Agriculture Sales Market Lead



  • Sales & Marketing
  • Job Code: RT997770823
  • Posted: November 06, 2018
The Job has been filled
David Aplin Group, one of Canada's Best Managed Companies, has partnered with our client to recruit a Agriculture Sales Market Lead for the entire Alberta region. Our client is a leader in the banking industry. This person will be a real "hunter of new businesses" and is responsible for focused profitable sales of both credit/non-credit products to agriculture customers and prospects in Small Business including self-development of an extensive network of referral sources through effective strategy of community involvement within his team.

Job Purpose:

Contributes to the overall success of the agriculture segment across Commercial and Small Business Banking in Canada ensuring specific individual goals, plans, initiatives are executed / delivered in support of the team’s business strategies and objectives.  Ensures all activities conducted are in compliance with governing regulations, internal policies and procedures.

Key Accountabilities:

  • Champions a customer focused culture to deepen client relationships and leverage broader Bank relationships, systems and knowledge.
  • Acts as the key Agriculture resource within a market area, and provides support to Branch Managers/Small Business Advisors and Small Business Development Managers/Agriculture Specialists with respect to prospect acquisition, qualifying opportunities, due diligence, deal structuring, and pricing for agriculture related opportunities and clients within a specific market area.
  • Promotes the development and profitable growth of the agriculture banking portfolio across commercial and small business banking in the assigned market area by:
    • Providing industry support to SBDM’s in a region, working with them to develop and implement a structured marketing strategy to maximize business development opportunities for sustainable growth;
    • Coaching Agriculture Specialists – Small Business in the development of strategic sales plans for prospects and existing customers;
    • Identifying prospects/referrals from both internal/external networks;
    • Analyzing prospect lists and prioritizing business development opportunities based on  industry/market data and customer analytics;
    • Referring customers and prospects to the appropriate Commercial Bank / Small Business segment and partners as appropriate.
    • Identifying cross sell opportunities where possible and ensuring all customers/prospects in the Ag sector are managed by the most appropriate banker.
  • Acts as the Industry Specialist within a defined market area, and provides guidance or assists other CRMs/Small Business Banking in growing the overall portfolio within the geographic area by:
    • Coordinating overall marketing activities within the market area, and assisting with specific marketing efforts as required;
    • Assisting in the preparation of presentation material for review with Centres of Influence (COIs);
    • Developing strong relationships with Branch leaders in the market area, and acting as the primary Commercial Banking liaison for Agriculture opportunities and deals;
    • Assisting in pricing activities and the preparation of Discussion Papers;
    • Partner with Retail, who has responsibility for credit deal structuring, negotiation and pricing for credit authorizations <$3mm;
    • Consult on policy and assist Retail Banking and Commercial Banking regarding lending policy / processes, as well as other objectives related to customer service, operational effectiveness and personal development/training, as required.
  • Builds and maintains a high market profile in the assigned market area with both internal and external contacts by:
    • Planning and completing relationship activities that generate sales opportunities and / or provide value to clients with a book of assigned clients;
    • Building and maintaining an awareness of local market and general economic conditions;
    • Meeting with key industry and business leaders, as well as other centres of influence;
    • Participating in local professional and community events and associations to develop and expand network of contacts;
    • Liaising with Bank product specialists to stay abreast of new enhancements, products and services, and to fulfil identified client needs.
  • Understand how the Bank’s risk appetite and risk culture should be considered in day-to-day activities and decisions.
  • Actively pursues effective and efficient operations of his/her respective areas, while ensuring the adequacy, adherence to and effectiveness of day-to-day business controls to meet obligations with respect to operational risk, regulatory compliance risk, AML/ATF risk and conduct risk, including but not limited to responsibilities under the Operational Risk Management Framework, Regulatory Compliance Risk Management Framework, AML/ATF Global Handbook and the Guidelines for Business Conduct.
  • Champions a high performance environment and implements a people strategy that attracts, retains, develops and motivates their team by fostering an inclusive work environment; communicating vison/values/business strategy and managing succession and development planning for the team
The Ideal Candidate:

  • Strong knowledge of Agriculture, the Agricultural business banking marketplace in Canada and detailed knowledge of the assigned market area’s key prospects, major companies and competitive positioning within the assigned market area.
  • Strong understanding of the Canadian Bank’s objectives, strategies and structure, as well as its lending and deposit products and services.
  • Intermediate credit skills and an understanding of financial analysis, risk analysis techniques, credit adjudication and the Bank’s lending policies/procedures.
  • Very strong interpersonal skills and communication skills are essential to this position.  The incumbent must be able to effectively articulate views both within the Bank and externally in the marketplace.
  • Preference will be given to those who possess prior leadership experience
  • At least 2 years of commercial banking experience or commensurate retail experience is required. 
If you are interested in this position and meet the above criteria, please click the Apply button to send your resume in confidence directly to Rob Thomas, Consultant, Aplin Sales & Marketing.  We thank all applicants; however, only those selected for an interview will be contacted. #LI-CAL


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Rob Thomas

Sales & Marketing



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