Director, Financial Institution Sales

Company Description

Harland Clarke, a Vericast business, is a premier marketing solutions company that accelerates profitable revenue growth for the thousands of businesses it serves directly by influencing consumer purchasing and transaction behavior at scale while engaging with over 120 million households daily.  We are recognized as leading providers of incentives, advertising, marketing services, transaction solutions, customer data and cross-channel campaign management, and intelligent media delivery that create millions of customer touch points annually for their clients.  For more information, visit http://www.vericast.com or follow Vericast on LinkedIn.

Job Description

Position Summary:  The Director of FI Sales is responsible for achieving and exceeding revenue and operating goals through management of all resources.  The Director will work with Senior Leadership to set the strategic direction for the team, oversee management of accounts, attainment of revenue quota’s and performance goals, and to manage and mentor the sales associates.

Key Responsibilities:

• Drive strategies to maintain and grow the sales and key accounts 
  • Meet and exceed the assigned revenue targets
  • Ensure prospecting/new business development expectations are being met by sellers
  • Focus team on selling with data and insights; selling integrated/omni-channel solutions to best meet the clients initiatives
  • Lead and mentor the team on: selling with insights, creating a story or vision for clients that leads to proposing creative omni-channel solutions
  • Responsible for overall success, and associate understanding, of all phases of the sales process
  • Participate in key account and new business meetings as needed.  Facilitate relationships with key clients
  • Effectively partner with Print and Digital Sellers, Vertical sales associates and Client Strategy (Marketing) to win and secure revenue opportunities
  • Understand and effectively communicate all portions of the business to all internal and external stakeholders
  • Ensure appropriate support departments are properly engaged and meeting the needs of the team

• Manage and mentor team:
  • Provide strategic insights and support for all Sales Associates.
  • Mentor the Team by supporting their growth, FI expertise, sales strategy, management of accounts and ability to drive new business opportunities
  • Ensure all associates are meeting and exceeding their revenue targets, performance goals and ability to exhibit the core competencies
  • Evaluate employee knowledge and skill gaps to ensure they are receiving any training/upskilling  needed
  • Address performance concerns in a timely and effective manner
  • Ensure use of all sales tools
  • Develop and mentor sales associates toward individual career goals

• Implement processes, policies, procedures and strategic initiatives.
  • Support and implement new products, technology and strategies as rolled out to the sales organization
  • Provide feedback to senior management on industry trends, strategies and challenges
  • Establish/maintain working relationships with internal personnel

Qualifications

Education & Knowledge:

• Bachelor’s degree preferably in the fields of Business, Marketing, or Communications; or equivalent combination of education and experience
• Working knowledge of Microsoft Office

Experience / Skills and Competencies:

• 10+ years successful sales experience and displays the required proficiency in:
  • Financial Institute industry
  • Skilled at selling through creating a compelling vision or story
  • Highly effective at utilization of data and insights as a selling tool
  • Prospecting/new business development
  • Account management
  • Selling multiple / integrated products
• 3+ years leadership experience
• Experience in sales reporting/forecasting
• Ability to effectively coach to success
• Proven success selling to the C-suite
• Proven sales experience including lead generation, solution selling and closing sales.
• Successful demonstration of Storytelling/creating a vision when selling to a client.  Ability to mentor, lead, and develop that skill for associates.
• Strategic thinking. 
• Proven leader in sales results including lead generation, solution selling and closing sales
• Exhibit expert skills in:   qualification, conceptual selling, presentation delivery