MENU
MENU
BACK
BACK
 
INQUIRE
INQUIRE
ADD TO CART
ADD TO CART
SHARE
SHARE
Job Title National RLPS Account Representative
Date Posted 4/13/2014
Area/Specialty Finance/Card Services
Location San Diego, CA
Status A
Min Salary $75,000.00
Job Type Full-Time Regular
Min Experience 5 Years
Position Id EB-2122093879
Written By ADMIN
Job Description

 

 

Engaged Priority Search for:

 

National RLPS Account Representative

San Diego, CA

 

 

COMPANY PROFILE:

Our client is the principal subsidiary of a multi-billion dollar regional bank holding company.  For nearly a century and a half, they have been meeting the financial services needs of individuals and businesses. They provide a diversified line of financial services, including business and personal banking, wealth management and estate planning and investments through its affiliated companies.  The holding company operates across five states with approximately 360 locations and also has operating subsidiaries involved in mortgage banking, credit related insurance, venture capital and real estate activities.  The client operates in five states: Missouri, Kansas, Illinois, Oklahoma and Colorado.

 

Position Summary

This position is responsible for selling Commercial Card Services to targeted companies in designated sales territories.  These companies will typically have no established relationship with our client prior to contact.  The incumbent will call on “C” level of businesses

and governments.  To achieve the objectives of this job, the incumbent will initiate the use of various prospecting methods including cold calling, leveraging internal and external referrals, as well as through networking groups.  In addition to prospecting, the incumbent must employ effective listening, problem solving, presentation, sales, negotiation, closing and relationship management techniques to obtain assigned sales goals.  Will aid in transitioning new account sales to the internal Relationship Management Team.

 

Department:

Commercial Card Services  

 

Reports To:

Regional Sales Manager

 

Responsibilities:

70%     New Account Acquisition: Conduct sales calls in-person and over the telephone detailing new products, consultative business process review, and value-added services including but not limited to technical support, Product Development, Relationship Management, and other benefits of the client’s Commercial Card Programs.  Negotiate contractual terms and pricing options while taking advantage of the best solutions that will yield pricing advantages for the customer and provide an acceptable return to the Bank.  Own account and monitor its activity for a defined period of time and transition it to the Relationship Management Team.

 

30%     Prepare RFI’s, RFP’s, and Sales Presentations: Create customized proposals and present them to potential customers.  Clearly understand prospect’s current processes and future needs and identify strategies to improve efficiencies, reduce costs, or improve service to win business.

 

  • Sales efforts geared towards the following industries typically where no client relationship exists:

Education

Manufacturing

Government    

Healthcare

Professional Services

Insurance

Retail Trade

Large Non-Profits


  • Use internal customer lists and external lists (such as Dun & Bradstreet) to develop prospect lists meeting the targeted client profiles.
  • Work with existing sales team to identify prospects meeting the targeted customer
  • Cold Calling
  • Negotiate contractual terms and pricing for new customer accounts.

 

Internal and  External Contacts

Internal: Meet with assigned Commercial Officer (if applicable), , and Commercial Product senior managers to discuss sales opportunities.

 

External: Meet with commercial card software providers Representatives regarding opportunities and programs we can take advantage of to enhance our product offering to targeted prospects.  Discuss processing programs with TSYS management.  Work with other industry vendors to research new technologies which can benefit the client and their customers. 

 

Experience/Education

  • College Degree BS/BA
  • Minimum of 5 years of sales experience business to business
  • Pipe line management, & client management
  • Experienced in "solution selling."
  • Experienced in sophisticated pricing and account design strategies.
  • PREFERRED:            Knowledge of accounting and financial systems, market development techniques and customer retention/management strategies.

 

 

Technical Knowledge/Skills

  • Thorough understanding of business concepts including accounts payable, purchasing, and accounting systems.
  • Understanding of a sophisticated Pricing Model.
  • Experienced in sophisticated contract negotiations.
  • PREFERRED: Understanding of the commercial travel industry to help corporations manage their T&E expenses in a more cost effective way through the use of commercial card products.
  • PREFERRED:            Strong project management abilities.
  • PREFERRED: Knowledge of Commercial Card products and our capabilities as it relates to reporting, billing methods, pricing, and contract issues.

 

Competencies:

 

To perform the job successfully, an individual should demonstrate the following competencies:

  • Analytical – Synthesizes complex or diverse information; collects and researches data; uses intuition and experience to complement data; designs work flows and procedures.

 

  • Problem Solving – Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully; develops alternative solutions.

 

  • Technical Skills – Assesses own strengths and weaknesses; pursues training and development opportunities; strives to continuously build knowledge and skills; shares expertise with others.

 

  • Customer Service – Manages difficult or emotional customer situations; responds promptly to customer needs; solicits customer feedback to improve service; responds to requests for service and assistance; meets commitments.

 

  • Interpersonal – Focuses on solving conflict, not blaming; maintains confidentiality; listens to others without interrupting; keeps emotions under control; remains open to others’ ideas and tries new things. 

 

  • Communication – Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; responds well to questions; demonstrates group presentation skills; participates in meetings.

 

  • Written Communication – Writes clearly and informatively; edits work for spelling and grammar; varies writing style to meet needs; presents numerical data effectively; able to read and interpret written information.

 

  • Change Management – Develops workable implementation plans; communicates changes effectively; builds commitment and overcomes resistance; prepares and supports those affected by change; monitors transition and evaluates results.

 

  • Delegation – Delegates work assignments; matches the responsibility to the person; gives authority to work independently; sets expectations and monitors delegated activities; provides recognition for results.

 

  • Leadership – Exhibits confidence in self and others; inspires respect and trust; accepts feedback from others; provides vision and inspiration to peers and subordinates; gives appropriate recognition to others; displays passion and optimism; mobilizes others to fulfill the vision.

 

  • Business Acumen – Understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition; aligns work with strategic goals.

 

  • Cost Consciousness – Works within approved budget; develops and implements cost saving measures; contributes to profits and revenue; conserves organizational resources.

 

  • Diversity – Shows respect and sensitivity for cultural differences; promotes a harassment-free environment; builds a diverse workforce.

 

  • Ethics – Treats people with respect; keeps commitments; inspires the trust of others; works with integrity and ethically; upholds organizational values.

 

  • Organizational Support – Follows policies and procedures; completes administrative tasks correctly and on time; supports organization’s goals and values; benefits from organization through outside activities; supports affirmative action and respects diversity.

 

  • Strategic Thinking – Develops strategies to achieve organizational goals; understands organization’s strengths and weaknesses; analyzes market and competition; identifies external threats and opportunities; adapts strategy to changing conditions.

 

  • Adaptability – Adapts to changes in the work environment; manages competing demands; changes approach or method to best fit the situation; able to deal with frequent change, delays or unexpected events.

 

 

Personality:

 

·      Leader

·      Honest/ High Integrity

·      Trustworthy

·      Intelligent

·      Respectful

·      Effective Communicator/ problem solver

·      Detail Oriented  

·      Mature

·      Culture sensitive 

 

 

Work Environment

  • Office based in home M - F 8am to 5pm.
  • Some travel and entertaining.
  • Some overnight trips to markets and/or conferences.
  • Trips to Kansas City or St. Louis for training.

 

Compensation:

 

Base Salary commensurate with experience

Possible bonus in 1st year + commission

Benefits

Benefits Yes
Health Coverage Yes

Inquire
Inquire