Sales Specialist JM

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Purpose of Role:

The Sales Specialist proactively promotes and sells all core retail banking products and services, and has strong, specialized knowledge and skill in the sale of consumer finance products inclusive of cards. The Sales Specialist is a branch-based but roving role, dealing with both existing and prospective customers of CIBC Caribbean. Travel within the local market will be required in order to meet with customers and to relieve for vacations or absences of other Sales Specialists, as directed by the Sales Leader. Incumbents are responsible for providing a first class sales and service experience to all current and potential customers of CIBC Caribbean and will apply their well-developed sales and business development skills to create a high profile for CIBC Caribbean consumer finance and card products, ensuring that opportunities for incremental business are realised in order to increase CIBC Caribbean’s share of the consumer finance and cards market. The Sales Specialist will develop relationships with external referral sources and will also build the profile of CIBC Caribbean with both existing and potential customers through preparing and conducting presentations to individuals and groups, providing general information and education about consumer finance as well as specific information about products and services offered by CIBC Caribbean. This role contributes to the achievement of targets for Consumer Finance and Cards, and other Retail objectives through:

- Proactive business development activities,
- Direct selling activities,
- Referrals to other Retail sales people and to CIBC Caribbean partners, as appropriate,
- Promotion of self-service delivery channels such as ABM, Telephone and Internet, to enhance convenience for customers,
- Ongoing development and maintenance of comprehensive product knowledge and expertise
- Active participation and support for marketing campaigns and customer contact initiatives,

The Sales Specialist will have authority to approve/decline applications for credit within delegated lending limit (amount to be determined in consultation between Retail and Credit Risk Management).
Key Accountabilities
Sales
Achieve personal sales targets by proactively promoting, selling and delivering to both new and existing customers a complete range of consumer finance, cards, and other retail banking products and services.
-Effectively use tools such as CIF profiling to gather customer information
-Proactively review customer information to identify customer needs and potential sales opportunities and contact
customers to arrange appointments
- Match FirstCaribbean products and services to customer needs in order to provide appropriate financial solutions
- Meet with customers to complete required applications and close opportunities for the sale of CIBC Caribbean consumer finance,
cards, and othe retail banking products
- Follow up with customers to ensure their total banking needs have been met and/or identify opportunities for the sale of
additional products and services.

Contribute to the sales objectives of other areas of the business by referring sales opportunities to Corporate, International, Premier Banking, etc., as appropriate.
Proactively monitor local competitors and identify competitive issues and challenges to the Sales Leader. Make recommendations to the Sales Leader, Consumer Finance to improve FirstCaribbean’s competitive position.
Maintain regular and ongoing contact with internal and external referral sources to solicit new business
Actively participate in and support Retail Banking marketing campaigns and customer contact activities.
Prepare personal sales action plans and report on results. Participate in other sales and sales management activities as defined by the Sales Leader. Effectively use sales tools such as COMPASS to set targets, track sales achieved, monitor referrals, etc.

Service

Actively promote the use of self-service delivery channels (ABM, Telephone, Internet) in order to provide convenience and choice for customers in accessing FirstCaribbean products and services.
Enhance customer relationships, ensuring that customer needs are fully met by offering suitable FirstCaribbean retail banking products and services, and providing specialized expertise in Cards and Consumer Finance products. Refer customers to other areas of FirstCaribbean as required to ensure their total financial needs are met.
Interview customers and assist them in the completion of application forms, checking for accuracy in order to facilitate quick turnaround, while delivering a friendly and respectful customer experience.
Obtain supporting documentation and process applications promptly. Advise customers in a timely fashion of the outcome of their consumer finance, card, or other application, providing options and suggestions where possible if the application is not approved.
Prepare and conduct Consumer Finance presentations to individuals and groups, providing general education and information about consumer finance as well as specific information about products and services offered by FirstCaribbean.
Respond to customer inquiries and/or feedback promptly and professionally, resolving requests or concerns personally and/or referring them to other people or areas of the bank for resolution where required, in line with the FirstCaribbean Customer Feedback Management process.
Provide prompt, friendly and efficient customer service to meet and exceed customer expectations, ensuring that FirstCaribbean’s targeted service levels are maintained and ensuring a high level of personal contribution towards strengthening customer satisfaction and loyalty.

Risk Management

Ensure all credit and operational risk policies and procedures are followed according to established FirstCaribbean guidelines.
Accurately capture and validate customer personal and financial information. Obtain confirmation of income, credit bureau Report and credit score to determine credit acceptability and amount of security required for borrowing customers.

- Analyse and approve/decline requests for new or increased lending facilities within delegated lending limit.
- Submit credit applications and all related documentation for approval by the Sales Leader, Consumer Finance or Credit Risk Management, as required.

Ensure all customer agreements, loan notes, securities, etc. are completed and handled in accordance with FirstCaribbean policies and procedures

Administration

Update and maintain customer personal, business and credit information in the CIF/ICBS systems.
Fully and accurately complete all necessary applications and signing authorities.
Disburse funds into customer accounts for approved loans.
Prepare correspondence as needed.

Knowledge/Skill Requirements:

Comprehensive knowledge of FirstCaribbean retail banking products and services, with specialized in-depth knowledge of cards and consumer finance products
In-depth knowledge and effective application of principles and techniques of effective selling
In-depth knowledge of business development techniques, and the ability to identify opportunities, plan and develop incremental retail business, and to recognize and capitalize on opportunities to refer customers to other areas of the bank as required.
Well-developed knowledge of and ability to use the bank's automated sales tools for planning and measuring sales activities and results
Strong interpersonal skills sufficient to successfully interact with internal and external customers and contacts to develop business and close sales
Well-developed negotiation skills
Strong communication and presentation skills – both written and verbal.
Well-developed knowledge of credit policies and procedures and the ability to apply these in order to approve/decline applications for credit within delegated lending authorities, keeping within all relevant FirstCaribbean guidelines.
Developed knowledge of and ability to use computer applications such as Microsoft Office, ICBS, CIF and COMPASS.

Experience Required: