Program Manager, Member Sales

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Job Description
This role is designed to be a force multiplier for Regional Directors (RD). Through research, calling and email campaigns, the Program Manager will analyze potential members to identify the best candidates for recruitment and retention.

The Program Manager will support the RDs throughout their sales cycle providing in-depth analysis and research on potential members and will manage follow-up post-visit and/or recruitment. Follow up post-visit and/or recruitment requires the employee to use the information gleaned during the recruitment process (both research and directly communicated information) to develop an individualized plan for each bank to engage with the ABA. This also requires the employee, in the moment, to make decisions on products and services that will meet the needs of members. This employee will also represent ABA in the field visiting banks as well as being the face of ABA at conferences and other events. Through this work, the employee will support the membership department's goals of meeting engagement benchmarks among banks up to $10B in assets. This role serves as a sales associate position.

Key Responsibilities

• Conduct bank outreach and calling campaigns to generate sales and retention opportunities. The employee will take responsibility for the retention opportunity, identify the bank's needs and develop in coordination with the RD and execute on a plan to connect the bank to ABA products and services that will provide a value proposition for the member.
• The Program Manager will develop in coordination with the RD and execute on-boarding programs for new members and banks with low engagement who are considered at-risk of canceling their membership.
• Schedule visits for RD and deliver webinars to member banks in relation to territory specific engagement campaigns.
• Provide specific concierge services to banks between $100M and $9.99B in assets and respond to banker inquiries. Concierge service requires the employee to determine, based on the banker request, the appropriate expert or solution to connect to the banker. Additionally, the program manager will develop relationships with banks and serve as the bankers go-to-resource inside ABA.
• Responsible for research on potential member banks and their CEOs including financial and prior contact report analysis while managing regional account databases (Salesforce/Aptify/Independent RD Excel spreadsheets, etc).
• Other duties as assigned by business needs.

Qualifications

• Bachelor's degree in business administration, communications, marketing, or related field preferred or commensurate experience.
• Minimum of 2+ years of experience in sales, customer support, relationship / account management, or in a customer-facing support role.
• Experience with Microsoft suite of products with heavy power point and excel focus.
• Comfortable in a sales role which includes cold calling, conducting discovery conversations to uncover prospect needs and viability.
• Proven ability to establish rapport upon meeting new people and build long-term relationships with customers.
• Ability to work independently.
• Excellent organizational skills and strong attention to detail.
• Strong verbal and written communication skills, including active listening skills.
• Ability to interact and communicate with C-levels.
• Strong critical thinking skills and deductive reasoning.
• Ability to be resourceful and actively seek ways to assist customers to exceed their expectations.
• Ability to work well under pressure.
• Ability to meet multiple needs and anticipate change.
• Experience in financial services or trade associations preferred.
• Salesforce experience is a plus.
• Ability to travel (less than 20%) required.

Target Salary Range
$80,000 - $85,000

Salary Band Range
$61, $84, $106,355.00

American Bankers Association (ABA) is an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, age, sex, marital status, gender identity, sexual orientation, disability, protected Veteran status, personal appearance, political affiliation, family responsibilities, or any other characteristic protected by applicable law.