Director/Sales and Business Development recruitment
Position Summary
The Director/Sales and Business Development is responsible for the overall management of the sales and business development, Money Desk, and Mortgage Partnership Finance® sales and service functions of the Federal Home Loan Bank of Boston (the Bank). The Director is responsible for establishing strong working relationships and communication links with New England financial institutions, member financial advisors, regulators and other influencers, departments within the Bank that work with members in various capacities, and other FHLBank sales and business development teams. The Director operates under the guidance of the Bank’s Strategic Business Plan to work toward accomplishing the Bank’s volume and profitability goals.
Specific Responsibilities
Sales and Business Development:
- Oversees the Bank’s Sales and Business Development functions and staff, including the relationship management program, new member development, Money Desk, MPF and member and third-party education.
- Works to expand members’ use of the Bank’s business solutions, with an emphasis on credit products and MPF, to create profitable business for the Bank. Develops metrics to measure product and solution penetration among member segments and for individual members.
- Serves as the relationship manager for certain national account and insurance company members.
- Creates and executes strategies to recruit new members to expand the Bank’s customer base. Particular emphasis on insurance company membership is expected.
- Promotes the achievement of business development and member recruitment goals through an active education program for members and other constituents. Utilizes a variety of delivery channels, including on-site and off-site sessions, internet-based, and written communications. Seeks education opportunities at third-party meetings, such as those held by member advisors and regulators.
- Develops and maintains strong working relationships with Treasury, Bank Operations, Credit and Collateral, Legal as well as the other functions reporting to the EVP/Chief Business Officer. Effectively utilizes the resources of the Financial Strategies, Research and Membership Application team to achieve business development goals and planning and execution of education plans. Works to cross-train relationship managers, secondary market managers and community investment managers.
® Mortgage Partnership Finance is a registered trademark of the Federal Home Loan Bank of Chicago
Credit Services:
- Oversees and ensures the effective and efficient operation and sales efforts of the Bank’s Money Desk as both a member service/operations function and as a sales function.
Mortgage Partnership Finance:
- Oversees the recruitment of new participating financial institutions (PFIs), achievement of sales goals related to loan purchases from PFIs, and certain programmatic functions.
Membership Development:
- Oversees the Bank’s membership recruitment effort. Develops a target list of membership prospects and engages in an active sales effort. Works with the Membership Application Manager, Legal and Credit Departments to screen potential prospects for eligibility and to facilitate the overall membership process.
Other:
- Manages staff in areas of responsibility including recruitment, training and development, performance management, retention and departmental structure to ensure personnel are in place to appropriately and successfully support the Bank’s membership.
- Serves as a key member of various Bank committees as assigned. These may include ALCO, Credit and/or the Business Committees.
- Works closely with the EVP/Chief Business Officer in developing the annual Sales Incentive Plan and provides business volume projections throughout the year for various financial plans.
- May participate as an active member of various FHLB System task forces.
- May work on special projects to meet the overall goals and objectives of the Department and the Bank.
Qualifications
Knowledge/Skills
- The position requires strong sales, presentation, managerial, planning, financial, and organization skills, and a strong working knowledge of the financial-services business, particularly banking and insurance.
- Must be able to communicate clearly and effectively with senior management of members and of the FHLB in both oral and written format. Strong presentation skill a must.
- The position also requires a working knowledge of the secondary market.
Education
- Bachelor’s Degree. MBA preferred.
Experience
- 10-15 years in the financial services industry or similar, with a minimum of 5 years of management experience.
Federal Home Loan Bank of Boston is an Equal Opportunity Employer