RBC Commercial Account Manager (Agricultural Specialist), Commercial Financial Services-Pembina Valley (28986)

Requisition ID 28986 - Posted 03/22/2013

Job Description Print Preview

Address: To be determined
Work Hours/Week: 37.5
Work Environment: Branch
Employment Type: Permanent
Pay Type: Salaried
Exempt/Non-Exempt: N/A
% Travel Required: 0-25
People Manager: No
Job Posting End Date: 04/10/2013
 
Position Purpose
Please note: The successful candidate will be responsible for the Pembina Valley which includes such locations as Morden, Winker and Carman. This individual must have a minimum 2-3 years experience in a commercial/Ag relationship managed role. Hiring Manager is open to discussing work location, but individual will be required to travel within market to meet with clients etc. Preference given to candidate eligible for membership with Manitoba Institute of Agrologists.
 
This is a professional relationship manager who applies knowledge of the client’s industry together with financial expertise to ambitiously acquire new clients, and grow and expand existing relationships. This role provides an exceptional client experience by providing superior business and financial advice.
 
CFS is one of two principal segments within Business Financial Services and serves 20% of some 700,000 businesses in Canada.  These clients are largely professionally-managed corporations with annual sales of $1 million to $100 million.  The CFS business strategy is aligned with overall Canadian Banking and BFS unit priorities which are outlined in our corporate website.  The primary value proposition for CFS is an end-to-end industry specialized approach that aligns sales, products, risk policy and market strategies to deliver solutions specific for individual industry needs.
 
As a commercial account relationship manager, you are responsible for delivering a proactive relationship and financial advice-based experience to your clients. You excel at needs discovery and solution development and co-ordinate the sales and service team, respecting and reinforcing role clarity to deliver on client needs. You demonstrate high standards of behaviours, activities and results.  Key performance measures are: growth in annual gross revenue, our clients’ “likelihood to recommend scores, cross enterprise partnering and profitability of credit risk, recognizing an individual’s final performance assessment is a combination of what was achieved and how results were achieved. By collaborating with other RBC colleagues across the organization, the role will contribute to helping RBC maintain its dominant market position.
 
Key Accountabilities:
The role has four main focus areas:  
• Sales (new and existing) - prospecting and lead generation, sales meetings and discovery sessions, sales planning and reviews (65%)
• Portfolio Management and Risk Mitigation – reviewing financial statements for trends, risk monitoring and assessment, credit restructuring (25%)
• Service – dealing with major issues and escalations (5%)
• Training – personal development, formal and informal learning (5%)
 
Knowledge/Experience:
• Must have proven track record in sales and business development and exceptional client relationship management skills
• Must have specialized industry expertise in a past role (e.g. agriculture)
• Experience in commercial banking and lending preferred
• Agriculture Degree or Diploma preferred
• Must have a minimum 2-3 years practical agriculture background
 
Skills/Competencies/Attributes
• These critical capabilities are a must: financial, sales and relationship acumen.  
• Sales and financial advice skills: pre-call planning, negotiations, client discovery/active listening, contact management strategy, objection handling, closing the deal and asking for the business, solutions structuring and option creation, cross-selling, conducting sales calls, making presentations, leveraging the relationship team and effective communication.
• New client acquisition skills:  pitching the value proposition, development/networking, lead generation and qualification, initial customer contact and cold calling, asking for referrals and time management.
• Credit skills: assessment of risk and financial analysis, credit structuring/solutions and presenting the deal.
• Industry and product knowledge: deep products and services knowledge dependent on industry specialization, ability to have conversational competence on all solutions and partners, ability to stay current on industry trends and events and networking.
• Relationship building skills: the client’s business strategy, the value of the company to RBC, the client’s expectation of RBC,  the sales and service teams who will interact with the client and key decision makers.
 
Education
- University degree, ideally in Commerce, Business or Agriculture or related experience
*LI-LC1
 
Diversity:
Diversity in the workplace, one of our shared values, lies at the heart of our rewarding, open, supportive and inclusive work environment. We respect and respond to the many competing and evolving priorities in our lives so you can focus on what you can do best – put clients first.
 
EOE/M/F/D/V
 
About RBC:
Interested in finding out more? Click here.
 

Farm Management Services Advisor

Calgary/Carseland, AB

Cargill AgHorizons is the division of the company dedicated to creating value for agricultural producers, specifically grain and oilseed growers in the Prairies and Ontario. This division leads the industry in providing innovations in the areas of grain origination, agronomic and grain marketing consulting, and crop input supplies. Professionally trained customer focus teams work one-on-one with their producer customers, building long-term relationships-striving to understand their farming business and providing distinctive solutions, matched to their unique needs.

Farm Management Services (FMS) is the division of AgHorizons dedicated to providing farmer customers with products and services focused on business management solutions. Reporting to the Regional Sales and Consulting Manager, you will be accountable for selling and servicing the FMS products as well as providing the farmer customer with a positive and unique experience. As the FMS Advisor, you will work directly with growers to identify and implement Human Resources, Safety, and Business Planning processes and policies to strengthen their current business practices. You will balance the time prospecting new customers and servicing current customers while travelling in a rural geography.
In addition, you will work collaboratively with Cargill AgHorizons location and sales staff to service the customer as a team, conducting customer calls jointly with sales representatives.

• Deliver the FMS product programs to the farmer customer. You will work with customers to develop the necessary business management processes and policies to make the farm customer an effective farm business manager. The core products that you will be responsible to deliver are centered on Human Resource Management, Safety Programs, and Business Planning.
  
• Identify and prospect potential FMS customers from the existing customer base by working collaboratively with the sales teams. As the FMS Advisor, you will conduct preplanned, professional sales calls jointly with the sales team and will be responsible for leading this process, including the planning of and follow up from sales calls.
  
• Document information from sales calls using our Customer Relationship Management tool and regularly communicate with the sales team, informing them of the service provided to the customer and any other sales leads.
  
• Attend and contribute to the sales and location team meetings.
  
• Required:
  
• 3 -5 years experience in at least one of the following areas: Financial Services, People Management, Promoting Safety, Business Management, or Agricultural Sales
  
• Demonstrated ability to learn new skills and knowledge
  
• Excellent interpersonal, written and oral communication skills with a strong customer service focus.
  
• Ability to influence and work collaboratively with a team to meet the needs of customers.
  
• Demonstrated problem solving and decision-making skills
  
• Excellent interpersonal, written and oral communication skills with a strong customer service focus
  
• Strong computer skills and attention to detail to create and maintain spreadsheets, presentations and document templates
  
• Creativity and initiative to think outside the box
  
• Excellent organizational skills
  
• Must be legally entitled to work for Cargill in Canada on a non-temporary basis

• Related post-secondary education or training
  
• Strong sales aptitude
  
• Consulting experience
  
• Understanding of agricultural practices
  
• Professional or Recognized designation (CAFA, CCA, MBA, P.Ag, CGA, CFA, CMA, etc.)
  

To apply for this position online, please click  here or visit www.cargill.ca and click on “Careers” and search for: CAR00182

Cargill is an equal opportunity employer.

Farm Management Services Advisor

South Saskatchewan region

Cargill AgHorizons is the division of the company dedicated to creating value for agricultural producers, specifically grain and oilseed growers in the Prairies and Ontario. This division leads the industry in providing innovations in the areas of grain origination, agronomic and grain marketing consulting, and crop input supplies. Professionally trained customer focus teams work one-on-one with their producer customers, building long-term relationships-striving to understand their farming business and providing distinctive solutions, matched to their unique needs.

Farm Management Services (FMS) is the division of AgHorizons dedicated to providing farmer customers with products and services focused on business management solutions. Reporting to the Regional Sales and Consulting Manager, you will be accountable for selling and servicing the FMS products as well as providing the farmer customer with a positive and unique experience. As the FMS Advisor, you will work directly with growers to identify and implement Human Resources, Safety, and Business Planning processes and policies to strengthen their current business practices. You will balance the time prospecting new customers and servicing current customers while travelling in a rural geography.

In addition, you will work collaboratively with Cargill AgHorizons location and sales staff to service the customer as a team, conducting customer calls jointly with sales representatives.

• Deliver the FMS product programs to the farmer customer. You will work with customers to develop the necessary business management processes and policies to make the farm customer an effective farm business manager. The core products that you will be responsible to deliver are centered on Human Resource Management, Safety Programs, and Business Planning.
  
• Identify and prospect potential FMS customers from the existing customer base by working collaboratively with the sales teams. As the FMS Advisor, you will conduct preplanned, professional sales calls jointly with the sales team and will be responsible for leading this process, including the planning of and follow up from sales calls.
  
• Document information from sales calls using our Customer Relationship Management tool and regularly communicate with the sales team, informing them of the service provided to the customer and any other sales leads.
  
• Attend and contribute to the sales and location team meetings.
  
• Required:
  
• 3 -5 years experience in at least one of the following areas: Financial Services, People Management, Promoting Safety, Business Management, or Agricultural Sales
  
• Demonstrated ability to learn new skills and knowledge
  
• Excellent interpersonal, written and oral communication skills with a strong customer service focus.
  
• Ability to influence and work collaboratively with a team to meet the needs of customers.
  
• Demonstrated problem solving and decision-making skills
  
• Excellent interpersonal, written and oral communication skills with a strong customer service focus
  
• Strong computer skills and attention to detail to create and maintain spreadsheets, presentations and document templates
  
• Creativity and initiative to think outside the box
  
• Excellent organizational skills
  
• Must be legally entitled to work for Cargill in Canada on a non-temporary basis

• Related post-secondary education or training
  
• Strong sales aptitude
  
• Consulting experience
  
• Understanding of agricultural practices
  
• Professional or Recognized designation (CAFA, CCA, MBA, P.Ag, CGA, CFA, CMA, etc.)
  

RBC Royal Bank

Career Opportunities: Account Manager, Commercial Financial Services--Pembina Valley MB (25385)
Requisition ID 25385 - Posted 02/20/2013 - Sales - Professional/Consultant - Full Time - Branch - Canadian Banking - North America - Canada - Manitoba
 
City: Morden
Address: 289 Stephen St
Work Hours/Week: 37.5
Work Environment: Branch
Employment Type: Permanent
Pay Type: Salaried
Exempt/Non-Exempt: N/A
% Travel Required: 0-25
People Manager: No
Job Posting End Date: 03/07/2013
 
Position Purpose
Please note: The successful candidate will be responsible for the Pembina Valley which includes such locations as Morden, Winkler and Carman.

Click here for additional details.


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