Director Of Commercial Card Sales
Posted on Jun 1, 2020 by Commerce Bank
The purpose of this job is to establish next generation sales strategies for new business acquisition that drives consistent performance across each of our sales teams. This position will ensure our sales teams leverage a systematic sales approach that is repeatable, and collaborative. The result will be a high-performing sales force that accelerates Commercial Card revenue growth with a focus on benefiting the greater Commercial Payments division in the increasingly complex and competitive environment.
Essential Job Functions:
Set national sales strategy that delivers consistent performance quarterly and annually across each of our geographic and specialty teams.
Guide the sales team through the changing landscape of how prospects purchase B2B solutions including our partnership strategy, social selling, centers of influence, and national/regional events strategy to keep Commerce current and drive new sales.
Coach and develop sales team and managers to increase job satisfaction, minimize turnover and ensure 2/3 of sales team achieves goal each year. (Assumes 1/3 exceed goal, 1/3 meet goal and 1/3 are new reps, on corrective action or open territories).
Develop and maintain the usage of accountable systems like Insight360, PowerBI, Manager Playbooks, and incentive plans to drive results.
Research and launch new endeavors that drive new sources of revenue including those that challenge our current sales structure and practices.
Continually refine new sales onboarding program and launch a new certification program for tenured employees continuing education including active usage of the consultative selling model (Richardson).
Identify strategic client relationships and assist in their retention and expansion collaboratively with Bank markets, account management and Payment partners.
Influence our Product, Marketing (and messaging), and Pricing direction with information learned from the field and in-person client interactions.
Education: Bachelors Degree or Equivalent
Preferred applicants will have:
7+ years of Strategic Sales experience
5+ years of Sales leadership experience in a B2B environment
A leader with proven track record of successful sales management, coaching, contract negotiation and excellent closing skills in B2B solution sales with long sales cycles through a remote workforce.
A strategic thinker who leverages personal experience, business insight and financial acumen to identify new verticals, partnerships, products and revenue models to accelerate revenue growth.
Action-oriented leader who directs work to deliver results through personal accountability and building trust across team and Bank.
Ability to make good critical decisions and drive the vision and purpose so all participants align with the direction.
Experienced, connected, and educated in the complexities of the Commercial Payments industry.
Courage to make appropriate changes and implement new initiatives that deliver consistent sales results and accelerates revenue growth.
Collaborative leader with interpersonal and organizational savvy to drive change and accelerate performance across the Bank.
Leader who attracts diverse and high caliber talent and implements a repeatable framework that reduces turnover and increases job satisfaction.
Executive presence and ability to interact with and influence the most senior people at the Bank, with clients and across the industry.
Experience with Richardson (or comparable consultative selling model) and cloud-based CRM like Salesforce.com.