National Manager of Ag Lending

About the role

This job is primarily responsible for leading and managing a team of sales officers in achieving business goals, including involvement in team and personal sales efforts, and the effective management of external investor relationships.

Responsibilities

• Accelerate sales growth by actively coaching sales officers, optimizing performance, and ensuring they have the resources needed to strengthen client relationships and win new business.
• Champion business development activities by expanding the company’s network of vendor and investor partners.
• Define and monitor progress of department planning, budgeting (e.g. sales & travel expenses) and relationships between division and company operations.
• Collaborate with leadership to establish annual loan/lease goals for quality origination business, utilizing feedback from market, sales staff, supporting areas and needs of overall organization.
• Build effective relationships with key strategic partners; identify and work to remove barriers/obstacles to business and create new opportunities.
• Develop, nurture, and strengthen relationships with both potential and existing clients and investors, ensuring their long-term satisfaction.
• Command knowledge of overall division operations, with attention to sales process to identify deficiencies and inefficiencies to be corrected or removed.
• Coordinate with Marketing and Communications to develop supporting strategies in area of promotions/advertising/affiliate partner promotions.
• Work to assure a coordination of efforts in areas of cross-selling, direct mail marketing, sales officer support, trade shows and association partnerships.
• Assures sales officer efforts and company marketing efforts are well aligned and further enhance the company image to develop and promote additional business.
• Provide on-site on-the-job training (e.g. coaching employees to understand the structure of loans and leases in alignment with program offerings), serve as a resource, coach/counsel staff; lead and develop staff in areas of sales to ensure all appropriate resources are used to achieve objectives.
• Oversee staffing and job development activities (hiring, training, employee performance management, promotions, corrective actions, terminations, etc.), empower employees to take responsibility for their jobs and goals by providing clear performance expectations that align with company goals.

Requirements

• Education Required – Bachelor's degree in Agricultural Marketing, Business, Finance or related field or equivalent combination of education, training and experience.
• Experience Required – 5 years’ sales and/or sales management experience; experience in agriculture (personal or professional).

Qualifications

• Excellent understanding of Farmer Mac, Farm Credit System and Insurance Company markets.
• Excellent understanding of secondary market lending arena for agricultural loans.
• Proficient computer skills, including working knowledge of CRM software and Microsoft Office Suite (Outlook, Word, Excel, etc.).
• Excellent interpersonal, oral and written communication skills with the ability to interact with all levels of people within and outside the organization.
• Skills to negotiate, mediate, and influence solutions to problems.
• Ability to understand and discuss credit/loan requests and loan product/programs.
• Ability to apply tact and diplomacy in critical situations.
• Ability to organize and manage multiple projects.
• Ability to lead, coach, counsel, and exhibit empathy.
• Ability to travel locally, regionally, and nationally.

Skills

• Knowledge of overall division operations.
• Understanding of credit/loan requests and loan product/programs.
• Ability to negotiate and mediate solutions.
• Organizational and project management skills.
• Leadership and coaching abilities.
• Travel and networking skills.

Benefits

Includes an outstanding 401(k) retirement plan with company contributions, medical, prescription drug, dental, vision, life, & disability benefits, flexible spending accounts, paid leave (holidays, vacation, sick), wellness programs, recognition programs, community involvement opportunities, and much more!

Pay

The expected base pay range for this role is: $114,583.00 - $156,646.00

Schedule

Heavy travel away from business and/or home office, significant percent of time will be spent traveling to meet with current and prospective customers, training staff, client/investor meetings, etc.