B2B Senior National Account Representative

Fully Remote

Position Summary

This position is the face of the Credit Union during prospecting and sponsor company visits as well as utility and energy industry events. Through networking, prospecting, and sales strategies this individual will seek out business-to-business opportunities to bring new companies and associations into the credit union field of membership. This individual will establish engagement expectations with the SEG fostering a mutually beneficial relationship for both parties prior to the field of membership letter being consummated. Key responsibilities include identifying prospective company needs and recommending appropriate products and services for the company to offer to employees. Strong consumer financial product knowledge is required to execute program rollouts to the new SEG. This individual will utilize and maintain their portion of the business-to-business Member Relationship Management (MRM) database, which supports business lead generation, expansion, and engagement of Sponsor Companies in the field of membership. This individual will be responsible for tracking all sales activities within the MRM on each account or prospect to ensure a consistent source of truth for all activity and contact information. This individual will work closely with multiple areas of the credit union but more routinely with the member experience team.

Required Skills/Abilities:

• Extensive sales, networking, prospecting, and interpersonal skills.
• Maintain the most current and innovative sales strategies.
• Business-to-business sales experience
• Proficient knowledge of features and benefits of consumer-related financial products and services.
• Strong attention to detail and the ability to effectively prioritize, multi-task and manage workload.
• Excellent communication skills, including active listening.
• Ability to utilize various social media tools.
• Proficient phone skills.
• Proficient knowledge of Member Relationship Management (MRM) concepts and processes.
• Ability to work independently and in a team environment.
• Working knowledge of computers in a Windows environment.
• Individual must have a valid driver's license, access to a vehicle, and the ability to travel overnight.

Essential Duties and Responsibilities:

• Target 500 employee sponsor companies with the objective of adding the companies into the credit union field of membership.
• Prospect for new Sponsor Companies throughout all 50 states with the objective of adding engaged sponsor companies into the FOM.
• Prospect inactive sponsor companies with the objective to reengage the company and complete the rollout process.
• Build a pipeline with leads for prospective new Sponsor Companies through cold calling, event participation, social media outreach, etc.
• Engage with C-suite executives at potential sponsor companies to assist in developing engagement at the corporate level of the companies.
• Develop relationships with multiples points of contact at different levels within the sponsor company to ensure successful company engagement.
• Execute sales of the credit union products and services that is conducive to establishing engaged relationships with all new sponsor companies.
• Complete the rollout (virtually or in person) for each company brought into the field of membership maintaining commission opportunities through the first 90 days and then transitioning the relationship to the respective NAR
• In conjunction with the Business Development Specialist, take a leading role in the utilization and maintenance of the business-to-business MRM database. This critical component contains information regarding all contacts, companies, communications, sales activities, sales opportunities, upcoming events, actions to be taken, and more.
• Maintain a thorough knowledge of the features and benefits of all Credit Union products and services in order to ascertain company/member needs and to sell in conjunction with those needs.
• Arrange and conduct visits to prospect companies and ensure associated tasks are completed in a timely, accurate and efficient manner.
• Conduct follow-up verbal and written correspondence to internal and external parties
• Assist the Business Development Specialist, when requested, in processing the new Sponsor Companies through appropriate procedures to add them to the Field of Membership.
• Link with appropriate Business Development Department staff in carrying out their respective duties and achieving goals and objectives. This includes, but is not limited to:
  • Assisting in completing tasks associated with company visits, tradeshows, and conferences.
  • Ensuring the MRM tool is kept up to date.
  • Planning company rollouts to new or previously inactive Sponsor Companies.
  • Assisting in the maintenance of business-to-business communication plan.
• Maintain a working knowledge of the Credit Union's data processing systems and software packages.
• Prepare and deliver business to business sales presentations.
• Assist with Business Development and Marketing projects.
• Maintain a working knowledge of laws, regulations and developments within the credit union industry which affect Sponsor Company relationships and member growth.
• Provide support and back-up coverage to the Business Development Department as needed.
• Cooperate with, participate in, and supports adherence to all internal policies and procedures to maintain adequate controls and to support the Credit Union's compliance with outside regulatory requirements.

• Responsible for ensuring that all responsibilities of this position are performed in compliance with provisions of the Bank Secrecy Act (BSA), USA PATRIOT Act, and all other applicable federal, state, and local laws and regulations.
• Ensure that UECU's business standards are met by exemplifying the Credit Union's Vision, Purpose and Values toward co-workers, members, and our community.
• Display conduct that reflects inclusion during work hours whether in the office, working remotely, or on company business
• Responsible for adhering to the expectations set forth in the UECU Remote Work Policy, which can be found in the Employee Handbook.
• Performs tasks which are supportive in nature to the essential functions of the job, but which may be altered or re-designed depending upon individual circumstances.

Education and Experience:

• Bachelor's Degree in Business Administration, Sales/Marketing, Finance or a related field is desired, but equivalent experience may be considered.
• Minimum experience of 12 years of business-to-business sales experience.

Work Environment and Physical Requirements:

UECU values inclusion for all employees. We are committed to collaborating with employees to reasonably accommodate them in accordance with the Americans with Disabilities Act (ADA) and other applicable laws for disclosed physical or mental limitations of the employee to perform the essential functions of the position. This position must be able travel at least 50% of the time and be able to use all forms of transportation including airplane. This role routinely uses standard office equipment such as laptop, phone, and printer. Physical ability to perform job responsibilities requires prolonged standing and sitting. This individual frequently communicates with co-workers, members, and/or visitors throughout the day, either in person, over the phone, or through email, and they must be able to exchange information, research, answer questions, and/or inform others on a regular basis.

Our Credit Union follows a hybrid work structure where employees may be allowed to work remotely up to five days a week. Working a hybrid schedule is determined based on the position and needs of the business.

Our Credit Union embraces a culture of empowerment, inclusion, and belonging by valuing the diverse qualities and contributions of employees and those we serve.

UECU is a not-for-profit financial organization with over $1 billion in assets. UECU has one physical location in Wyomissing, Pennsylvania that serves a nationwide membership base. UECU has been ranked as one of the strongest credit unions in the nation for over two decades. Our mission is to help our members improve their financial wellness through superior individualized service and convenient, high quality products.

UECU has been ranked as one of the strongest credit unions in the nation for over two decades. UECU's mission is to help members improve their financial wellness through superior individualized service and convenient, high quality products. UECU embraces a culture of inclusion and mutual respect by valuing the unique qualities of each employee, credit union member, and the communities in which we serve.