Director, Commercial Accounts Financial Markets (NorthEast)

Director, Commercial Accounts Financial Markets (NorthEast)

Department: Sales - Finance Sales

Employment Type: Permanent - Full Time

Location: United States/Remote

Reporting To: RVP, Financial Markets (Dave MacDonald)

Description

The Director, Commercial Accounts will build a sustainable base of business that meets and exceeds revenue and order intake objectives for agreed upon accounts in their assigned territory through tenacious focus on Glory Global Solutions sales process.  This role drives mid-market growth with full sales lifecycle ownership and pipeline conversion.

In this role, you will be a driving force behind GGS’ expanded sales initiative, leading new business growth across the banking industry (Banks and Credit Unions). To be successful in this role, the candidate must be well organized and have a plan for working their territory. They will work the entire sales pipeline daily. This starts with creating new leads, qualifying the leads, developing the opportunity, creating value, presenting solutions and closing new business. The ideal candidate will be a “Hunter”, while still having the skill set to maintain and grow the business relationships that he / she started. This position will focus on the top mid-tier prospects across financial markets and therefore requires strong prospecting skills to major banking organizations.

Key Responsibilities

•  Heavy outbound calls to prospects and customers to drive bigger deals and more new opportunities.

• Revenue: Develop, realize and maintain incremental revenue by selling and advocating GGS products and services “to”, “through” and “with” prospective customers within specified territory and / or assigned accounts.

•  Experience utilizing CRM software to document all sales activity, manage the sales pipeline and identify, track and facilitate closure of key opportunities.

•  Maintain on-going relationships with multiple contacts throughout client’s organizations and effectively utilize internal resources to insure smooth delivery of products/ services and payment.

•  Process all sales order paperwork in a timely fashion.

•   Resolve customer conflicts quickly

•  Travel within geographic territory as required

•  Reside in major metropolitan city within territory.

•  Travel to and attend trade shows promoting products when required as well as internal sales meetings arranged by the company.

•  Maintains a consultative or solutions-oriented selling style

•  Experience and understanding of banking core systems and teller platforms a plus. 

Skills, Knowledge & Expertise

REQUIRED EDUCATION AND QUALIFICATIONS

Education Level:

• BA or BS preferred. 

Qualifications:   

• 7+ years solution-based sales experience preferred.  Ideally, sales for non-commoditized solutions. 

•  Sales experience within the banking sector a plus.  

• Position requires a “hunter mentality” and has demonstrated success identifying and reaching decision makers to drive sale results.  

•  Must be organized, motivated and possess the ability to follow a structured sales process and develop and execute a sales plan enthusiastically.

•  Qualified candidate possesses the ability to provide a solution based selling approach (versus only product selling) to senior level executives 

• Strong account management, closing and “win-win” negotiating skills are essential.

•  Exceptional business writing and communication skills.

• Can create, modify and powerfully deliver Power Point presentations across all levels

•  Can effectively use Excel and other MS applications.

• Experience in designing and negotiating winning sales proposals that involves calculating pricing to reach gross profit targets.

REQUIRED SKILLS AND COMPETENCIES 

• Continuously Develops Sales Leads 

• Uses Standard Discovery Questions to Qualify Prospects 

•  Makes Persuasive Presentations 

•  Commits Extra Effort to Ensure Success 

•  Advocates for Customers to Drive Results 

•  Adapts Sales Approach to Match Buyer Motivations

• The ideal candidate will live in Maryland, Virginia, or Pennsylvania and reside within 60 minutes of a major airport

Job Benefits

COMPENSATION PLAN

• Base Salary: $85K-$100K
• Commission at Target: $120K + Bonus at Target: $80K 
• On Target Annual Compensation: $285K to $300K+ 
• Strong Above Target Incentives 
• Car Allowance 
• +All the HR Benefits as listed today

Glory is proud to share that our benefit package ranks in the top 25% across the country!

Benefits:

• 401(k) Retirement Plan with Fidelity – 2.5% Base contribution paid toward your retirement by Glory even if you do not participate.  Plus, Glory matches 3% up to 6% of your contribution
• Health insurance – 3 medical plans to choose from.  High, Medium and Low deductible through Blue Cross Blue Shield
• MDLive – 24/7 Virtual Doctor plus a Nurse Line 
• Dental insurance
• Vision insurance
• FSA / Dependent Care
• Voluntary Life Insurance
• Basic Life insurance and AD&D – Company paid 
• Short Term Disability / Long Term Disability / Employee Assistance Program – Company paid 
• Paid Vacation – start with a prorated amount of hours your first year depending on start date.  80 vacation hours earning your first full year and vacation hours increase based on years of service
• Paid Sick days based on City/State requirements 
• Paid Holidays – 9 to 11 days based on start date
• Professional development assistance
• Education assistance
• Adoption Assistance
• Legal and ID Theft plans
• Annual Bonus opportunity 
• Opportunities for internal promotions/career advancement