Reports to Member Relationship Manager
Compensation: Base Salary Plus Commission
Responsible for generating measurable membership, loan, deposit, and relationship growth for American Partners Federal Credit Union through outside community growth, Select Employee Group (SEG) development, employer group relationships, referral source development, community business contacts, and direct member acquisition. This is a market-facing sales and relationship management position. The position is compensated through a base salary plus commission structure and is not intended to function as an internal administrative, clerical, branch support, or general marketing support role.
Essential Duties and Responsibilities:
- Identifies, develops, and closes new community and SEG growth opportunities that result in qualified new members, deposit accounts, loan referrals, loan applications, funded loans, and full credit union relationships.
- Develops and manages relationships with current and prospective SEGs, employer groups, businesses, schools, medical entities, local government contacts, chambers of commerce, non-profit organizations, professional associations, and other qualified community or business groups.
- Creates and maintains a formal calling program for SEG contacts, employer group decision-makers, business owners, HR contacts, community leaders, and referral sources.
- Conducts on-site visits, enrollment sessions, benefit presentations, financial education sessions, business presentations, and membership events for current and prospective SEGs and employer groups.
- Represents the credit union at appropriate business, community, school, employer, chamber, and networking events for the purpose of generating new members, deposits, loan opportunities, and referral relationships.
- Presents credit union membership, deposit products, consumer loan products, mortgage and HELOC options, business account services, digital services, and other applicable products in a clear, compliant, and professional manner.
- Develops strategies to increase membership penetration within existing SEGs and to open new SEG or employer group opportunities that align with American Partners Federal Credit Union’s field of membership and growth strategy.
- Builds relationships with decision-makers at employer groups and businesses to secure access for employee presentations, new hire orientations, enrollment opportunities, direct deposit campaigns, financial wellness sessions, and other member acquisition opportunities.
- Generates qualified referrals and applications for consumer loans, HELOCs, mortgage loans, member business loans, deposit accounts, and other approved credit union products and services.
- Works directly with prospective and existing members to identify financial needs and recommend appropriate credit union products and services without overpromising approval, pricing, or loan terms.
- Obtains and documents prospect, SEG, employer group, referral source, and event activity in the credit union’s approved tracking system or reporting format.
- Maintains a production pipeline showing active SEGs, prospective SEGs, scheduled visits, presentations, referrals, applications, new accounts, loan opportunities, closed production, deposit growth, and follow-up status.
- Follows up promptly with prospective members, SEG contacts, business contacts, referral sources, and internal product owners to move qualified opportunities forward.
- Coordinates handoff of qualified member applications, loan referrals, deposit opportunities, and business relationships to the appropriate credit union department while retaining accountability for production tracking and follow-up.
- Maintains professional knowledge of credit union membership eligibility, products, services, rates, delivery channels, loan referral standards, deposit requirements, and applicable disclosures necessary to promote products accurately.
- Ensures that membership opportunities and referrals are handled consistently with credit union policy, fair lending expectations, BSA/AML requirements, Customer Identification Program requirements, privacy standards, and other applicable laws and regulations.
- Meets assigned production, relationship development, calling, referral, loan, deposit, new member, SEG penetration, and portfolio quality goals established by management and the written commission plan.
- Documents commission-eligible activity accurately and submits required support by established payroll and commission deadlines.
Compensation and Commission Structure:
- This position is compensated through a base salary plus commission structure.
- Commission eligibility, calculation, timing, documentation requirements, exclusions, and payment conditions will be governed by a separate written commission plan approved by management.
- Commissionable activity may include measurable production such as new members, new deposit relationships, qualified loan referrals, closed and funded eligible loans, SEG growth, employer group penetration, and other approved production measures stated in the written commission plan.
- Commission may be reduced, withheld, or disallowed when activity is incomplete, unsupported, non-compliant, outside the approved plan, inconsistent with credit union policy, or does not meet quality standards established by management.
- This position is not eligible for discretionary internal-duty incentives unless separately approved in writing by executive management.
Performance Goals and Measurements:
- New member growth generated from SEGs, employer groups, business development activity, community contacts, and referral sources.
- New deposit account growth and deposit balances generated from assigned business development activity.
- Qualified loan referrals, applications, approvals, closed and funded loans, and related production volume.
- Number and quality of documented calls, on-site visits, presentations, financial education sessions, enrollment events, and referral source contacts.
- Growth in active SEG and employer group relationships, including membership penetration within assigned groups.
- Quality, timeliness, and accuracy of pipeline reporting and production documentation.
- Timely follow-up with prospects, SEG contacts, referral sources, members, and internal product owners.
- Compliance with credit union policy, fair lending expectations, BSA/AML requirements, privacy standards, and commission plan requirements.
Required Skills/Abilities:
- Strong outside sales, business development, relationship management, and member acquisition skills.
- Ability to identify qualified prospects, open doors with employer groups and business contacts, conduct effective presentations, and convert opportunities into measurable production.
- Professional public speaking and presentation skills for small and large groups, business contacts, employer groups, schools, community organizations, and other external audiences.
- Working knowledge of credit union or banking products, including deposit accounts, consumer loans, mortgage or HELOC referrals, digital services, and basic business account services.
- Ability to learn and communicate American Partners Federal Credit Union’s membership eligibility, products, services, pricing, loan referral standards, and account opening requirements.
- Strong interpersonal, written, and verbal communication skills with members, prospects, SEG contacts, business leaders, referral sources, community representatives, and internal staff.
- Strong organization, follow-up, time management, pipeline management, and reporting skills.
- Ability to work independently in the field while maintaining appropriate accountability, documentation, and communication with management.
- Ability to manage multiple prospects, events, presentations, follow-ups, deadlines, and production goals simultaneously.
- Proficiency with Microsoft Office applications and ability to learn credit union systems used for referral tracking, reporting, member follow-up, account activity, and pipeline management.
Qualifications:
- High school diploma or equivalent required. Associate degree or bachelor degree in business, marketing, finance, communications, or a related field preferred.
- Minimum of 2 to 5 years of successful outside sales, business development, financial services, credit union, banking, lending, relationship management, or related experience preferred.
- Prior commission-based sales experience preferred.
- Prior experience working with employer groups, SEGs, community organizations, chambers of commerce, business owners, HR contacts, or referral sources preferred.
- Knowledge of sales and marketing principles, financial products, member acquisition strategies, and relationship development techniques preferred.
- Ability to be bonded.
- Valid driver’s license, reliable transportation, and appropriate automobile insurance required for business travel.
- Ability to work occasional evenings, early mornings, or weekends when needed for employer group visits, community events, presentations, or business development opportunities.
Work Arrangement:
- This is a full-time, primarily market-facing position requiring regular outside calling, field visits, community presence, SEG development, business presentations, referral source development, and direct member acquisition activity.
- A substantial portion of the employee’s time is expected to be spent outside the office developing new business, maintaining active SEG and employer group relationships, attending appointments, making presentations, and following up on qualified opportunities.
- Office time should be focused on planning, pipeline management, appointment preparation, reporting, production documentation, prospect follow-up, and coordination of qualified referrals with the appropriate credit union department.
- Limited remote work may be approved in advance by executive management only when it does not interfere with production expectations, member service, compliance, internal controls, reporting accuracy, or staff collaboration.
Working Conditions:
- Normal office environment when working on-site, with periodic travel for business development calls, SEG visits, presentations, community events, member acquisition activities, referral source meetings, and related production activity.
- The role may require standing or walking for extended periods during presentations, table events, community events, employer group sessions, and similar activities.
- Professional attire appropriate to the event, business setting, or credit union representation is required.
Physical Requirements:
- Requires manual dexterity sufficient to operate office equipment, including computers, telephones, copiers, presentation equipment, and related technology.
- Requires extended viewing of computer screens and the ability to sit, stand, walk, bend, and reach as needed.
- May occasionally lift, carry, and transport files, presentation materials, promotional items, or event materials up to 25 pounds.
- Normal range of hearing and vision, including close vision and the ability to adjust focus.
- Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of the position.
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Health insurance
- Life insurance
- Paid time off
- Vision insurance
Experience:
- outside sales, business development and financial services: 2 years (Preferred)
Work Location: In person
