| Location: |
VA-Other Fairfax
Mid-Atlantic (DE, DC, MD, NJ, NY, PA, VA & WV) |
| Salary Range: |
80,000 - 100,000 |
| Bonus & Incentives: |
base + incentive |
| Position Responsibilities: |
Summary:
Responsible for identifying, soliciting, developing, servicing, and maximizing non-credit revenue generation for clients in the corporate/commercial market segment through the sale of products and services covering the spectrum of cash management, merchant services, international, payroll services, and specialized payment solutions. This is accomplished through a consultative sales process
leveraging the incumbent's mastery of and expertise around client working capital management practices, payment systems and associated products and services, with a goal of expanding both the breadth and depth of the client relationship through a single, comprehensive sales experience.
Target focus is on sales opportunities with the following characteristics: complexity of opportunity, significant increasing revenue potential, longer sales cycle, and coordination of related working capital lines of business.
Responsibilities:
• Revenue generation growth of portfolio and client base through client acquisition, retention, and cross selling in the corporate/commercial market segment.
• Generate leads from market assessment, collaboration with banking network marketing plans, research provided by District Sales Manager, District Market Analyst, Market Development Team and Corporate and Commercial Market Segment Council initiatives.
• Identify revenue opportunities in target markets, develop sales plans, and execute to close revenue in coordination with Banking Network strategies and initiatives.
• Initiates selling activities under a direct sales model by calling on clients and prospects to identify their needs and to sell the appropriate treasury/payments products and services.
• Meet or exceed revenue sales goals in assigned territory through the sale of products and services.
• Build strong, business relationships with external and internal clients reflecting the overall strategy of the Bank and the Payments Services Division.
• Leverage the Bank’s partner and supporting relationships to execute on department sales strategy and to accelerate achievement of revenue growth.
• Communicate account status within the Bank organization and leverage internal resources wisely for maximum execution, including coordination of post-sale implementation effort. Iidentify cross-sell opportunities and to retain clients' business.
• Provide timely reporting around sales activity and prospective sales opportunities and keep up to date.
• Maintain industry, products, and technical subject matter expertise.
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| Education and Certifications/Licenses: |
Bachelors |
| Mandatory Minimum Qualifications: |
• Bachelor's degree in finance or accounting or equivalent experience preferred. Possession of Certified Treasury Professional (CTP) credential or equivalent professional accreditation
• Eight years experience with a demonstrated mastery of the following: In-depth knowledge of corporate working capital management (WCM) objectives and strategies, and supporting business processes including accounts payable, accounts receivable, supply chain management, debt and investment management, risk management and financial controls, financial systems and associated information technologies, including a perspective on both domestic and international WCM practices
• Skilled in market analysis and lead generation. Ability to influence sales process of the banking network
• In-depth knowledge of financial products and services (treasury/cash management, international, payroll services, card and payments) typically used by businesses in support of their working capital and operational requirements
• Consulting skills. The ability to perform situational analyses through identification of client objectives, priorities, needs, problems, decision processes, benchmarks and measurements coupled with the capability to craft and propose recommendations and solutions to the issues and problems raised during the consulting process
• Selling skills. Knowledge of value-oriented sales techniques and processes. Use of customer-focused attitudes and beliefs to translate product features into client-specific benefits and value propositions (in the client's terms). Preparation and delivery of tailored sales presentations, including product demonstrations. Ability to handle buyer objections and move sales situations forward resulting in the close of the sale while simultaneously focusing on account profitability and client retention
• Communications and presentation skills - excellent verbal and written communications skills a must; ability to tailor presentation and content of solutions as appropriate to executive and business focused audiences as well as technical staff
• Team approach - ability to work with the Bank staff from within the Company (Banking Network, Product Management, Operations, etc.) to effectively maximize revenue and customer satisfaction within assigned territories
• Sales administration skills-time management, development of targeted sales plans (market and call planning), sales opportunity reporting and pipeline management. Demonstrated ability to manage time and follow-through required to meet business plan and revenue goals within assigned territories
• Work Ethic, Attitude and Follow-through - Commitment to excel and positive attitude combined with energy and enthusiasm
• Ability to travel as appropriate to manage and close opportunities within assigned territories
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| Preferred Qualifications: |
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| Additional Comments: |
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| Benefits: |
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| Overnight Travel: |
None Listed |
| Relocation Assistance: |
No |
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