VP- Government /Education Relationship Officer - Kearny Bank

The Government/Education Relationship Officer reports directly to the Director of Government & Vertical Banking. The Government/Education Relationship Officer proactively supports and expands existing client relationships through routine calling activity while independently identifying and developing new government and educational relationships through business development activities that primarily target municipal governments, county governments, private Colleges and Universities, private high schools, and private grammar schools. Banking products and services supporting business client relationships include commercial lending, interest-bearing and non-interest-bearing deposit account products complemented by a full suite of treasury management and payment processing services to support the financial management needs of business clients.  Where appropriate, the Government/Education Relationship Officer will support the borrowing needs of these private institutions by referring clients to the Bank’s C&I, CRE and residential lending resources.  Job requirements include performing outside prospecting and sales activities to meet or exceed business development production goals while appropriately handling client experience issues in assigned portfolio of business relationships. Actively manages relationships with branch and Private Banking personnel as well as other business line and operating department resources to support business client needs including referring clients to these resources, where appropriate.

The following reflects management’s definition of essential functions for this job but does not restrict the tasks that may be assigned.  Management may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons.

• Engage in market research to identify new government and education client prospects.

• Represents the Bank to government and education banking clients in a courteous and professional manner.
• Provides prompt, efficient and accurate service in processing requests and transactions.
• Determines clients’ government/educational banking needs, explains various banking services offered, and processes applications related to cash management, online banking, and merchant services.
• Analyzes, prepares, and presents proposals as needed through the RFP and RFQ process to clients and prospects.

• Work independently to develop new government/educational banking client relationships.
• Develop comprehensive knowledge about operating and business development practices of clients including marketing and client prospecting activities as well as applicable business risks, opportunities, and trends for the industry
• .
• Build a quality external network of government and education relationships within targeted markets.
• Work closely and cooperatively with Bank’s other business lines and operating departments resources to deliver an integrated and seamless experience for business clients.
• Provide end-to-end comprehensive guidance and solutions to business clients by uncovering their business priorities and matching them with financial solutions.
• Stay abreast of changing business trends that impact applicable markets served by business clients and translate those trends into business opportunities.
• Provide extensive personalized service to business clients to address all applicable business banking needs while acting as a client liaison to other bank business line and operating department resources.
• Establish exceptional rapport with clients to identify needs and opportunities, present product solutions, overcome objections and close the sale by asking for the business.

• Participate in community activities that match clients’ interests and allow for opportunities to expand business relationships.
• Represent the bank at various civic, private and community functions to enhance its image and develop additional business with clients.
• In the performance of respective duties, must maintain knowledge of and ensure compliance with Bank Secrecy Act regulations and all other regulatory, security and bank policies.
• Achieve outstanding performance by providing superior relationship banking and client experience.

• Complete any additional duties assigned by the Director of Government & Vertical Banking.

• Bachelor's degree (B. A.) or equivalent
• Minimum of five years related experience or equivalent

• Proven success in consultative outside sales in government and educational financial services
• Is passionate about outside sales and enjoys spending time prospecting
• Self-motivated to enhance existing relationships and exceed sales goals
• Able to analyze financial conditions and needs of clients and industry trends
• Can understand and interpret financial statements and cash flow analysis
• Has excellent communication skills and demonstrated leadership ability
• Strong listening and client experience skills; skilled in making outbound calls
• Ability to effectively engage with clients and identify needs to enhance the small business client relationship
• Ability to problem solve and provide solutions to business client issues
• Desire to build strong relationships with teammates, business partners and specialists through collaboration
• Self-motivated, confident and the ability to multitask effectively

• Well-developed negotiation, project, and account management skills
• Creative, flexible, and innovative team player
• Commitment to excellence and high standards
• Ability to work with all levels of management
• Demonstrated ability to make successful presentations to individuals and/or groups at all levels of an organization
• Ability to calculate figures and amounts such as discounts, interest, commissions, and percentages
• Excellent problem resolution and consultative sales skills
• Versatility, flexibility, and a willingness to work within constantly changing priorities with enthusiasm
• Requires knowledge of standard office equipment including adding machines, calculators, PC Literacy and typing skills
• Ability to travel to other locations for meetings and training as required

PHYSICAL DEMANDS:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Regular attendance and punctuality are essential functions of every job.  Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

While performing the duties of this job, the employee is regularly required to sit, use hands and fingers, handle or feel objects, use tools or controls, reach with hands and arms, talk and/or hear.  The employee frequently is required to stand and walk.  The employee must occasionally lift and/or move up to 25 pounds.  Specific vision abilities required by the job include close vision, distance vision, peripheral vision, color vision, depth perception, and the ability to adjust focus.