AG Lender-ND

1.  Bring value to the customer. Manage the total company value proposition and business relationship at the individual customer level. This includes:

• Fully understanding the needs, goals, and capabilities of each customer, including how to best serve them.
• Providing counsel that leads customers to effectively analyze their operations’ performance and deal with pertinent issues.
• Providing solutions that effectively integrate company products and services in a customized package designed to meet the customer’s needs and behaviors, either directly or by leading a team of specialists.
• Maintaining strong working knowledge of all company products, including risk management products and how to integrate those into solution-based contracts.
• Resolving customer complaints or dissatisfaction, either directly or indirectly.

2. Administer credit. Implement established credit disciplines, processes and policies through delegated loan decisions, loan servicing, and analysis of loans:

• Gather and/or oversee gathering of credit information and complete credit analyses.
• Negotiate and structure sound loan contracts.
• Make delegated credit decisions.
• Provide recommendations on actions above authority and follow up with full implementation.
• Implement, monitor and service credit contacts for performance.

3. Develop and execute business and sales plans. Develop and maintain plans for assigned portfolio/territory that summarizes opportunities, threats and needed resources. Maintain documented relationship plans for all key customers and prospects and attain business goals through sales execution. This includes:

• Selling company products and services through well-designed customer/prospect presentations and proposals which provide solutions to identified needs.
• Involving other team members as necessary to complete sales.
• Soliciting and building relationships with non-customer prospects.
• Managing time and personal discipline for effective sales processes through customer contact and sales calls. (Includes using a sales management system which facilitates team communication and supports database applications for marketing, planning, and reporting.).
• Expectation is to be out of the office and in the marketplace a minimum of one day/week.

4. Develop and maintain personal and professional skills.

• Develop and maintain a high-level knowledge of business concepts and company products and services.
• Proactively develop and maintain a high level of knowledge about production agriculture, commodity marketing, agricultural economics, technology, and other specifics pertinent to the assigned portfolio, industry, segment and/or territory.
• Maintain up-to-date knowledge of sales and marketing techniques, as well as solid credit skills and relationship-building skills.