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Commercial Card Sales Consultant at m&t

Posted in Other 30+ days ago.

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Location: Lake Oswego, Oregon

Job Description:
Responsible for developing new business, expanding existing business relationships, and servicing the Bank's Commercial Payments clients, including handling high touch client accounts. Responsible for working with the larger, more sophisticated business clients with the most complex payments needs. Represents the department on division and cross-functional committees. Works closely with Relationship Managers and Unit Managers, as well as clients at the Executive Level. Considered a subject matter expert on respective product line benefits and services with various industries and lines of business. Relied upon by management to set the example for and serve as a mentor to other Commercial Payments Consultants.

Primary Responsibilities:
  • Meet with existing business clients to expand relationships and to ensure proper servicing of clients. Capable of managing complex business relationships within assigned portfolio. Responsible for all phases of sales process from referral through implementation.
  • Call on prospective business clients to develop new Commercial Card sales opportunities through a consultative sales approach.
  • Analyze clients' current payments structure and pricing, and develop customized solutions to meet the clients' needs. Prepare and present sales presentations and proposals (for both internal and external audiences), illustrating customized solutions, industry trends, as well as features and benefits of the recommended product offerings.
  • Act as a partner with Relationship Managers to market Commercial Payments services to clients and prospects. Provide consultative training to ensure an understanding of the Bank's product offerings, and communicate product changes and enhancements.
  • Analyze client and prospect pricing structure and make recommendations to Relationship Managers and management.
  • Assist Regional Sales Manager in executing sales strategies and in meeting or exceeding departmental goals.
  • Participate in the development of strategic business plans and sales campaigns for target clients and prospects.
  • Provide training and mentoring to sales representatives with less experience

Scope of Responsibilities:
This position reports to the Commercial Card Regional Sales Manager and is responsible for participating in the development, expansion, and maintenance of the Bank's Commercial Card business. This position assists with strategic planning.
Works closely with Relationship and line of business managers, as well as clients at the Executive level.
Considered a subject matter expert of Commercial Card product benefits and services, and is a line of business expert for business units supported.

Minimum Qualifications Required:
  • Bachelors' degree or four (4) years equivalent in work experience in lieu of a degree.
  • A minimum of five (5) years Commercial Card sales experience.
  • Strong sales aptitude and ability to work with clients at the Executive level.
  • Excellent verbal and written communication skills, with the ability to function professionally at levels, e.g., clients, management, peer, different
Ideal Qualifications Preferred:
  • MBA preferred.
  • CTP (Certified Treasury Professional) preferred.
  • Detailed knowledge of industry products and services.
  • Strong internal and external relationship building skills.
  • Strong analytical skills and the ability to work independently