Ensuring the successful management, accountability, and execution of all components of the Bank's relationship with a portfolio of small, medium, and large members. This includes direct and indirect responsibilities. Members may include commercial banks, thrifts, credit unions, insurance companies, and Community Development Financial Institutions. Identify, develop, and optimize the delivery of financial solutions within a geographic footprint of accounts by identifying individual member financing and hedging needs, implementing the sales strategy, and meeting individual sales goals for respective portfolio. Gain competitive market position for the bank by providing members with insightful account analysis that includes a financial health check, what-if scenarios, and market information to inform current and future decision-making to the benefit of members and the bank. Participate in ongoing education of members on the full suite of the Bank's proprietary product set and available services that provide preference to the bank and to our members within the community they serve.
Primary Responsibilities:
- Provide exceptional client service to our members by serving as a trusted advisor who is knowledgeable in aspects of a client's business and can identify and articulate a client's needs that ensures the best solution(s) are developed and delivered to our members.
- As the primary face to our members, accountable for closed-loop status, information and communications that includes onboarding, implementation, issue resolution, and general member inquiries.
- Develop and enhance current member relationships by executing on our annual sales strategy and quarterly account planning that includes:
- Engaging with members on a regular cadence (varies by segment) to provide ongoing relevant recommendations that leverage the Bank's products and services and optimize the opportunities for members to engage with the Bank to the benefit and financial health and well-being of their business and the communities they serve.
- Lead the account planning and quarterly sales plan activities and cadence of contact that includes on-site, virtual, and events (marketing) within the assigned portfolio of accounts.
- Acquire, develop, and activate new members within the territory by leveraging business intelligence, conducting discovery to identify member needs, and executing on a quarterly sales strategy that includes cadence of contact as described for current member relationships.
- Partner with the Business Intelligence team to build a targeted and prescriptive approach to activate new members and build opportunities for existing members. This includes but is not limited to:
- Delivering presentations and providing information regarding all the Bank's products and services and use case examples.
- Providing information that includes data analytics and business intelligence insight from the Bank, macro-economic indicators, and other factors (as applicable) that impact the financial health and well-being of a member's balance sheet and income statement and the community that they serve.
- Building scenarios with the Business Intelligence team to support decision-making (best, worst and expected) demonstrating usage of the Bank's products and services and impact to the member's P&L and balance sheet.
- Reviewing activity dashboards and conducting quarterly reviews of accounts within a portfolio to inform a quarterly action plan.
- Consulting with members to gain a thorough understanding of their needs and communicating your understanding and providing recommendations supported by business intelligence, market information, and analysis of each account (varies by segment).
- Develop and maintain relationships among the Bank's current members and prospects by participating in member events, including conferences, seminars, member appreciation, and on-site or virtual meetings.
- Build your knowledge continuously through collaborative internal sharing across the team, participating in formal ongoing education and development opportunities that includes a fluent knowledge of current credit policy, programs, and pricing for secured and unsecured credit, collateral requirements, and capital markets so that nuances of the programs can be used to provide solutions to complex member funding problems.
- Recommend appropriate changes to the Bank's credit programs based on changes in member financial profiles and significant events that occur in the market such as rate adjustments, acquisitions, and regulatory changes.
Skills/Knowledge:
Bachelor's Degree in Finance, Marketing or Accounting with credit hours in all three disciplines, or equivalent work experience strongly preferred. MBA or other post baccalaureate Degree preferred. Minimum five years of broad-based financial experience in marketing complex financial products, financial management, or treasury management. Thorough understanding of mortgage securities, mortgage finance, and financial products such as interest rate swaps, caps, floors, commercial paper, financial futures, financial options, repurchase agreements, bonds, discount notes, and federal funds. Solid knowledge of financial operations such as management of interest rate risk exposure, cash flow analysis, and hedging strategies. Must understand the Bank's secured and unsecured credit products, and the capability to conceptualize how these products can be used to meet customer business needs. Excellent financial acumen and analytical skills with the ability to identify and recommend solutions that will enhance the financial health and well-being of our members and the community that they serve. This includes alternative solutions to complex funding, hedging, and financial management issues faced by the Bank's members. Problem-solver with the ability to identify and articulate the needs of our members and build the best solutions for our members to address those needs. Learning mindset that is open to challenging the status quo in how we do business today and how we engage with and build solutions for our members that benefit their business and the community they serve while staying true to our charter and regulatory guidelines and requirements. Excellent verbal, written, and interpersonal skills with a minimum of five years of managing client account relationships. Ability to work successfully in a team environment and collaborate with other departments and your peers to build and deliver the best solutions for our members that may include scenario planning and forecasting outcomes. Must be able to travel 25% of the time.
SALARY RANGE $220K - $240K
The Federal Home Loan Bank of San Francisco is an Equal Employment Opportunity employer and is committed to a diverse workforce. We value and actively seek to recruit, develop, and retain individuals with varied backgrounds and experiences reflecting the full diversity of the communities that we serve. It is the policy of the Bank to comply with all applicable laws concerning the employment of persons with disabilities.
Salary ranges reflect the base salary that the Bank reasonably expects to pay for a given role and is not inclusive of annual incentive award opportunities, retirement benefits or the value of other health and welfare or other ancillary benefits. We consider many factors when determining base salaries such as individual background and experience, the competitive environment, education, particular skill set(s), and industry and institutional knowledge.
The Bank is committed to offering all team members challenging and engaging work with market competitive pay, retirement, and benefit offerings. In support of this commitment, the Bank routinely engages in market competitive benchmarking surveys and analysis to ensure our team members continue to be paid fairly and competitively.
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