VP, Workplace Banking

The Vice President, Workplace Banking reports to the Chief Revenue Officer and is responsible for building Telhio Credit Union's Workplace Banking function into a scalable, high-performing department. This leader will create, re-create, develop, and aggressively grow Workplace Banking, with full accountability for strategy, leadership, production, profitability, and performance.

The primary purpose of this role is to bring new households to Telhio across all income levels by establishing deep, productive partnerships with larger employers, universities, and large affiliation groups (including nonprofits). The Vice President will lead, coach, and grow the existing team of Workplace Bankers while maintaining a significant personal sales pipeline. This is a producing player-coach role; leadership responsibilities do not replace individual sales expectations.

DEPARTMENT BUILDING AND TRANSFORMATION

• Transform Workplace Banking from a program into a fully structured department with a clear strategy, defined roles, operating rhythms, and measurable growth targets.
• Assess current partnerships, processes, and team capabilities; redesign or rebuild what is not producing results.
• Develop a multi-year department growth plan, including staffing models, territory design, and the business case for future headcount as results are achieved.
• Create repeatable playbooks for prospecting, onboarding, activating, retaining, and expanding organizational partnerships so the department can scale.

LEADERSHIP AND PEOPLE MANAGEMENT

• Lead, coach, develop, and hold accountable the Workplace Bankers, building a high-performing, sales-driven team culture.
• Establish individual and team goals, sales strategies, target lists, territories, activity expectations, production standards, and forecast requirements.
• Conduct regular pipeline, production, forecast, field-coaching, and performance reviews; address performance gaps through documented action plans.
• Recruit, hire, and onboard additional team members as the department grows.
• Complete performance evaluations and manage employee performance in accordance with Telhio Human Resources policies and practices.
• Recommend team incentive measures and production standards aligned with Telhio growth objectives and approved compensation practices.

TARGET MARKETS AND STRATEGIC PARTNERSHIPS

• Prioritize larger employers, universities and colleges, and large affiliation groups (such as associations, unions, professional organizations, alumni networks, and nonprofits) as the primary sources of new household growth.
• Build executive-level relationships with Human Resources and benefits leaders, business owners, university leaders, association executives, and other decision-makers.
• Lead and/or coach discovery meetings, presentations, proposals, negotiations, implementation plans, launches, and periodic relationship reviews.
• Ensure new partnerships are activated through defined implementation, communication, enrollment, marketing, and ongoing engagement plans.
• Develop university relationships that serve students, faculty, staff, alumni, and affiliated populations, introducing younger consumers to Telhio and building long-term household relationships.
• Retain and expand existing relationships through executive engagement, business reviews, participation strategies, and corrective plans for underperforming accounts.

PROGRAM AND PRODUCT DEVELOPMENT

• Apply strong knowledge of Telhio's consumer product set, the primary focus of Workplace Banking (checking, savings, consumer lending, mortgage, home equity, and related services), to design compelling workplace offerings.
• Create and refine workplace banking programs, employee benefit packages, financial wellness offerings, and partner-specific solutions that drive new memberships and primary relationships.
• Design and implement offerings, in conjunction with colleagues where applicable, that meet the needs of households at every income level, from entry-level and hourly employees to executives.
• Partner with Marketing, Consumer Lending, and other colleagues to develop, test, launch, and measure new programs or product enhancements based on partner and member feedback.

INDIVIDUAL SALES PRODUCTION

• Maintain an individual prospect pipeline and personally originate, negotiate, close, activate, and manage significant strategic relationships.
• Focus personal selling on major opportunities where senior-level involvement can materially improve Telhio's ability to win and expand the relationship.
• Achieve defined individual goals for strategic partnerships, new households, new members, deposits, funded loan production, and other approved measures.

MEMBER ACQUISITION AND HOUSEHOLD GROWTH

• Convert organizational partnerships into measurable new households, memberships, checking and direct deposit relationships, deposits, consumer loans, mortgage and home-equity opportunities, Wealth Management referrals, and Business Banking referrals. Lending, Wealth Management, and other referrals are initiated by the team, with a warm handoff to the appropriate colleagues expected.
• Measure success based on new household growth, relationship depth, retention, and long-term value, not solely on agreements, events, or account openings.

DEPARTMENT PROFITABILITY AND PERFORMANCE

• Develop and manage the Workplace Banking department business plan and budget.
• Evaluate department performance based on new households, production, revenue, expense, profitability, and return on investment.
• Monitor team and individual results, relationship activation, conversion, retention, referral activity, and forecast accuracy.
• Recommend changes to target markets, staffing, sales practices, campaigns, products, and resource allocation based on performance.

INTERNAL PARTNERSHIPS AND REFERRALS

• Partner with Business Banking, Retail, Consumer Lending, Mortgage, Marketing, Wealth Management, Member Service, Operations, Risk, Compliance, Information Security, and other appropriate functions.
• Establish and manage bi-directional referral processes between Workplace Banking and other Telhio business lines, including joint coverage with Business Banking where an organization presents opportunities for both.

PIPELINE, ATTRIBUTION, AND REPORTING

• Maintain disciplined sales-management, pipeline, and funnel-management practices across the department, including tracking decision-makers, opportunity stage, estimated value, next actions, expected close dates, activation status, and production results.
• Ensure relationships, households, referrals, deposits, funded loans, and other production are accurately tracked and attributed.
• Provide timely, accurate reporting and forecasts to executive leadership as needed and to other appropriate management forums.

RISK, COMPLIANCE, AND INFORMATION PROTECTION

• Conduct activities in accordance with Telhio policies, procedures, underwriting standards, consumer-protection requirements, and applicable laws and regulations.
• Identify, manage, and escalate operational, compliance, legal, reputational, third-party, information-security, and member-experience risks associated with partnerships.
• Protect confidential member, prospect, employer, university, affiliation-partner, employee, and Telhio information.

REQUIRED QUALIFICATIONS

• Bachelor's degree in business, finance, marketing, communications, or a related field is required. Equivalent experience will not be substituted for the degree.
• Seven or more years of progressive financial-services sales, business development, or comparable business-to-business consultative sales experience, with a strong record of exceeding goals.
• At least three years of sales leadership experience, including coaching and developing sales professionals.
• Strong working knowledge of consumer financial products.
• Experience developing or launching programs or products, ideally in a workplace, benefits, or partnership setting.
• A strong professional network with employers, universities, affiliation groups, or other large organizations.
• Demonstrated success building or significantly growing a team, program, or business line.
• Strong executive-level prospecting, presentation, negotiation, closing, pipeline management, forecasting, and budgeting skills.
• Coachable and open to feedback, with the ability to balance team leadership, department building, and significant individual production.

PREFERRED QUALIFICATIONS

Banking or credit union experience; experience with workplace banking, employee benefits, or financial wellness programs; experience serving households across a range of income levels; experience with sales management, pipeline and funnel management, and activity tracking; and willingness to build relationships and networks within and beyond Telhio's markets.

CORE COMPETENCIES

Builder and change-leader mindset * Aggressive, results-driven sales focus * Sales leadership and coaching * Coachability * Strategic prospecting and business development * Program and product development * Executive presence * Negotiation and closing * Financial and performance management * Pipeline discipline * Cross-functional collaboration * Member focus * Integrity and sound judgment

PLAYER-COACH ACCOUNTABILITY: Leadership and department-building responsibilities do not replace or reduce the requirement to personally prospect, sell, close, and activate strategic relationships, maintain an individual pipeline, and achieve defined personal production goals. Performance is measured through both team and individual results.

This job description summarizes the principal duties and qualifications of the position and does not limit management's ability to assign other duties consistent with business needs. Physical requirements, work environment, reasonable accommodation, equal employment opportunity language, job code, grade, effective date, and approval fields should follow Telhio's standard Human Resources format.