At Farm Credit Mid-America, we believe people are our strongest asset. We are consistently looking to hire individuals from a wide range of experience and capabilities who have a desire to serve. Currently, we have over 1,100 employees across Indiana, Ohio, Kentucky and Tennessee.
BASIC FUNCTION: The Financial Officer (FO), or Sr. Financial Officer (SFO), is a sales position primarily responsible for building relationships with customers in the ag production market segment. The FO/SFO will use his or her knowledge of agriculture and finance to fully understand the customer’s or prospect’s business and personal plans and then market the Farm Credit Mid-America financial services that best meet the needs.
The FO/SFO has the responsibility for developing an in-depth understanding of each customer’s and prospect’s current financial position and operation. Identify customer needs and appropriately sell Farm Credit Mid-America’s core products while building strong working relationships with customers and prospects. Ensure compliance with regulatory requirements and Association credit standards and procedures.
TRAVEL REQUIREMENTS: 60% of the time out of office for local travel.
* SALES and RELATIONSHIP MANAGEMENT: The FO will develop and maintain a significant professional presence that yields sales that increase the Association’s market share in the assigned territory. The FO will spend most of the time out of the office to build professional relationships with customers, prospective customers and influencers based on mutual trust and respect. Use an understanding of customer goals, credit strengths and weaknesses to deliver “value added”/constructive agricultural and financial information that will assist them in their farming businesses.
o Determines the appropriate customer interaction and coordinates the appropriate staff that may directly or indirectly be a part of the relationship to serve the customer’s loan, lease, crop insurance and servicing needs.
o Communicates to the customer and to internal team members regarding the customer’s needs.
o Introduces customers to the Association’s process and the retail service team that will support it.
* DELIVER SOUND CREDIT: As part of the ongoing consultative relationship with our customers, the FO/SFO will:
o Interpret and evaluate financial information and ask appropriate follow-up and probing questions to determine the appropriate product or service.
o Recommend loan terms, conditions, and collateral position consistent with the request and associated loan risks, and then set clear expectations with the customer, and document pertinent customer information in Relationship.
o Communicate credit decisions, loan terms and conditions to the customer
* SERVICE PORTFOLIO: In order to appropriately support the customer, the FO/SFO will partner with:
o Account Specialists- to complete servicing actions required for individual customer circumstances
o Customer Support Specialists- to monitor the portfolio for timely identification and service loans that expose the association to risk.
* Using knowledge of servicing options, the FO/SFO will effectively negotiate and communicate these options to the customer, and may partner with the Special Accounts Loan Officer for resolution.
* REPRESENT AND COMMUNICATE THE MISSION AND VALUES OF FARM CREDIT MID-AMERICA and abide by its conduct policy, security policy and confidentiality expectations.
* Assumes additional responsibilities as required.
MINIMUM REQUIREMENTS and GRADING GUIDELINES Grading will depend on a combination of factors:
* Education and Experience
* Job Knowledge and Customer Complexity
* Demonstrated Performance
* Desired level of coaching/mentoring and leadership
Education and Experience
Bachelor’s degree in agriculture, business or related degree. At least 1 year of successful experience, in trainee role or in a similar field.
KNOWLEDGE, SKILLS AND ABILITIES:
Knowledge of: products, services, fees and their applications to customers’ needs; assigned market segment and territory, its evolution and growth and how changes impact customers; economic conditions; competition’s products, interest rates, and fees; competition preparing to move into market; consultative selling techniques; accounting and finance concepts; accounting systems; origination systems and processes; technology; and policies and procedures.
Skills in: Building business relationships; creating and networking with business contacts/influencers to develop sales; selling; negotiating; probing for customer needs and opportunities, matching products and services to customer needs; translating features into benefits; closing sales; coordinating a team to achieve a goal; assessing and delivering sound credit; effectively managing and using media; interpersonal relationships; listening; using accounting and loan origination systems and computers; effectively and professionally communicating in both verbal and written form; coaching others, thinking critically, making decisions, and creatively solving problems.
Ability to: Achieve goals; be innovative; accept and implement corporate strategies; demonstrate the association values; maintain confidentiality; be a self starter; sell; be assertive; demonstrate a sense of urgency, a passion for excellence, a positive attitude and a strong sense of ownership and accountability for one’s work; relate positively to others; listen to customers; be logical; work under stress and perform in a fast-paced environment; overcome prospect and customer objections; effectively and concurrently manage various responsibilities; prioritize work; manage time; accept risk; inspire others; professionally represent Farm Credit Mid-America.
MENTAL AND PHYSICAL REQUIREMENTS:
This job requires the incumbent to have the ability to…
* Engage in telephone and face-to-face conversation to serve customers and give and receive information from customers, staff, vendors, outside consultants and the public.
* Use computer. This involves reading the screen and keying/typing information.
* Speak and make presentations to individuals or groups on technical subjects related to job.
* Travel via auto or commercial transportation to carry out essential responsibilities of the job.
* Successfully interact with and represent the organization to customers, staff, officers, board members, vendors, and/or the public at all levels.
* Provide sound technical advice to customers and other staff in the subject field(s) related to this position.
* Understand and explain various subject matter and consulting concepts, programs, terminology, and methods.
* Reason, judge, compare, calculate, evaluate, decide, and critique such information as written material, numerical data, responses to customer needs, and/or other related work activities.
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.
Farm Credit Mid-America is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, veteran status, disability or any other category protected by law.