Senior Sales Executive - Key Government Finance in Superior, CO at Key Bank- Corporate

Date Posted: 10/9/2018

Job Snapshot

  • Employee Type:
    Full-Time
  • Location:
    1000 McCaslin Boulevard
    Superior, CO
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:
    10/9/2018

Job Description


Engages directly with assigned Vendor relationships to carry out relationship strategies as determined by program management with the object of creating a finance culture that will drive pipeline activity. Acts as subject matter expert and drive meaningful growth, retention, profitability and diversification of assigned Vendor programs in assigned territory for Key Government Finance (KGF). Drive sales process including sales calls, prepare proposals, submit credit packages and facilitate transactions to closure with KGF Account Executives. Vendor programs assigned may be large and of a complex nature.

  • Promote finance culture within assigned Vendor relationships.
  • Educate, train and motivate Vendor Account Executives, Sales Management, Licensing Executives, Controllers, Partners, Virtual Sales and other relevant influencers of the Vendor.
  • Develop capable and proficient financing structures that balance the Vendor’s/Customer’s needs with that of KGF’s financial, underwriting and operational parameters.
  • Responsible for executing on relationship management goals for assigned Vendor program(s) territory to ensure profitable, risk-managed financing volumes can be originated by KGF Sales group.
  • Through a deep understanding of the Vendor relationship, identify new business opportunities and set strategy to drive pipeline, financing penetration, growth and diversification of the Vendor’s total sales.
  • Build strong relationships with Vendor partners.
  • Proactively manage key stakeholders at the Vendor including C-level contacts in sales, treasury, credit, marketing, operations, finance, business development and program relationship managers.
  • Ensure all stakeholders understand KGF value proposition and KGF understands the Vendor’s strategic and tactical needs/requirements.
  • Oversee and collaborate on KGF internal execution of all program elements and create alignment around client needs and requirements.
  • Coordinate with business development representatives on program launch and enable execution through sales and functional partnerships.
  • Establish and gain agreement on a joint business plan/strategy with key stakeholders at the Vendor. Update annually (or more frequently) as the business environment evolves.

ESSENTIAL JOB FUNCTION:
  • Create pipeline, structure individual transactions, respond to Vendor inquiries and set appropriate expectations with Vendor.
  • Build, grow and maintain a broad and deep network of contacts within the assigned Vendor organization.
  • Make direct Customer calls with Vendor representatives and reseller partners as requested to C-level executives and sales representatives to further Vendor product sales.
  • Leverage KeyBank network to create opportunities for Customer growth and to enhance the Vendor experience.
  • Contribute to Vendor program strategy; enable execution to meet/exceed relationship objectives related to pipeline, new business volume, financing penetration, growth, diversity, profitability, etc.
  • Lead cross functional activities to finalize Underwriting, Originations, Legal, Pricing and Funding in a timely fashion and in accordance with delegations of authority.
  • Pro-actively engage key Vendor stakeholders to ensure deep satisfaction with KGF.
  • Jointly with the Vendor, create, direct and implement financial, operational and strategic plans for the assigned Vendor programs.
  • Coordinate efforts and support day-to-day activities of KGF Account Executives also assigned to Vendor programs to ensure execution of program objectives/strategies.
  • Indentify Vendor and end-user requirements to ensure development and implementation of strategic account plans elements and targeted financial product offerings.
  • Develop and maintain strong relationships with internal constituents, and meet with these departments on a regular basis to ensure overall Vendor satisfaction and success. Gain strong buy-in and support of KGF.
  • Participation in industry events to include trade shows, national/regional sales meetings and market segment training.
  • Provide internal constituents with updated information, and training materials on a periodic basis, to ensure that all parties execute operational requirements and implement agreed upon changes or modifications to existing programs.
  • Involvement with KGF Account Executives relative to all program/finance opportunities, including pricing, RFP review and written/oral communication with Vendor partners.
  • Keep internal management abreast of changes to the appropriate industry, and recommend strategy changes/modifications where appropriate.
  • Establish relationship scorecards, key performance indicators and reporting mechanisms to communicate program success.
  • Participate in the managment and coordination of scorecards, quarterly business reviews and periodic reporting requirements.
  • Other duties as assigned by Manager and Program Manager.

REQUIRED QUALIFICATIONS:

  • Bachelor’s Degree in Business, Accounting, Finance, or related field of study.
  • Minimum of 5 years of prior Finance, Vendor Sales, Lease Sales or Sales Management experience.
  • Proven ability to drive financing penetration through strategic Vendor alignment.
  • Minimum 5 years of client facing experience and functional knowledge of tax-exempt financing structures.
  • Ability to dissect complex issues and structure proposals that meet the requirements for tax-exempt treatment.
  • Strong public sector acumen; ability to anticipate forthcoming issues or opportunities.
  • Intrinsically motivated and demonstrates ambition, strong leadership qualities and passion for business growth.
  • Proven ability to consistently meet and exceed territory objectives and goals.
  • Proven ability to seek out and produce profitable business and leverage long term relationships to enhance the results.
  • Thorough knowledge of state and local finance documentation and processes.
  • Ability to synthesize complex issues and communicate simple messages.
  • Strong organizational and negotiating skills; demonstrated experience in negotiating terms and conditions.
  • Exceptional people, presentation as well written and verbal communication skills with customers at all levels.
  • Computer literacy including good working knowledge of Excel, PowerPoint and Word programs.
  • Travel will be required approximately 50% of the time, especially initially, to build program awareness across assigned territory develop the finance culture with Vendor sales teams
  • Location –Western United States: Denver, San Francisco, Los Angeles Phoenix, open to other major cites
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ABOUT KEY:
KeyCorp's roots trace back 190 years to Albany, New York. Headquartered in Cleveland, Ohio, Key is one of the nation's largest bank-based financial services companies, with assets of approximately $134.5 billion at March 31, 2017. Key provides deposit, lending, cash management, insurance, and investment services to individuals and businesses in 15 states under the name KeyBank National Association through a network of more than 1,200 branches and more than 1,500 ATMs. Key also provides a broad range of sophisticated corporate and investment banking products, such as merger and acquisition advice, public and private debt and equity, syndications, and derivatives to middle market companies in selected industries throughout the United States under the KeyBanc Capital Markets trade name. KeyBank is Member FDIC.

ABOUT THE BUSINESS:
Key Community Bank serves individuals and small to midsized businesses from Maine to Alaska through our 15-state network of over 1,200 branches, 1,500 ATMs, telephone banking and robust online and mobile platforms. KeyBank’s Consumer/Business Banking segment provides consumers and small business owners with straightforward banking solutions and personal finance expertise that helps them make confident financial decisions today and plan for tomorrow. Key Private Bank offers wealth planning that follows a consistent, disciplined approach guided by objective advice based on each unique situation. KeyBank Commercial Bank offers midsize business financial services that drive growth and profitability and help business owners identify new opportunities with products and services including deposit, cash management, investment services, commercial lending, equipment leasing, and asset-based lending.

FLSA STATUS:Exempt

KeyCorp is an Equal Opportunity and Affirmative Action Employer committed to engaging a diverse workforce and sustaining an inclusive culture. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

JobID: 31322BR

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