Account Executive Senior - Commercial Card - Houston, TX
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POST DATE 9/13/2016
END DATE 11/13/2016
JOB DESCRIPTION20025 Account Executive Senior - Commercial Card - Houston, TX (Open)
Grade 10 ----------------------------------------------------------------------
Location: Address TBD, Houston, Texas 77002 ----------------------------------------------------------------------
How would you like to work for a great company that offers career growth and values your skills and experience? For over 150 years, Commerce Bank has built a strong reputation as a Super Community bank and is recognized as an industry leader. In today's growing and competitive financial services industry, we look for creative and innovative solutions to meet the needs of our customers. To achieve our results, we recruit the best and brightest employees who ask, listen and solve to meet our customers' needs!
Commerce Bank is seeking a motivated and customer focused individual for a Sr. Account Executive opportunity in the greater Houston, TX area. The Sr. Account Executive position serves as an ambassador of Commerce Bank to our customers. These positions are responsible for selling Automate Accounts Payable Solutions and Card Payment Services to targeted companies in designated sales territories. These targeted companies may, or may not, have an established relationship with Commerce Bank. Each Account Executive will develop and establish relationships with C level associates within public and private sector businesses, government and educational entities. To achieve the objectives of these positions, each Account Executive will initiate the use of various prospecting methods including cold calling, leveraging internal and external referrals, as well as through industry available networking groups. In addition to prospecting, each Account Executive must employ effective listening, problem solving, presentation, sales, relationship management and negotiation skills, while leveraging effective closing techniques to meet and/or exceed assigned sales goals. Account Executives will also be tasked to assist with the transitioning of new account sales to the internal Account Management Team following the start of implementation processes.
Activities below are only a guide to the description of the job. Duties may be adjusted or added as business needs arise
70% - New Account Acquisition: Conduct sales calls performing consultative business process reviews, identifying prospect goals and objectives for process improvement and efficiency goals, then effectively matching solution capabilities to address these requirements. Also provide value-added services including but not limited to technical support, Product Development, Relationship Management, and other benefits of Commerce Bank's CommerceVantage Solution Suite. Negotiate contractual terms and pricing options while taking advantage of the best solutions that will yield pricing advantages for the customer and provide an acceptable return to Commerce Bank. Own account and monitor its activity for a defined period of time and transition it to the Account Management Team.
30% - Prepare RFI's, RFP's, File Spend Analysis, Proposals and Sales Presentations: Create customized proposals and present them to potential customers. Clearly understand prospect's current processes and future needs and identify strategies to improve efficiencies, reduce costs, or improve service to win business.
Strong analytical, communication and selling skills
Prioritization and organizational skills
Develop and maintain collaborative relationships to facilitate and achieve corporate results
Ability to achieve an exceptional level of technical and professional skills/knowledge in job related areas; keeping abreast of current developments and trends in the industry
Sphere of Responsibility
Use internal customer lists and external lists (such as Dun & Bradstreet) to develop prospect lists meeting the targeted client profiles.
Set appointments with prospects through the telephone, email, conferences, trade shows and marketing campaigns and cold calls.
Move prospect through the sales cycle from 1st appointment to contract signing.
Negotiate contractual terms and pricing for new customer accounts.
Internal and External Contacts
Meet with assigned Commercial Officer (if applicable), and Commercial Card Senior Managers to discuss sales opportunities.
Use Saleforce.com and Data.com to source prospects and set appointments. Work with any partner organizations to increase prospect pipeline.
This opportunity will cover the greater Houston, TX metro area, and candidates can be located in the general area.
Office based in home M - F 8am to 5pm
Business Travel and Client Entertaining required
Some overnight trips required within assigned territory and well as to assigned trade shows and conferences
Trips to Kansas City or St. Louis for training