Institutional Sales Director

Lead institutional sales for FHLBank Chicago products by expanding member relationships and increasing utilization across Illinois and Wisconsin.

Responsibilities

• Grow member relationships and increase utilization of FHLBank Chicago products and solutions by serving as a trusted advisor to senior leaders at banks, credit unions, insurance companies, and other institutions.
• Help clients navigate complex funding, liquidity, and balance sheet needs in partnership with internal teams.
• Collaborate with clients and internal colleagues to identify innovative approaches to support the FHLBank’s mission of supporting home ownership and economic development.
• Identify new business opportunities and bring innovative solutions to clients to shape the future of member engagement.
• Build and execute account plans to meet sales objectives, including developing relationships at all levels of the member organization.
• Service existing client relationships and develop, cultivate, and expand relationships with new clients.
• Partner with the Solutions (analytics) Team to analyze member business problems, identify solution opportunities, and influence member decision criteria.
• Set objectives and create strategies to sustain and grow member usage across product lines.
• Review sales progress reports regularly and keep Management informed of obstacles or issues limiting business with key accounts.
• Support marketing efforts by attending trade shows and industry events, participating in Bank-sponsored training/events and regional meetings, and maintaining relevant industry and product knowledge.
• Act as consultant and trusted advisor for client contacts, including negotiating credit arrangements, promoting and selling new solutions, and generating ideas for new business opportunities.
• Work closely with other FHLB Chicago departments to support and structure credit solutions that drive client business.
• Travel to meet with clients directly and attend trade association and conference events.

Requirements

• Bachelor’s degree required; MBA in finance or banking preferred.
• 7+ years of work experience in banking or marketing within a financial institution.
• 5+ years experience negotiating interest rates, price, terms, and collateral requirements.
• Experience in strategic planning and execution.
• Knowledge of finance and relevant business segment-specific issues through an advanced degree or experience in investment banking, asset management, credit analysis, business development, or relationship management.
• Experience formulating and crafting sales presentations.
• Negotiation, leadership, and sales skills to support and maintain client relationships.
• Knowledge of applicable industry laws and regulations preferred, typically gained through prior experience or completion of a formal credit or rotational program.
• Strong analytical and communication skills.
• Effective organizational, multi-tasking, and prioritizing skills.
• Ability and willingness to travel up to 30-50% to meet calling standards and accommodate a 7:00am start time.

What You’ll Do (Scope)

• Conduct institutional sales of FHLBank Chicago products to existing members and prospective members.
• Prospects and members may include insurance companies, banks, credit unions, and possibly housing associates and CDFIs with principal places of business in Illinois or Wisconsin.

Benefits

• Retirement program (401k and Pension)
• Medical, dental and vision insurance
• Lifestyle Spending Account
• Competitive PTO plan
• 11 paid holidays per year
• Highly competitive compensation and bonus package
• Allocation of remote days to use as needed throughout the year
• Tuition reimbursement
• Wellbeing program supports employees at work and in their personal lives, including PTO plan providing five weeks of vacation for new employees and 11 paid holidays per year

Salary

• USD 125,825 - 221,275 per year
• Expected salary range for this job requisition

About the Mission

• Partner with members in Illinois and Wisconsin to provide competitively priced funding, a reasonable return on investment, and support for community investment activities.
• Government-sponsored since 1932, created by Congress as one of 11 Federal Home Loan Banks supporting mortgage lending and community investment.