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National Sales Director

4 months ago

Lansing, United States Community Choice Credit Union Full time

Purpose & Core Values

The primarypurpose of any position is to assist Community Choice Credit Union to live out our purpose: we believe in helping our neighbors achieve the life they desire. A key component of this purpose is to provide outstanding service to both internal and external members by living our core values.

Position Summary

The National Sales Director is responsible for revenue generation, growth and effective management of our high performing sales team and Credit Union Service Organization partnerships. This position will work alongside our CLRO, VP of Lending and CUSO partners on the development of sales goals, accountability, and deepening member relationships. This role will attend and organize, along with marketing, community development and networking activities. Creation of business plans for new markets detailing financial resources, staffing, and marketing plans. Development of a sales culture that includes wholistic conversations and cross referrals to drive deep member relationships and diversity for the longevity of the credit union. Responsible for identifying and growing markets, setting goals and coaching teams to attain targets and growth.

Core Competencies

· Core Values:

o Committed: We are committed to serving Michigan guided by the principles that underlie the credit union movement of service, integrity, and respect for every human being.

o Charitable: We Give Big every day to our membership, our communities, and each other. We are dedicated to supporting Michigan by giving our time and services to the communities we serve.

o Credible: We are our Members’ trusted financial advisors; each Team Member plays an integral role in the well-being of our Members’ financial lives and the success of Community Choice Credit Union.

o United: We are a Team. We unite to achieve success, celebrate success, and continually improve the service we provide to our members, our communities, and each other.

Position Competencies

1. Decision Making/Judgement: Gathers enough information to allow a trustworthy assessment of risks and benefits of alternative approaches in any decision. Stays focused on objectives and considers both the short-term and longer-term impact of decisions and keeps objectives in mind throughout the process.

2. Leadership: Articulates a vision that others choose to follow. Models behaviors expected of others and inspires others to undertake challenging tasks and projects.

3. Execution: Recognizes problems and responds, systematically gathers information, sorts through complex issues, seeks input from others, addresses root cause of issues, makes timely decisions, can make difficult decisions, uses consensus when possible, communicates decisions to others. Develop products and services that consistently meet members’ expectations. Put decision-making authority close to the front lines so team members can respond quickly to changing market conditions. Constantly strive to eliminate all forms of excess and waste; improve productivity at a rate that is roughly twice the industry average.

4. Role Mastery of Essential Duties: Able to perform essential duties as outlined in job description. Contributes productivity and value within role. Is willing to learn and improve performance.

Onboard new team members for new markets. Set metrics and measure outcomes. Coach to attain desired results. Ensure teams receive needed professional development and are highly skilled and sales focused in all sales initiatives including Mortgages, Cash Management, Choice Cash Services and Investment Services. Maintain a culture of driving deep member relationships through cross referrals to other areas of the credit union (consumer, home equity, mortgage, investment services, CU Trust, TruTreasury, etc). Set referral goals, recommend incentives to promote behaviors, monitor progress and measure quantifiable results. Coach to behaviors, performance and achievement. Collaborate with Marketing to create annual marketing plans for each area of responsibility and to ensure effective execution and messaging via all channels. for each of the sales areas to educate existing members, attract new members and drive volume and sustained growth. Create digital roundtable discussions to educate members and prospects on mortgages, business, cash management and cannabis offerings. Plan and execute chamber, community, and other events to promote the credit union. Ensure appropriate credit union representation and collaborate to fulfill the needs of the event including team members, signage, giveaways, and specific sponsorships. Track resources allocated and specific successes achieved as a result of the investment made. Promote a sales culture within the team by setting production and other goals, specifying sales activities, monitoring progress, coaching to performance and holding team members accountable. Collaborate with other CCCU leaders and internal partners with a goal of preparing and leading the credit union into the future. Serve as a subject matter expert for organizational and departmental projects as requested. Utilize various resources and data to Identify potential new markets and prepare recommendations for expansion. Responsible for setting and achieving growth metrics in different markets. Grow the Choice Cash Services (cannabis) program. Drive market growth in Michigan and beyond as allowable. Research the next best markets and recommend detailed plans for expansion. Hold teams accountable to turnaround times and services standards to maintain competitive in the market and convenient and accessible for members. Responsible for teams’ education and adherence to lending regulations, CCCU's Lending Policies and Guidelines. Ensures all State and Federal regulations are adhered to. Ensure growth meets the risk appetite of the credit union and act when necessary to minimize risk. Act on exit strategies when assigned. Recommend pricing, fees and features that will attract volume while preserving margin and fee income and other income for the credit union. Work with several CUSO partners. Collaborate on annual goal planning. Meet regularly to discuss progress, identify gaps and opportunities. Stay informed of CUSO processes and changes that could positively or adversely impact production. Keep the team well informed and work to clear their path of any hurdles. Ensure that teams and CUSOs work fluidly, cross-sell and serve the members wholistically. Build relationships with centers of influence including CPAs, attorneys, and brokers to drive referrals. Hold internal and external business partners accountable to ensure communications are open, honest, and professional while driving for desired results. Manage frequent change and growth. Maximize the use of the Member Relationship Management (MRM) platform to understand members needs and interactions with the credit union. Use data to target specific members to meet their needs. Identify opportunities for market expansion and new member acquisition. Develop partnerships and collaborations to increase the credit union's visibility and reach. Job Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability necessary for this position.

Remote Work Eligibility

Position is fully eligible for a Hybrid Work Arrangement

Reasonable Accommodations

The physical and mental demands are representative of those that must be met by an employee to successfully perform the essential functions of their job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential job requirements, physical demands and do so within our work environment.

Education

Bachelor’s Degree required.

Experience

5-7 Years sales experience with proven results.

5-7 Years similar or related sales mangement experience.

5-7 Years financial industry experience.

Skills & Abilities

Multi-task oriented and high level of flexibility.

Ability to plan, organize, execute as well as manage people, processes, and priorities.

Financial services knowledge.

Future focused thinking Knowledge of a wide range of lending and financial services products/services (cash management, cannabis related businesses, mortgages). Ability to create and execute sales plans, forecasts, budgets, lead, drive results and achieve desired performance. High level of market knowledge, research skills and sales plan development. Ability to develop highly skilled teams and team members. In-depth knowledge of selling strategies and methods, as well as employee motivation techniques. Strong working knowledge of the credit union’s products and the market. Excellent leadership, communication, interpersonal and customer service skills

Mental Demands

The team member must be able to read and interpret documents or instruments, understand and/or follow complex written and oral instructions, make decisions, recall multiple policies or procedures, resolve problems or unique circumstances in a timely and efficient manner, be able to express oneself clearly and/or concisely, perform mathematical functions, and handle multiple, concurrent tasks. Must be able to remain professional at all times.

Physical Demands

While performing the duties of this Job, the employee is regularly required to talk or hear. The employee is frequently required to sit and use hands to finger, handle, or feel. The employee is occasionally required to stand, walk, reach with hands and arms and stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 25 pounds.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually moderate.

General Statement

The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, skills, or working conditions. #J-18808-Ljbffr