Directs and coordinates all sales efforts to grow commercial card portfolio revenue through acquisition of new customers and expansion of existing customers. Builds productive and engaged relationships with all lines of business to maximize results for Commercial Card sales. Manages card sales team members.
Essential Duties and Responsibilities
Designs and implements sales strategies to ensure the company meets its revenue objectives
Manages sales consultants and sales support team to achieve revenue objectives
Works closely with Relationship Managers and customer stakeholders to provide solution best suited for their organization
Uses consultative selling approach based on customer's industry
Provides high level customer service and support for all lines of business. Maintains clear communication between customers, vendors, originators and internal departments on the status of pending transactions.
Addresses and resolves issues for customers, originators and sale staff Manage multiple phases of sales cycle, including initial contact, identification of customer needs, presentations/product demos, negotiation, underwriting, and implementation
Maintains broad and technical product knowledge including competitor product information
Maintains and updates CRM system regarding sales calls, pipelines and closed sales
Work closely with implementation team to ensure flawless execution of new client setup and training.
Creates customer relationship revenue estimate, spend, and opportunity analyses for key accounts, and prepares, manages, and executes business and opportunity plans in order to meet business objectives and bank revenue.
Prepares and participates in responses to Requests for Proposals (RFPs) for new business, coordinating with relationship managers.
Meets regularly with direct reports to assist in mentoring, training, and developing associates overall engagement. Develops associates' critical thinking skills regarding relationship development, pricing and structuring, as well as handling of inter-departmental issues/concerns.
Manages staff. Sets performance standards, manages workflow, grants authorities, evaluates performance, and recommends personnel actions within delegated authorities. Consults with Human Resources as appropriate
Bachelor's degree in relevant discipline
Eight (8) or more years of relevant experience selling commercial card and electronic payment products; or an appropriate combination of education and experience.
Master's degree or MBA preferred.
Proven experience selling within treasury management or procurement, including: cash conversion cycle; procure to pay process; accounts payable; invoice management; payment automation; and corporate travel and expense management.
Experience managing a cash management sales production team.
Demonstrated expertise in cash management and working capital products, solutions, trends and best practices, specific to complex customer industries.
Advanced advisory-focused sales, negotiation and influencing skills and customer focus, with proven ability to apply creative and innovative solutions and to focus on profitability while meeting the needs of the customer and the line.
Proven advanced analytical and problem solving skills.
Demonstrated leadership behaviors, including a willingness to share knowledge and support with team members, provide input and feedback toward process improvement, and work collaboratively toward shared goals.
Excellent interpersonal and facilitation skills, with the ability to work collaboratively and build and maintain effective relationships with all levels of executives, internal team members, customers, and other stakeholders and partners.
Excellent customer service, verbal, written communication and presentation skills.
Excellent organizational skills and detail orientation, with demonstrated ability to multi-task and work effectively under tight timeframes and with competing priorities.
Ability to work independently, as well as collaboratively in a team environment.
Advanced knowledge with Microsoft Office applications (Outlook, Word, PowerPoint and Excel)
Availability for occasional work outside normal business hours, including evenings and weekends.
Extensive travel required (approx. 25%).
CoBank stands strong as a $135 billion enterprise dedicated to the financial needs of rural communities. That means we help fund new ways to grow food, generate energy, access technology, and otherwise improve life in America. When you choose a career with us, you make a difference by standing for something that matters. A career at CoBank can offer you the opportunity to make a personal impact on the people and communities where we do business. We also provide competitive compensation, health and wellness benefits, company-funded retirement plan, matching 401(k), and professional development programs.
CoBank will not sponsor a work visa (e.g. H1B, etc.) to fill this position.
CoBank is an Equal Opportunity Employer.