.

We thank all applicants for their interest. Please note applications will only be accepted online and only those applicants under consideration will be contacted.

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