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ED, Commercial Card U.S. - Inside Sales Management Director

Job Description

 
 
Description:
  
The role of the Middle Market Commercial Card Regional Manager, is responsible for managing an Inside Sales team of up to 10 sales professionals driving commercial card growth by selling card solutions to business (companies with annual sales revenues between $5M and $500M) in a defined territory.  The Call Center team are located in Dallas Texas, with calling responsibility across the US footprint.
 
Regional Manager candidates must have a strong track record of leading a Sales team in the Financial Services industry and a proven record of successful selling. A strong history of building internal and external strategic selling networks will be key to your success. She/he will be a master of all aspects of direct selling including developing national relationships for lead generation. In addition, will be responsible for establishing solid partnerships with other JPMorgan Chase businesses in your region to identify and close cross-sell corporate card opportunities.
 
Responsibilities include:  
 
Scope of Responsibility (Internal/External Partner Management)
  • Liaise with local Commercial Bank Senior Management and C-Level Partner Contacts to develop and execute Corporate Card sales strategy
  • Act as a single regional point of contact for escalations and problem resolution
  • Represent the Card business at all local, market and regional level meetings to provide updates on performance, issues, and market changes
  • Lead and motivate sales team to deliver on business growth objectives through direct/joint calling efforts, providing real time coaching opportunities
  • Be able to manage multiple priorities and respond to multiple customer needs, sometimes under tight deadlines

 Direct Sales Efforts

  • Achieve aggressive Card sales goals with the team through a focus on new business to the firm via new clients, cross-selling and expansion in the client base
  • Manage the team’s sales pipeline to ensure a robust volume of opportunities that will meet the targets
  • Cultivate larger prospect relationships that are regional/national in scope
  • Have proven skills in calling into the C-Level suite with proven confidence and success

 Portfolio Management (Book of Business)

  • Collaborate with sales team, Portfolio and Product, to ensure retention, revenue growth and relationship management of portfolio clients
  • Responsible for helping create client account plans for reviews to produce meaningful growth of client’s utilization and realization of spend targets
  • Grow and retain spend at a 10% rate within a $1.5B portfolio, to ensure engaged clients; Additionally, cross-sell into existing Commercial Bank client portfolio, to achieve a 40% penetration rate, delivering ~800-1000 new Card programs within the defined territory

 Technical Skills

  • Previous Card Industry sales expertise in Purchasing, T&E and Accounts Payable spend
  • Knowledge of electronic payment options including Card, Single Use, Order-to-Pay, etc.
  • Knowledge of security, compliance, fraud liability, AML, etc., to enforce appropriate safeguards
  • Ensure accurate and timely reporting using Microsoft suite as well as CRM tool
  • Recruit, train, lead, coach, and motivate field sales managers
  • Analyze and leverage data to uncover growth opportunities and implement growth strategies
  • Develop, monitor and analyze performance metrics to evaluate regional effectiveness relative to key metric performance and goals
  • Implement strategies and tactics to improve performance, efficiency and partner service
  • Demonstrate exceptional leadership, follow-up and project management skills
  • Lead/execute special projects and assignments as required
  • Strong controllership skills including managing to expense policies and adherence to process policies and procedures
 
The points below have been carefully considered as being essential for the role. Your background must accurately reflect all of these, with or without a reasonable accommodation, for your application to be considered.

 

Qualifications

 

  • Bachelor's Degree, MBA or Masters preferred
  • 5-10 years of regional sales management in an outside business to business sales environment with a documented track record of success / top performance
  • Excellent selling, influencing and negotiation skills
  • Strong ability to effectively communicate (oral and written) with multiple levels of the organization (internally and externally)
  • Past experience in customer-focused role of understanding/servicing customer needs; building trust and rapport with the customer; adapting approach that mirrors customers’ culture/environment; and developing strategies to add value to the customer.
  • Capable of solving business problems and provide workable solutions through logical and systematic approaches
  • High level of integrity, energetic, competitive and goal-oriented; highly motivated; outstanding interpersonal, time management and leadership skills
  • Proven expertise in developing relationships from a cold call, networking activity, or business partner referral
  • Knowledge of credit card industry, banking environment, or merchant services is preferred, but not required
  • Available for extensive travel (50%-75%)
  • Sense of urgency for goal achievement, strong commitment to driving sales results
  • Exceptional presentation skills are mandatory-ability to flex style to audience.. 
  • Computer skills necessary - Word - Excel - PowerPoint - Outlook
Req #: 160028744
Location: Dallas, TX US
Job Category: Sales/Trading/Research
Employment Type: Full Time
Potential Referral Amount: 0 US Dollar (USD)

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