Commercial Services Business Development
3 weeks ago
The individual in this position is responsible for direct relationship marketing and business development activities of our commercial product offering, including but not limited to our Cash Management and Commercial Payments suite of products. The targeted companies may, or may not, have an established relationship with the bank; with the emphasis being placed on those who do not.
To achieve the objectives of this position, in addition to prospecting the sales officer must employ effective listening, problem solving, presentation, sales, relationship management and negotiation skills, while leveraging effective closing techniques to obtain assigned sales goals. Conducts relationships and activities consistent with established Bank policies, procedures and systems, the corporate code of conduct, Bank Secrecy Act and all applicable State and Federal laws and regulations.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
- The primary responsibility of this position is prospecting for new relationships. It is expected that the sales officer will initiate the use of various prospecting methods including cold calling, leveraging internal and external referrals, as well as through industry available networking groups. This includes:
- New to bank relationships
- Deepening relationships with current bank customers (using internal bank deposit or customer lists that do not use commercial services or bankcard products)
- Work both independently and with loan officers to bring in new business to the bank and to new and current customers.
- Acquire business in commercial deposits, commercial payments (multi-card and automated accounts payable), business credit card, merchant services, and commercial services products (positive pay, remote deposit, lockbox, online banking, etc.).
- Develop a business development marketing plan utilizing effective sales techniques that will generate new relationships and cross-sell various bank products and services including commercial, investment and trust.
- Conduct sales calls performing consultative business process reviews, identifying prospect goals and objectives for process improvement and efficiency goals, then effectively matching solution capabilities to address these requirements.
- Prepare and deliver results-oriented sales proposals to facilitate the closing of sales.
- 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.
- Ability to source own leads, set own appointments and follow-up, while consistently following a program of conducting scheduled sales calls and site visits to prospects and existing business customers, while documenting all calling activity.
- Develop and maintain a thorough working knowledge of Central Bank's products, operations, and organization; communicate this understanding to others when appropriate and refer inquiries and correspondence to the proper department or individual.
- Effectively transition the relationship to the support team once the implementation is complete; but be willing to help service the client if the need should arise.
- Responsible for compliance with all banking regulations which are applicable to the job, including the Bank Secrecy Act and information security rules.
- Bachelor's degree or equivalent combination of education, training, and experience.
- Business development and relationship building experience required with proven track record for sales and negotiation success.
- Business development experience and background in business banking, treasury management / cash management, and commercial deposits preferred.
- Strong understanding of business concepts including accounts payable, purchasing and accounting systems is desired.
- Confidence and willingness to go out on solo and group sales calls.
- Work with and train other new cash management business development officers.
- Excellent verbal, listening and communication skills.
- Strong customer relations skills and ability to work with employees and customers in a cooperative manner.
- Ability to identify client needs, present banking solutions and bank products.
- Ability to recognize closing opportunities and retain and grow customer relationships.
- Possess strong organizational and judgement skills, with an attention to detail.
- Ability to make decisions, work independently, handle confidential information, and manage multiple tasks.
- Desire to be actively involved in community networking activities to identify and capitalize on new business development opportunities.
- Must have a valid driver's license as most of the work and responsibilities require traveling to customers and potential customers' officers and places of business.
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