Banking Center Manager

First Merchants Corporation Wabash, IN
Working at First Merchants is more than a job. We're a community bank with local roots and we care about our customers and our employees. When you join our team, you participate in our mission to build financial solutions, provide sound advice and products, and deliver exceptional service.

Our focus on building individual career development plans and providing robust learning and development programs are additional reasons to join the First Merchants team.

If you're ready to join a local organization that is a leader in the community, take a look at our exciting opportunities. First Merchants is a growing company with new career possibilities forming every day.

Position Goals:

Effectively develop and implement sales plans for the assigned banking center(s) to achieve the strategic and tactical goals of the company. Play a major role in the coaching and development of team members to exceed sales and referral goals by focusing on delivering the whole bank to our customers through needs based conversations. Provide strong managerial leadership and direction to the banking center staff to ensure delivery of superior quality service and create a meaningful customer experience. Oversee the operational soundness of the banking center through training, coaching and inspecting of retail policies and procedures.

Direct Management Received:

Under the general management of the Retail Market Leader.

Direct Management Exercised:

Banking center retail staff.

Essential Duties and Responsibilities:

1. Develop and implement an aggressive sales and marketing strategy to drive deposit, loan and partner referrals with new and existing client relationships to support the attainment of scorecard goals and metric.

* Establish and align sales goals for each banking center team member to maximize individual sales productivity.

* Schedule weekly call blocks for each banker to drive customer engagement and increase partner referrals.

* Promote the bank through Community involvement and leverage contacts to create a pipeline of new business opportunities.

* Attend monthly Retail Partnership Meetings to connect with line of business partners to generate new business and deepen existing customer relationships.

* Complete quarterly tactical plans to effectively grow the banking center

2. Actively produce individual sales results for both consumer and business deposits and loans.

* Regularly conduct outside sales calls to nurture and grow established relationships and grow market share for the banking center(s) through frequent participation in business development activities with existing business customers in the market area.

* Establish a list of key business prospects and proactively develop relationships through regular and consistent business development activities to grow deposit and loan market share in the area.

* Market all types of business and consumer banking functions including deposits, lending, Private Wealth, brokerage, merchant processing and treasury management.

* Develop and expand our First Direct bank at work program with current business customers and leverage the program as a way to develop new prospect opportunities in your area. .

* Promote an understanding of business deposit and lending products and expand relationships with new and existing clients through ongoing outside business calling activities.

* Effectively utilize and document client conversations to deepen relationships and deliver the whole bank through cross selling and partner referrals to increase share of wallet.

* Open accounts and process loan applications for both consumer and business customers.

* Utilize the kiosk to provide education and assist new and existing customers to enroll in electronic banking products and services.

3. Implement effective Sales Management routines designed to coach, teach, train and inspect sales activities within the banking center(s).

* Conduct weekly sales and pipeline meetings, daily huddles, touch bases with direct reports.

* Complete formal and informal coaching conversations monthly focusing on sales and service behavioral observation and the associated production from those behaviors.

* Coach bankers to the effective use of the guided conversation and associated sales tactics to expand relationships and increase share of wallet.

* Observe and coach teleconsulting activities including call block and call nights to achieve weekly partner referral and appointment goals.

4. Establish high expectations for superior quality customer service on a wide variety of banking matters.

* Be highly responsive to process non-monetary requests for customers i.e. approve checks for cashing, accept and process stop payment requests, order debit cards, complete address changes and process check orders.

* Resolve customer inquiries, problems and complaints with scope of authority while proactively using service to sales techniques to provide solutions to customers for current financial needs. .

* Use feedback from Customer Service surveys to coach team members to build customer loyalty and create customer advocates.

* Engage banking center team and business partners to assist customers with a variety of personal and business banking needs.

* Ensure banking center team and partners deliver upon Gold Standard Customer Service expectations.

5. Oversee and inspect all operational aspects of the banking center.

* Ensure successful results on the operational scorecard for the banking center

* Oversee and participate in completing the Daily Security Checklist including items such as oversight of operational aspects of the banking center; control opening and closing of the banking center, conduct audits, and banking center balancing.

* Monitor and assist with the resolution of deposit and loan exceptions in a timely fashion to ensure compliance and improve the customer experience.

* Attend and/or complete applicable required training classes. Manage and ensure completion of applicable and required training classes for all team members within the banking center.

* Ensure total compliance of physical and information security policy including business and consumer verification procedures.

* Set and maintain high expectations for branch appearance standards.

* Ensure compliance for regulations and reporting, including but not limited to: BSA, OFAC, CIP, CRA, EDD, etc.

6. Create and foster a robust employee experience within the banking center.

* Actively participate in the hiring and recruitment of new employees for your banking center.

* Hold frequent performance and career development conversations to help employees reach both personal and profession goals.

* Provide employees an opportunity to develop new skills by empowering them to complete challenging tasks and assignments.

* Create an environment of open, honest and consistent feedback designed to improve individual and company performance.

* Use employee engagement survey results to evaluate your managerial skills and improve personal leadership opportunities.

7. Any other duties as assigned.

Knowledge, Skills and Abilities:

In addition to the list below, it is understood that all positions with the company require individuals who possess a pleasant and friendly attitude, project sensitivity towards customers and fellow employees, and maintain a neat and clean professional appearance. Core competencies have been identified as relevant to every position within the company and include: Ethics and Integrity, Listening, Business Acumen, Customer Focus, Approachable and Savvy, Action Oriented, Managing Time & Priorities, Work/Life Balance, Composure & Patience, Drive for Results, Self Development & Knowledge, Dealing with Change, Decision Quality, and Informing.

Competencies

Scorecard Results

Achieve Scorecard results and supporting behavioral metrics as stated:

* Controllable Profit Margin:

o Actively contribute to the banking center achieving 100% of the quarterly banking center CPM goal.

o Actively contribute to the banking center achieving monthly Brokerage appointment and revenue goal.

o Actively contribute to the banking center achieving the monthly mortgage referral goal assigned to the banking center.

o Actively contribute to the banking center achieving the monthly business banking weekly preset appointment goal.

o Achieve 100% of the quarterly Business Banking lending production goal assigned to the banking center.

o Actively contribute to the banking center achieving all First Direct onsite and new account goals.

* Consumer Loans – Achieve 100% of the quarterly Consumer Lending Production goal. Ensure lender participation is 100% monthly for all trained lenders.

* Core Deposits – Achieve 100% of the quarterly Core Deposit goal.

* New Household Cross-Sell – Achieve a quarterly banking center cross-sell goal.

* Net New – Achieve a quarterly banking center Net New goal. Remain current on all changes related to products, services and tools to support the sales/referral process.

Customer Experience

* Deliver a differentiated customer experience by providing superb customer experience through the following behaviors:

o Greet each customer, use the customer's name, make eye contact, smile and thank the customer for their business.

o Identify customer cues and conduct a needs based conversation with each client to uncover needs and recommend solutions.

o Take ownership of customer inquiries and ensure the appropriate follow up.

o Utilize the customer feedback portal on Passageways as a central repository for customer compliments and complaints.

o Adhere to service level agreements by returning calls and e-mails within 24 hours.

o Maintain a professional image detailed in the FMB dress code to include name tag and FMB shield.

* Completes all new household on-boarding calls as scheduled i.e. 2, 2,2,6,1.

* Routinely complete documented observation of customer interactions to ensure Gold Standard of Service expectations are being exceeded. Provide both informal and formal documented coaching of observations.

* Work closely with retail operations and marketing to ensure the banking center promotes the appropriate brand image and customer experience.

* Ensure banking center is adhering to Branch Appearance Standards by completing the Branch Appearance Standards checklist one time monthly.

* Return customer inquiries within 24 hours; take ownership of customer concerns and coach appropriately to avoid repetitive issues.

* Use the customer feedback portal on Passageways to ensure the appropriate tracking and response to formal customer compliments and complaints are addressed within 24 hours.

Operational Effectiveness

* Ensure at minimum one banking center employee attends the monthly Retail Operations call and shares information with the entire team.

* Manage fee income by following refund guidelines and coaching team members to overcome objections.

* Partner with Retail Operations to ensure compliance of internal processes and procedures.

* Achieve a passing audit score and ensure any audit findings are promptly addressed.

* Comply with information, physical security, and cyber security policies.

* Understand and ensure compliance for regulations and reporting, including but not limited to BSA, OFAC, CIP, EDD etc.

* Minimize branch losses by reviewing check cashing guideline regularly with the team and staying apprised of the trends in fraudulent activity.

* Know and utilize resources when making decisions to minimize loss.

* Conduct a quarterly security meeting with the banking center employees.

* Actively participate in all banking center operational tasks to ensure soundness as measured by the Operational Scorecard.

* Participate in the review of the banking center contribution report and partner with Retail Market Leader to address any concerns.

* Effectively manage change by communicating a positive message and support for all company initiatives.

* Makes decisions based on knowledge at-hand; has the ability to move-on if circumstances dictate; comfortably handles risk and uncertainty.

Compliance Training

* Complete all assigned compliance training via MyLO.

Sales Process / Sales Management

* Sales Process:

o Participate in business and First Direct calling/partnering activities throughout the market.

o BCMs to schedule, plan, and participate in pre-set business appointments weekly. A pre-set appointment is an out bound business appointment set as a result of proactive calling efforts. There should be a 50/50 mix of prospects and existing customers with the objective of on-boarding new households and gaining greater share of wallet. These appointments can be conducted independently by the Banking Center Manager or with a business partner. Appointments should include a focus on COI development.

* Sales Management:

o Ensure all banking center employees know their individual and banking center goals and that results are documented and reviewed quarterly in a documented coaching session.

o Referrals and recommendation should be accurately captured in Connections and incentive payouts are monitored for integrity.

o BCM leads or participates in daily huddles, weekly pipeline meetings, and weekly sales meetings to include the effective use of skill builders and other line of business presentations.

o BCM conducts weekly touch bases with each direct report.

o BCM leads by example in the utilization of Connections and the HUB to increase performance and maintain accurate customer records. All recommendations and partner referrals are tracked appropriately through Connections and client conversations are accurately captured in the Guided Conversation/ Log-A-Call.

o Observes and provides balanced feedback on the new account opening process to ensure appropriate cross-sell and customer experience.

o Follow the recommended monthly guidelines for coaching detailed in the Retail Coaching Playbook.

Talent Management

* Manage the recruitment and hiring process for the banking center.

* Effectively on-board new team members and partner them with the appropriate mentor.

* Evaluate new employee performance at the 45 and 90 day scheduled intervals.

* Conduct a goal setting meeting within the first 90 days and ensure new employees are enrolled in the appropriate training courses.

* Maintain adequate staffing levels by working with RML to leverage the hire ahead process.

* Maintain the appropriate full time/part time mix and minimize over time.

* Actively manage and conduct Annual Performance Evaluations in a timely manner.

Community Involvement

* Routinely represent the bank in the community through active participation in community groups, i.e. non-profit organization, chamber of commerce, economic development, etc.

* Develop a reputation in the community as a leader and center of influence.

* Participate in community leadership opportunities i.e. board participation, sub-committees, etc. with a focus on providing the bank a return on investment of your time.

LocationChippewaWork HoursFT M-F, Sat (rot.)RequirementsPosition Requirements:

Education - High school diploma or equivalent (GED).

Experience - Three (3) years of sales, management, banking, or related experience including serving in a lead or supervisory capacity.

Other - Willingness to obtain Notary Public designation.

Preferred Requirements:

Demonstrated ability to sell and cross-sell bank products and services.

Consumer lending experience. Supervisory experience in the banking industry.

Demonstrated ability to manage retail sales team to achieve threshold activity levels and performance goals.

Bachelor's degree.

May be an elected officer of the bank.

* Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities.

* Please view Equal Employment Opportunity Posters provided by OFCCP here.

* The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)

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