Commercial Card Sales Specialist
Job Description
Tallahassee, United States of America
Santanders Commercial Banking Division is an active provider of capital, treasury management and risk management solutions to thousands of small, mid-sized and large companies in the northeast and across the country.
Our clients rely on the strength of Santanders balance sheet and the degree to which our relationship managers understand their businesses in order to develop the most relevant and compelling solutions. In addition, Santanders significant international presence uniquely positions us to help companies grow their business both near and far.
Commercial Cards is a core product line within the Transaction Banking business. Commercial Cards has been one of the fastest growing business within Transaction Banking. The Commercial Cards business offers a comprehensive set of cards solutions across Travel, B2B, Purchasing, and Virtual Card solutions targeted at Mid-Corporate, Middle Market and Business Banking clients.
This sales specialist role provides a significant opportunity to further develop client-facing skills in revenue generation, issue resolution, driving company objectives, and project management. The cards sales specialist role develops relationship management skills that can be used in broader coverage and relationship management roles within Santander.
The Card sales specialist, in partnership with our Commercial Banking Treasury Sales team, is responsible for effectively positioning our solutions to differentiate our product set, win new business and grow revenue.
Essential Functions/Responsibilities
The core responsibilities of the role are to grow the commercial cards business by acquiring new clients via a combinations of cold call prospecting, RFP wins, cross-sell and strategic deal origination.
The role requires a proactive monitoring and management of program metrics to achieve sales growth objectives
Deliver new client flows on allocated programs in relation to sales targets
Leverage consultative selling techniques to educate prospective customers how they can leverage cards solutions (purchasing, travel, and virtual cards) to positively impact their business
Manage deal pipeline and program from prospecting to deal closure
Organization and management of client events in partnership with business partners
Work closely with product organization to develop product positioning and sales material
Contracting, product demos and pricing negotiation
Participate in customer round tables and industry conferences
Collaboration with internal resources in Product, Risk, Operations, Treasury Sales and Relationship Management to structure compelling bids that win business
Participate in the commercialization efforts for new product enhancements to update marketing and client user materials, as well as participate in training of Sales, Relationship Management, Onboarding and Servicing teams
Qualifications
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education
Bachelor’s Degree or equivalent work experience in Business, Sales, Marketing or equivalent field.
Skills And Abilities
Strong written and verbal communication/presentation skills. We are looking for an individual who is confident presenting to both small and large groups of people including senior management within the client’s organization. Must have strong consultative sales & negotiation skills
Strategic Project Management – we require an individual who has an eye for detail and who can co-ordinate with internal teams to meet the project objectives
Ability to manage complex RFPs
Ability to generate cross-sell opportunities
Influence without authority- someone who can navigate teams beyond their direct management and help drive business and client goals
Excellent interpersonal skills to deal internally and externally with clients at senior level
Able to travel regionally, estimated 5-10% of the time depending on client or business needs
Bachelor’s Degree in Business, Finance, or equivalent discipline, or equivalent work experience
10-12 years relevant work experience
Understanding of and comfort with credit, risk management, and the credit underwriting process.
Understanding of and ability to position products in the context of working capital and the working capital cycle.
Proficiency in Microsoft Office – Word, Excel, PowerPoint, Access and familiarity with banking internal systems
Strong knowledge of commercial card products, industry, and middle-market segment
Understanding of ecosystem players and their position/value proposition within the cards market.
Experience in direct client interaction from a sales/ servicing standpoint
EEO Statements: At Santander, we value and respect differences in our workforce. We actively encourage everyone to apply.
Santander is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, genetics, disability, age, veteran status or any other characteristic protected by law.
Working Conditions: Frequent Minimal physical effort such as sitting, standing and walking. Occasional moving and lifting equipment and furniture is required to support onsite and offsite meeting setup and teardown. Physically capable of lifting up to fifty pounds, able to bend, kneel, climb ladders.
Employer Rights: This job description does not list all of the job duties of the job. You may be asked by your supervisors or managers to perform other duties. You may be evaluated in part based upon your performance of the tasks listed in this job description. The employer has the right to revise this job description at any time. This job description is not a contract for employment and either you or the employer may terminate at any time for any reason.
This is a hybrid position and can be located at our corporate offices in Boston, NYC, NJ, PA or FL
Primary Location: Tallahassee, FL, Tallahassee
Other Locations: Florida-Tallahassee,New Jersey-Florham Park,New York-New York,Pennsylvania-Conshohocken,Massachusetts-Boston
Organization: Santander Bank N.A.
Salary: $105,000 – $175,000/year
AN EQUAL OPPORTUNITY EMPLOYER M/F/Vet/Disabled/SO