Personal Banking Officer (Lending Specialist)

Scope of Position

The Personal Banking Officer is the lead role involved in outbound, banker-initiated contact of members using in branch renewal lists, branch and marketing lead lists. The focus of this role is to contact and meet with designated members in an effort to understand and meet their overall banking needs, consolidate share of wallet and refer to more senior bankers. Sales are driven by appointments generated from the pro-active calling and up selling of referrals that have been provided by other sales professionals.

Contributes to meeting team sales plan and related activities through effective assessment of member financial needs. Provides product and service solutions (of medium to high complexity in both credit and investment) through effective interviewing and probing, delivering financial advice designed to satisfy the member's total financial needs. Recognizes and acts on referrals and sales opportunities and maintains relationships with business partners to optimize business opportunities and referrals.

Major Responsibilities

• Contribute to the growth and on-going maintenance of the business and community portfolio
• Source, receive, investigate, and analyze requests for products from a variety of sources, including individual accounts, commercial accounts, non-member/client business entities, Associations, Co-Operatives, Not-for-Profit organizations, direct and indirect competitors
• Manage Alterna's business relationships including commercial accounts, Co-Operatives, Not-for-Profit organizations.
• Meet sales targets by delivering products and services that puts the member's needs first.
• Proactively promote/sell and deliver a full range of banking products and services to meet our member's needs.
• Follow sales and service model by attending and actively participating in branch meetings, huddles, initiatives and campaigns.
• Maximize sales opportunities by using effective sales interviewing skills that uncover longer term financial member needs.
• Provide financial advice to members with investment/credit needs requiring moderate financial solutions, using Alterna's financial calculators.
• Acquire and refer potential high value member relationships to internal and external partners.
• Maintain a working knowledge and understanding of all products and services we offer and keep up to date with procedural changes.
• Understand and apply risk-based pricing models and use rational pricing discretion to ensure every customer is profitable.
• Use sales and service tools to support member interactions
• Develop and implement a proactive member call plan.
• Follow through on self generated sales and retention leads.
• Follow through on referrals from other internal staff.
• Identify and set personal development plan and complete activities set in plan.
• Actively participate in regular coaching sessions.
• Compliant with anti money laundering guidelines
• Perform other duties as assigned.

QUALIFICATIONS

Education / Certification / Experience

• Post secondary education combined with 3 years related experience in a financial institution or an equivalent combination of education and experience
• Proven track record in sales
• Experience in providing credit solutions

Knowledge / Skills

• Above average knowledge and skills as relates to: analytical and inter-personal skills, general business knowledge, and mathematical aptitude
• Detailed working knowledge of investment and good knowledge of lending and mortgages sufficient to analyze member's needs, explain features and benefits and place the product for the members
• Sound knowledge of various computer applications such as Excel, Word etc
• Good knowledge of the sales process and strong communication skills to interview effectively to uncover member needs
• Good problem-solving skills sufficient to identify, analyze and resolve complex member issues/problems
• Solid negotiation skills to deal with member solutions and sales

COMPETENCIES

• Member/Client Centricity-Builds positive member relations
• Continuous Learning & Agility-Seeks to improve and maintain personal effectiveness in high demand situations
• Teamwork-Contributes positively as a team member
• Achievement Orientation-Continually improves personal performance
• Adaptability-Adapts ones work to a situation and a variety of changes
• Decision Making & Problem Solving, makes decisions and solves problems by interpreting policies and guidelines
• Impact & Influence-Adapts rationale to influence others
• Initiative-Addresses imminent issues or opportunities
• Sales Process-Applies Alterna's sales principles
• Professional/Technical Expertise-Demonstrates in-depth knowledge as relates to the job's role

About Alterna Savings

Alterna Savings and Credit Union Limited (Alterna) has been the good in banking™ for over 115 years. Alterna is made up of Alterna Savings and Credit Union Limited and its wholly owned subsidiary, Alterna Bank.

As the first full-service, member-owned cooperative financial institution outside Quebec, Alterna Savings shares its expertise with over 210,000 members through a network of over 40 branches across Ontario, as well as call centre and digital channels. Members and customers also benefit from an industry-leading online brokerage and investment management services.

Working at Alterna

We are incredibly proud of our corporate culture of Integrity, Respect and Collaboration, where everyone works together towards a common goal; the financial wellbeing of our employees, members and customers. This commitment has earned us several prestigious employer awards, including the National Capital Region's Top Employers award for eight years running.

* Although we appreciate all applicants, preference will be given to candidates who most closely meet the qualifications, key skills, and competencies outlined above.

* Alterna is compliant with the Ontarians with Disabilities Act. If you have a disability, please contact our Recruitment Team and let us know how we can accommodate you.