This family of Financial Officer positions is responsible for marketing all of Farm Credit Services of America’s core products to traditional, agri-consumer and real estate investor prospects and customers as well as for building strong working relationships with customers and prospects within the marketplace. The incumbent will develop an in-depth understanding of each customer and prospect's current financial position and operational plan in order to provide innovative and workable product and service alternatives. Work in a team environment to accomplish team goals.
Position Reports to:
Vice President (Marketplace)
EMPLOYEES SUPERVISED:
None. May provide work direction to Account Specialists, Closing Specialists and Customer Service Coordinators.
DUTIES AND RESPONSIBILITIES:
Essential functions of the position include, but are not limited to:
All Levels – (unless otherwise specified)
1. Develop and implement business plans that will increase the Association’s market share in the assigned customer segment. Conduct sales calls to traditional and agri-consumer influencers, prospects and customers; routinely update and maintain prospect/customer marketing and call planning information on customer contact software. Develop prospect and influencer lists and marketing plans. Cross sells loan and insurance products.
2. Design innovative credit packages to meet traditional, agri-consumer and real estate investor customer needs. This includes establishing and maintaining sound credit and loan administration, loan pricing, and establishing appropriate loan terms and conditions for the purpose of managing credit risk.
3. Gather and input an appropriate amount of financial information to support the credit decision process for loans meeting defined risk parameters; or gather the appropriate financial data, prepare and send loan package to Credit Analysts for analysis and decision.
4. Price loans and communicate loan decision to customer.
5. Document chattel collateral and coordinate involvement of additional resources to meet needs of customer; e.g., appraisers, insurance specialists, etc.
6. Make consensus credit decisions in conjunction with Credit Analysts.
7. Responsible for new sales and renewals of crop and crop hail insurance.
8. Develop and maintain a significant "professional presence" throughout the local business community, generally contributing to the Farm Credit Services of America image as the leading ag financial institution.
9. Level 8: Serve as primary Financial Officer to existing traditional and agri-consumer customers. This officer has business development responsibility and does the majority of his/her work in the retail office setting. Primary business development activities are directed towards smaller less complex traditional and agri-consumer segments with Gross Farm Income (GFI) of $250k or less.
10. Level 9: Serve as primary Financial Officer to existing traditional and agri-consumer and non-complex real estate investor customers. Increased business development responsibility outside of retail office setting and enhanced credit skills. Primary business development activities are directed at traditional, agri-consumer and non complex real estate investor segments.
11. Levels 10, 11–Significant business development responsibilities outside of the retail office. Responsible for larger traditional, agri-consumer and real estate investor relationships. Jointly monitor with Credit Analyst the loan performance on an assigned portfolio to include loan conditions/covenants and customer service plans. Assist less experienced Financial Officers with marketing activities for traditional and agri-consumer prospects and customers.
12. Level 11: Enhance and support VP leadership emphasis on sales and credit leadership within the team. Serve as mentor for inexperienced or new officers. Responsible for complex traditional, agri-consumer and real estate investor relationships. Demonstrate strong sales, credit and leadership skills in a consistent manner over an extended period of time.
Customer Portfolio
Level 8: Portfolio will be comprised of smaller, less complex traditional and agri-consumer customers with GFI of <$250,000. Portfolio will be comprised of approximately 120-180 operating customers, 300-350 commercial term and real customers and 12-16 >$25,000 premium insurance customers.
Level 9: Portfolio will consist of approximately 90% small traditional farm and agri-consumer customers with GFI of <$250,000. This position may serve non-complex real estate investor relationships. Portfolio will be comprised of approximately 80-120 operating customers, 300-350 commercial term and real estate customers and 12-16 >$25,000 premium insurance customers.
Level 10 and 11: Portfolio will consist of the larger traditional and agri-consumer customers with a GFI between $250,000 and $750,000. This position will serve the complex real estate investor market segment and may serve a limited number of customers with GFI in excess of $750,000 without complex structure at team leader discretion. No more than 20% of portfolio will be comprised of GFI customers <$250,000. Workload will be comprised of 50-80 operating customers, 125-150 commercial term and real estate customers and 12-16 >$25,000 premium insurance customers. This position has extensive business development responsibilities beyond the retail office setting.
Must effectively perform duties as outlined above and carry a portfolio as defined to be eligible for applicable grade level of job.
Additional functions of the position may include:
1. Perform other related duties as assigned.
JOB SPECIFICATIONS:
Education and/or experience equivalent to a Bachelors degree in business, finance, or economics.
Level 8: A minimum of zero to four years of sales, lending and credit analysis experience with Farm Credit Services or related agricultural credit organization required.
Level 9: A minimum of three to five years of sales, lending and credit analysis experience with Farm Credit Services or related agricultural credit organization required.
Level 10: A minimum of four to six years of sales, lending and credit analysis experience with Farm Credit Services or related agricultural credit organization required.
Level 11: A minimum of seven to nine years of sales, lending and credit analysis experience with Farm Credit Services or related agricultural credit organization required.
Duties for all levels require:
• Current insurance licenses.
• A general working knowledge of Farm Credit Services of America processes.
• Good to exceptional marketing and business development skills balanced with a strong understanding of credit extension, loan administration, and portfolio management.
• Comprehensive to exceptional knowledge of Farm Credit Services of America loan products and services and their applications to meet traditional and agri-consumer customer’s needs.
• Knowledge of financial principles and practices and their application to credit delivery.
• Comprehensive to exceptional understanding of traditional and agri-consumer finance and farm production methods, products, and profitability.
• Solid to superior skills in judgment, decisiveness, analysis, oral and written communication and interpersonal skills. Excellent negotiating and influencing skills.
• Knowledge of FCA regulations, Association credit policies, procedures, standards and guidelines, and lending office expectations.
• Maintain a current awareness of social and economic developments and production technology impacting traditional and agri-consumer agriculture.
• Proficient in Windows environment using Microsoft Word, Excel, and Internet Explorer.
• Proficient in using Relationship, AgriLytic, Agrinomics and other applicable computer systems and software applications.
• Ability to work effectively in a team environment and effectively demonstrate team building attitude and skills.
INTERNAL/EXTERNAL CONTACTS:
Extensive contact with marketplace Vice President and retail office staff, Appraisers, , Insurance Specialists and Insurance Account Specialists, Credit Underwriting, customers and prospects. Regular contact with Omaha staff, influencer group members, state and regional farm agencies and financial institutions.
MENTAL AND PHYSICAL REQUIREMENTS:
• Ability to use computer. This involves reading the screen and keying/typing information.
• Ability to work effectively in a team environment and effectively demonstrate team building attitude and skills.
• Proficient in Windows environment using Microsoft Word, Excel, and Internet Explorer.
• Ability to reason, judge, compare, calculate, evaluate and critique such information as written materials, numerical data, responses to customer needs and/or other work related activities.
• Ability to complete work in an acceptable timeframe and manage a variety of detailed tasks and responsibilities simultaneously and with accuracy to meet deadlines, goals, and objectives and satisfy internal and external customer needs related to the job.
• Ability to understand and explain various subject matter and consult on concepts, programs, terminology and methods.
• Ability to operate the telephone and respond to calls and in-person inquiries.
• Ability to move about the office with occasional reaching and bending.
• Ability to successfully interact with and represent the organization to staff, officers, board members, customers, industry specialists, and the public at all levels.
• Ability to use a keyboard/calculator/computer. This involves reading the screen and keying/typing information.
• Ability to use and understand various computer software related to carrying out essential responsibilities of the position.
• Ability to travel by auto or commercial transportation to carry out essential responsibilities).
Requirements of the job include the ability to do the work, with or without reasonable accommodations. It is the Association's policy to make reasonable accommodations for individuals with disabilities. Leadership retains the right to add, subtract or change duties of the position at any time.
This document does not create an employment contract, implied or otherwise, other than "at will" employment relationship.