Professional Services - SVP

Position Summary:

The Senior Vice President (SVP), Professional Services Deposit Sales is a senior, market-facing producer responsible for originating, growing and retaining core deposit and treasury management relationships with professional services firms, including law firms, title and settlement agencies, closing attorneys, 1031 exchange intermediaries and CPA firms. These clients hold significant operating, escrow and trust balances and depend on secure, timely payments. The role owns the full sales cycle from prospecting through onboarding and retention, spends much of the week in the market, and partners with Treasury Management, Operations, Finance and Compliance to deliver a high-touch experience that competes with larger institutions. Success is measured by net new deposits, treasury management fee income, portfolio retention, sales activity, and compliance quality.

Qualifications:

Required:

Bachelor’s degree in business, Finance or a related field, or equivalent experience. 10+ years of commercial banking, treasury management sales or specialty deposit business development, with a proven record of generating core deposits and treasury fee income. Strong working knowledge of treasury and cash management products and account analysis pricing, along with broad commercial banking knowledge. Understanding of IOLTA and attorney trust account rules, title and escrow practices including ALTA Best Practices, and FDIC pass-through insurance coverage. Working knowledge of BSA/AML, OFAC, CIP and Regulations CC, DD and E. Self-motivated hunter with strong consultative selling, negotiation, presentation and organizational skills, and proficiency with CRM and Microsoft Office. Understanding of regulatory environment

Preferred:

Established network among law firms, title agencies, real estate professionals and CPAs in the bank's markets. .

Core Competencies:

Career Development: Proactively prepares and actively participates in ongoing, candid, constructive monthly Coaching sessions with supervisor. Seeking advancement into challenging and developmental roles and assignments. Sets and meets clear, measurable goals.

Communicates Effectively: Demonstrates the ability to effectively communicate with all employees and clients, regardless of level. Communicates clearly, concisely, with candor and confidence. Writes, speaks and listens to disseminate and receive information effectively and accurately. Seeks to understand the viewpoints of others. Keeps others informed in a timely manner.

Focuses on the Client: Anticipates and identifies internal and external client needs. Takes action to meet and, where possible, exceed client expectations. Plans and organizes work effectively to facilitate responsiveness to client and meet deadlines.

Judgment: Demonstrates sound reasoning and well-balanced thinking. Balances the need for action with the need for analysis. Incorporates strategic thinking skills into practice by examining facts. Shows an ability to problem solve complex issues. Probes beyond symptoms to determine the underlying cause. Learn from and accepts responsibility from mistakes.

Teamwork: Demonstrates the ability to enhance the department and Orrstown Banks development through participation. Holds self and others accountable for exceeding departmental and corporate goals. Develops strong working relationships throughout the organization. Appropriately voices opinions, even if they are contrary to the consensus of the team. Initiates and develops positive working relationships with others in a way that builds bridges across boundaries and breaks down silos. Relates to others in an open and accepting manner that creates trust, respect and a collaborative environment.

Initiative and Commitment: Demonstrates the ability to self-motivate to achieve exceptional results and encourage others toward achieving goals and objectives. Conveys a sense of urgency and drives issues to closure. Exhibits persistence despite obstacles or opposition. Displaces initiative to get the right things done. Seeks assignments with growth opportunities, and sets a high standard of performance.

Innovates and Strives for Operational Excellence: Continually does something that is "better than." Looks for ways to add value through quality, process and standards. Streamlines business processes and resolves problems to address and eliminate "root cause."

Leads and Influences: Communicates a compelling vision that inspires and motivates others. Asserts own ideas and influences to gain support and commitment. Consistently demonstrates the Standards of Excellence.

Essential Duties:

Generate new operating, escrow and trust deposits and treasury management fee income through a disciplined prospecting program of calls, networking - including attendance at trade shows and conferences - referrals and targeted outreach. Build and maintain a documented pipeline and annual business development plan with target lists, activity goals and deposit production objectives. Lead consultative discovery with managing partners, firm administrators and title agency owners to understand cash flows, trust and escrow needs, disbursement activity and payment risk. Design and price tailored solutions, including operating, IOLTA, escrow and sub-accounting structures, sweeps, insured cash options, ACH, wires, positive pay, remote deposit capture and online banking, balancing profitability with competitiveness. Serve as senior relationship owner for an assigned portfolio, conducting regular reviews, managing attrition risk and expanding share of wallet through lending, card, merchant services and private banking referrals. Coordinate seamless onboarding with Treasury Management Implementation, Deposit Operations and branch partners, and act as the escalation point for complex service issues. Advise title and settlement clients on wire fraud prevention, dual control and reconciliation best practices. Cultivate centers of influence and represent the bank at bar association, land title association, real estate and community events. Maintain accurate CRM records, call reports, proposals, pricing requests, account documentation and expense reports, and report progress against deposit, fee income and activity goals. Complete KYC, due diligence and beneficial ownership requirements, comply with BSA/AML, OFAC and all bank policies, and escalate unusual activity. Abide by the current laws and organizational policies and procedures designed and implemented to promote an environment that is free of sexual harassment and other forms of illegal discriminatory behavior in the work place; support risk management practices and overall safety and soundness and the Bank’s compliance with all regulatory requirements. Ensure that the department and all personnel adhere to the same; perform tasks that are supportive in nature to the essential functions of the job which may be altered or redesigned depending on individual circumstances.

Physical Requirements:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to sit, use hands to finger, handle or feel, reach with hands and arms, and talk or hear. The employee is frequently required to stand and walk. The employee may occasionally lift and/or move up to 10 pounds. Ability to reach destinations within the Orrstown footprint at all times is required. Ability to work and report to the employer’s physical work location(s).

Work Environment:

Work is performed in a field-based role requiring frequent local and regional travel, occasional overnight travel and some evening events. Working extended hours may be required as needed. A valid driver's license and reliable transportation are required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of this position.