Institutional Sales Director

Federal Home Loan Bank of Chicago; Chicago (IL); On-site; USD 126,000 - 221,000; Full time

Benefits offered by this job

401(k) and pension plan

PTO – five weeks vacation

11 holidays per year

Downtown location

Rooftop views

Job summary

Federal Home Loan Bank of Chicago seeks an experienced Institutional Sales professional to expand member relationships across Illinois and Wisconsin. You will be a trusted advisor to senior leaders at banks, credit unions, insurance companies, and other institutions, guiding funding, liquidity, and balance sheet decisions.

You will develop engagement plans with cross-functional teams, grow product utilization, and help identify new business opportunities while traveling to meet clients at

Qualifications

• Bachelor’s degree required; MBA in finance or banking preferred.
• Foundational knowledge of insurance companies (rating agencies, NAIC, investments, asset management, treasury) is required.
• 7+ years in a financial institution/insurance company/rating agency/insurance asset manager.
• 5+ years of client-facing experience.
• Experience in strategic planning and execution.
• Knowledge of finance and related business issues from advanced degree or experience.
• Experience with formulating and crafting sales presentations.
• Negotiation, leadership, and sales skills are necessary.

Responsibilities

• Develop account plans to meet sales objectives and grow member usage.
• Service existing relationships and cultivate new clients.
• Collaborate with Solutions (analytics) Team to analyze business problems and identify opportunities.
• Travel to meet clients and attend industry events.
• Work with other Bank departments to structure credit solutions.

Skills

Analytical and communication skills

Travel readiness

Negotiation and sales

Leadership

Strategic thinking

Education

Bachelor’s degree

MBA in finance or banking

Tools

CRM systems

Analytics tools

Job description

Who we are

Our mission at FHLBank Chicago: To partner with our members in Illinois and Wisconsin to provide them competitively priced funding, a reasonable return on their investment, and support for their community investment activities. Simply said, we're a bank for insurance companies, banks, credit unions, CDFIs and other financial institutions, focused on being a strategic partner for our members and working together to reinvest in our communities, from urban centers to rural areas. Created by Congress in 1932, FHLBank Chicago is one of 11 Federal Home Loan Banks, government sponsored in support of mortgage lending and community investment.

What it’s like to work here

At FHLBank Chicago, we bring people together. We are committed to a high performing, engaged workforce, and to supporting the communities we serve across Illinois and Wisconsin. Our Buddy Program pairs new hires with tenured employees to guide their onboarding. Our professional development and training opportunities through upskilling, mentorship programs, and tuition reimbursement allow employees to grow their career with us. Our collaborative, in-office operating model brings teams together to foster innovation, connection, and shared success. To support balance and flexibility, employees are provided with an allocation of remote days to use as needed throughout the year.

What you'll do

Institutional sales of FHLBank Chicago products to existing members and prospective members. Entities will primarily include insurance companies, but can also include banks, credit unions and possibly housing associates and CDFIs with principal places of business in Illinois or Wisconsin.

Only candidates that can demonstrate at least a foundational knowledge of insurance companies will be considered for this role.

How you'll make an impact

• Expand member relationships and increase utilization of FHLBank Chicago's products and solutions by being a trusted advisor to senior leaders at banks, credit unions, insurance companies, and other institutions, helping clients navigate complex funding, liquidity, and balance sheet needs.
• Collaborate with clients and internal colleagues to find innovative ways to better serve the FHLBank's mission of supporting home ownership and economic development
• Help shape the future of member engagement by identifying new business opportunities, bringing innovative solutions to clients, and partnering across the Bank to drive measurable results.

What you can expect

• Develop and execute account plans to meet sales objectives and deliver results by developing member relationships at all levels of the organization.
• Service existing client relationships and develop and cultivate relationships with new clients.
• Partner with Solutions (analytics) Team to analyze member business problems and identify opportunities to offer solutions and influence member decision criteria.
• Prepare member engagement by setting objectives and preparing strategies for accomplishing objectives, sustain and grow member usage across products lines.
• Regularly review sales progress reports and keep Management informed of obstacles or issues limited business with key accounts.
• Support marketing efforts of the Bank through attendance at trade shows, industry events, as well as Bank-sponsored training/events and regional meetings, maintain and expand industry and product knowledge to be relevant and beneficial to members.
• Acts as consultant and trusted advisor to client contacts - negotiating credit arrangements, promoting and selling new solutions, and generating ideas for new business opportunities.
• Work closely with other departments at the FHLB Chicago to support and structure credit solutions to drive client business.
• Travel to meet with clients directly and at trade association and other conference events.

What you’ll bring

• Bachelor’s degree required, MBA in finance or banking preferred.
• Foundational knowledge/understanding of insurance companies (rating agencies, NAIC, investments, asset management, treasury, etc) is a must
• 7+ years of work experience in a financial institution/insurance company/rating agency/insurance asset manager.
• 5+ years of client facing experience.
• Experience in strategic planning and execution
• Knowledge of finance and relevant business segment specific issues, acquired through either an advanced degree or experience in investment banking, asset management, credit analysis, business development or relationship management.
• Experience with formulating and crafting sales presentations.
• Skills in negotiation, leadership, and sales are necessary to service the client relationship.
• Knowledge of applicable industry laws and regulations, usually acquired through prior experience or the completion of a formal credit or rotational program, is preferred.
• Strong analytical and communication skills required.
• Effective organizational, multi-tasking, and prioritizing skills
• Willingness to travel as needed to meet members and attend industry-related events.

The Perks

At FHLBank Chicago, we believe in rewarding our high performing workforce. We offer a highly competitive compensation and bonus package, and access to a comprehensive benefits program designed to meet the needs of our employees. Our retirement program includes a 401(k) and pension plan. Our wellbeing program supports employees at work and in their personal lives:

• Our PTO plan provides five weeks of vacation for new employees and 11 paid holidays per year;
• our Lifestyle Spending Account provides an annual stipend for employees to support wellbeing activities;
• our central downtown location at the Old Post Office provides easy access to public transportation and breathtaking views from our award-winning rooftop.

Visit FHLBCbenefits.com for additional details about our benefits.

Salary Range

Salary Range: $125,825.00 - $221,275.00 The above represents the expected salary range for this job requisition. Ultimately, in determining your pay, we may also consider your experience, and other job-related factors. In addition to the base salary, we offer a comprehensive benefits package which can be found here: https://hrportal.ehr.com/fhlbc