POSITION SUMMARY: Responsible for driving significant new deposit and treasury management business throughout the State of Maine, with a concentration in the greater Bangor region. This is a business-development and deposit-production-focused position with primary accountability for prospecting, originating, closing, and expanding high-value deposit relationships with municipalities and other governmental entities, nonprofit organizations, and commercial businesses. The Senior Deposit & Government Banker is expected to maintain an active calling program and disciplined prospect pipeline sufficient to achieve annual new deposit production goals of $50.0 million in Year 1, $75.0 million in Year 2, and $100.0 million annually beginning in Year 3. The position is accountable for generating new-to-Bank relationships and expanding existing relationships through proactive market development, referral generation, centers of influence, direct calling, networking, and relationship-based selling. The Senior Deposit & Government Banker will identify opportunities for deposit and Treasury Management Services and coordinate with internal partners to deliver appropriate client solutions.
RESPONSIBILITIES:- Achieves annual new deposit production of at least $50.0 million in Year 1, $75.0 million in Year 2, and $100.0 million annually beginning in Year 3.
- Maintains primary accountability for new business generation, with the majority of time devoted to external prospecting, calling, networking, referral development, and direct sales activities.
- Develops and maintains a robust pipeline of qualified deposit prospects sufficient to support annual production expectations.
- Establishes individual calling and prospecting plans targeting municipalities and other governmental entities, nonprofit organizations, commercial businesses, and other organizations with meaningful deposit and Treasury Management needs.
- Proactively develops new-to-Bank relationships rather than relying primarily on referrals or inbound opportunities.
- Builds and maintains a network of centers of influence and referral sources capable of generating qualified business opportunities.
- Conducts regular prospect meetings and advances opportunities through a disciplined sales process from identification through proposal, closing, onboarding, and relationship expansion.
- Develops targeted sales strategies to expand existing relationships and secure new governmental, nonprofit, and commercial deposit clients. Prepares and presents requests for proposals and coordinates implementation of new products and services with the Treasury Management Services Support Team.
- Identifies opportunities to deepen relationships through operating deposits, treasury management services, cash management, remote deposit, online and mobile banking, and other appropriate Bank solutions.
- Maintains accurate pipeline reporting, including prospective deposit balances, probability of closing, expected close date, next action, and actual production.
- Regularly reports business-development activity, pipeline progression, deposit production, wins and losses, and performance against annual goals to leadership.
- Partners with Banking Centers, Treasury Management Services, Commercial Banking, and other appropriate business lines to identify and convert deposit opportunities.
- Works closely with the Treasury Management Services Support Team to onboard new client deposit accounts, provide an exceptional client experience, and identify additional products and services that may benefit the client.
- Retains and expands relationships following acquisition while maintaining an appropriate emphasis on continued net-new business generation.
- Provides high-touch sales and relationship support to governmental, nonprofit, and commercial clients and resolves client inquiries accurately, professionally, and promptly.
- Represents the Bank in a manner that maintains and expands positive relationships with clients, prospects, referral sources, and co-workers.
- Complies with all applicable federal, state, and local laws and regulations and Bank policies and procedures.
- Successfully passes technical and regulatory examinations required by the Company.
BUSINESS DEVELOPMENT & PRODUCTION EXPECTATIONS:Success in this position will be measured substantially by the Senior Deposit & Government Banker's ability to consistently generate new deposit relationships and build a sustainable pipeline of future business.
Annual New Deposit Production Goals:- Year 1: $50.0 million
- Year 2: $75.0 million
- Year 3 and thereafter: $100.0 million annually
Additional performance measures include new-to-Bank deposit production; number and quality of new relationships; qualified prospect pipeline and pipeline coverage; new Treasury Management relationships and services; prospecting and calling activity; conversion of qualified opportunities; expansion and retention of acquired relationships; and development of referral sources and centers of influence.
KNOWLEDGE, SKILLS AND ABILITIES:- High School Diploma or equivalent.
- Minimum of 10 years of business development, relationship management, banking, financial services, or related experience. Experience working with municipalities, nonprofit organizations, commercial businesses, or other organizations with significant deposit and treasury management needs is preferred.
- Thoroughness and strict attention to detail.
- Excellent mathematical skills.
- Competence with computers and other office machinery.
- Excellent customer service skills, attentiveness, information retention, tact, and diplomacy in dealing with both clients and co-workers.
- Self-motivated with a demonstrated aptitude and desire for sales and service success.
- Proven success developing high value / long-term client relationships.
- Strong sense of ethics and commitment to privacy of client information.
- Ability to work in a fast-paced environment and under pressure as needed.
- Ability to make sound decisions, which may include on-the-spot decisions regarding client transactions; weighing client satisfaction issues with the Bank's exposure to loss or fraud and the ability to think through and rationalize decisions.
- Have perspective - capable of relating to individuals at all levels. As unique situations present themselves, the incumbent must be sensitive to the Bank needs, client and employee goodwill, and the public image.
PHYSICAL DEMANDS AND CONDITIONS:- Must have reliable transportation and be able to travel to client locations, as needed.
- Ability to work flexible hours.
- Must be able to occasionally lift up to 25lbs.
- Consistently operates a computer and other office machinery such as calculator, copy machine and printers.
