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Executive Director of Sales and Marketing

2 months ago

San Diego, California, United States California Coast Credit Union Full time
About the Role

The Director of Business Development and Growth will provide pivotal leadership in steering a dynamic and results-driven team to achieve California Coast Credit Union's (CCCU) growth and revenue objectives. This role reports to the VP of Community Relations & Business Development and is responsible for planning and overseeing the sales goals and sales tracking systems for the Business Development department.

Key Responsibilities:

  • Sales Management: Provide sales support for the Business Development department, the Branch Network, and the Member Service Center (MSC). Manage a sizeable department budget, including sales incentives. Set and analyze sales production goals and product penetration using internal and external data. Conduct monthly audits to ensure progress toward strategic initiatives and goals. Provide sales scripts to Business Development and Branch Network staff to coincide with current CCCU promotions, as specified by VPs, Marketing, COO and/or CEO.
  • Data Analysis and Reporting: Provide detailed statistical reports on market data; sales trends; branch production; and market penetration. Create and update sales tracking procedures and incentive payouts. Monitor and analyze consumer and real estate loan production on a weekly basis. Analyze and provide statistical sales data to include the following reports:
  1. Monthly Sales Statistics
  2. Branch Production Summary
  3. Branch Production vs. Monthly Goals
  4. Branch Production vs. Corporate Goals
  5. Branch Production vs. Annual Goals
  6. Payout Summary for the Business Development department
  7. Monthly Sales Stars (i.e., high-performers)
  8. Individual Cross Sales Ratio
  9. Monthly Top Production by Branch
  10. Products of the Month
  • Review monthly SEG reports for new member penetration and loan production portfolios to evaluate variances, and present a monthly narrative report to VP, Community Relations & Business Development.

Team Leadership:

  • Provide regular coaching to all Business Development team members to ensure effective oversight of the team. Conduct regular team reviews and audits to ensure sales goals are met. Conduct monthly sales production meeting with VP, Community Relations & Business Development. Attend 2-3 Member Days per month. Conduct weekly Sales Meetings with the entire team. Attend Branch Manager meetings to discuss sales production, branch staff recognition, and sales coaching.

Requirements:

  • Requires a four-year degree in Marketing, Business or related field or 8 years of financial institution (bank or credit union) experience, with at least 5 years in management.
  • Must possess exceptional verbal/written communication skills. Requires Sales/Marketing knowledge and experience in financial institution products. Must have strong public speaking skills necessary for conducting presentations in a manner that exudes professionalism and competency.
  • Extensive knowledge in Consumer and Real Estate lending process to include credit reports, loan structuring and funding process. Must be able to assist Branches and Business Development team members with loan applications and inquiries to gain approval status.
  • Strong and continuously evolving knowledge of economic, financial, market, and other risk factors impacting sales regions, with the ability to identify trends that lead to enhanced productivity.
  • Intermediate to expert-level of proficiency in Microsoft 365 (Word, Excel, Power Point, Outlook) required.
  • Must be team-oriented, independent, innovative, creative, organized and capable of managing multiple tasks, meeting deadlines as well as setting individual day-to-day priorities. At the same time must demonstrate the core values of personalized, caring service to internal and external members.
  • Experience with Symitar operating systems, sales automation, CRM utilization, and branch experience preferred.
  • Ability to interact effectively with co-workers, understand and follow policies and procedures, accept constructive feedback, and lead and manage others.