Kearny Bank
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VP/Government Relationship Officer
role at
Kearny Bank
Overview The Government/Education Relationship Officer reports directly to the Director of Government & Vertical Banking. The 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 Officer will support the borrowing needs of these private institutions by referring clients to the Bank’s C&I, CRE and residential lending resources.
Responsibilities
Engage in market research to identify new government and education client prospects.
Represent the Bank to government and education banking clients in a courteous and professional manner.
Provide prompt, efficient and accurate service in processing requests and transactions.
Determine clients’ government/educational banking needs, explain various banking services offered, and process applications related to cash management, online banking, and merchant service.
Analyze, prepare, and present 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, client prospecting activities, and applicable business risks, opportunities, and trends for the industry.
Build a quality external network of government and education relationships within the targeted market.
Work closely and cooperatively with the Bank’s other business lines and operating department 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.
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.
Qualifications
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.
Passionate about outside sales and enjoys spending time prospecting.
Self‑motivated to enhance existing relationships and exceed sales goals.
Analytical ability to assess financial conditions and needs of clients and industry trends.
Strong 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 small business client relationships.
Problem‑solving and ability to provide solutions to business client issues.
Desire to build strong relationships with teammates, business partners and specialists through collaboration.
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 willingness to work within constantly changing priorities with enthusiasm.
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 Regular attendance and punctuality are essential functions. Perform duties while sitting, standing, walking, handling objects, using tools, reaching, talking and hearing. Occasionally lift or move up to 25 pounds. Vision requirements include close, distance, peripheral, color, depth perception and ability to adjust focus.
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VP/Government Relationship Officer
role at
Kearny Bank
Overview The Government/Education Relationship Officer reports directly to the Director of Government & Vertical Banking. The 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 Officer will support the borrowing needs of these private institutions by referring clients to the Bank’s C&I, CRE and residential lending resources.
Responsibilities
Engage in market research to identify new government and education client prospects.
Represent the Bank to government and education banking clients in a courteous and professional manner.
Provide prompt, efficient and accurate service in processing requests and transactions.
Determine clients’ government/educational banking needs, explain various banking services offered, and process applications related to cash management, online banking, and merchant service.
Analyze, prepare, and present 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, client prospecting activities, and applicable business risks, opportunities, and trends for the industry.
Build a quality external network of government and education relationships within the targeted market.
Work closely and cooperatively with the Bank’s other business lines and operating department 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.
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.
Qualifications
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.
Passionate about outside sales and enjoys spending time prospecting.
Self‑motivated to enhance existing relationships and exceed sales goals.
Analytical ability to assess financial conditions and needs of clients and industry trends.
Strong 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 small business client relationships.
Problem‑solving and ability to provide solutions to business client issues.
Desire to build strong relationships with teammates, business partners and specialists through collaboration.
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 willingness to work within constantly changing priorities with enthusiasm.
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 Regular attendance and punctuality are essential functions. Perform duties while sitting, standing, walking, handling objects, using tools, reaching, talking and hearing. Occasionally lift or move up to 25 pounds. Vision requirements include close, distance, peripheral, color, depth perception and ability to adjust focus.
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