Director, Institutional Sales

Commensurate with education and experience.
Jun 06, 2024
Jul 17, 2024
Full Time
Join the FHLBC team!

At the Federal Home Loan Bank of Chicago, employees come first - that's why we offer a highly competitive compensation and bonus package, and access to a comprehensive benefits program designed to meet the needs of our employees.

• Retirement program (401k and Pension)
• Medical, dental and vision insurance
• Lifestyle Spending Account
• Generous PTO plan
• 11 paid holidays per year
• Hybrid working model

Who we are:

Our mission at FHLBank Chicago: To partner with our members in Illinois and Wisconsin to provide them competitively priced funding, a reasonable return on their investment, and support for their community investment activities.

Simply said, we're a bank for banks and other financial institutions, focused on being a strategic partner for our members and working together to reinvest in our communities, from urban centers to rural areas. Created by Congress in 1932, FHLBank Chicago is one of 11 Federal Home Loan Banks, government sponsored in support of mortgage lending and community investment.

What it's like to work here:

At FHLBank Chicago, we bring people together. Our regular All-Staff meetings keep employees informed and our values drive the work that we do. Our Buddy Program pairs new hires with tenured employees to guide their onboarding. Through our Office of Diversity, Equity and Inclusion (DEI), we host signature and employee-led events to celebrate our differences and learn from each other and identify volunteer opportunities to strengthen our communities; and Employee Resource Groups (ERGs) and culture teams create connections around shared interests and experiences. We offer live and on-demand professional development opportunities to grow your skillset and your career.

What you'll do:

In this role you'll be responsible for retaining and expanding relationships and business transacted with current members. As well as developing and prospecting for new members

How you'll make an impact:
  • Forge strong relationships with members as their trusted advisor.
  • Educate members on the benefits of our various programs which will create many positive opportunities and impacts to their communities and institutions.

What you can expect:
  • Develop and execute account plans to meet sales objectives and deliver results by developing member relationships at all levels of the organization.
  • Services existing client relationships and develops and cultivates relationships with new clients.
  • Educate members on FHLBank products and programs at multiple levels of the organization.
  • Partner with Solutions Team to analyze member business problems and identify opportunities to offer solutions and influence member decision criteria.
  • Prepare member engagement by setting objectives and preparing strategies for accomplishing objectives, sustain and grow member usage across products lines (Advances, MPF, LOCs, CICA/AHP [change to Community Investment programs], non-credit services).
  • Regularly review sales progress reports and keep Management informed of obstacles or issues limited business with key accounts.
  • Support marketing efforts of the Bank through attendance at trade shows, industry events, as well as Bank-sponsored training/events and regional meetings, maintain and expand industry and product knowledge to be relevant and beneficial to members.
  • Acts as consultant and trusted advisor to client contacts - negotiating credit arrangements, promoting and selling new solutions, and generating ideas for new business opportunities.
  • Work closely with other departments at the FHLB Chicago to support and structure credit solutions to drive client business.
  • Travel to meet with clients directly and at trade association and other conference events.

What you'll bring:
  • Bachelor's degree required, MBA in finance or banking preferred.
  • 15+ years of work experience in banking/marketing in a financial institution
  • 5+ years of leadership management experience
  • 5+ years of experience negotiating interest rates, price, terms, and collateral requirements.
  • Experience in strategic planning and execution
  • Knowledge of finance and relevant business segment specific issues, acquired through either an advanced degree or experience in investment banking, asset management, credit analysis, business development or relationship management.
  • Experience with formulating and crafting sales presentations.
  • Skills in negotiation, leadership, and sales are necessary to service the client relationship.
  • Knowledge of applicable industry laws and regulations, usually acquired through prior experience or the completion of a formal credit or rotational program, is preferred.
  • Strong analytical and communication skills required.
  • Effective organizational, multi-tasking, and prioritizing skills.
  • Must be willing to travel up to 30-50% to achieve calling standards and 7:00am start time.

The perks:

At FHLBank Chicago, we believe in rewarding our high performing workforce. We offer a highly competitive compensation and bonus package, and access to a comprehensive benefits program designed to meet the needs of our employees. Our retirement program includes a 401(k) and pension plan. Our wellbeing program supports employees at work and in their personal lives: Our generous PTO plan provides five weeks of vacation for new employees and 11 paid holidays per year; our Lifestyle Spending Account provides an annual stipend for employees to support wellbeing activities; and our central downtown location at the Old Post Office provides easy access to public transportation and breathtaking views from our award-winning rooftop. Step into a brighter future with us. #LI-Hybrid

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