This position is responsible for supporting all sales activities for the Wescom Credit Union CUSO, Wescom Resources Group, in an assigned territory or solution space.
The position requires knowledge of WRG product and service lines. It requires strong analytical and communication skills inherent in assessing a client’s or prospect’s business issues, uncovering pain points, deriving business needs, and recommending and proposing appropriate WRG solutions.
It requires skills for building strong relationships throughout the credit union industry. And it requires strong organizational skills for on-going funnel management and execution of account-specific sales strategies and tactics.
ESSENTIAL POSITION FUNCTIONS:
Manage the overall execution and fulfillment of WRG sales objectives for an assigned territory or region.
Carry a sales target for software sales, hosted solutions, and professional consulting/programming hours. Also, carry a unit objective for key solutions (Symmetry eBanking, Bill Pay, Tellergy, Unitri).
Analyze specific target markets and accounts, chart out and execute the appropriate territory-level and account-level strategies and tactics needed to generate opportunities and move them forward. (Account/Opportunity Planning)
Perform business analysis of clients’ and prospects’ needs, uncover pain points, derive business needs, and recommend appropriate WRG solutions. (Needs Assessment)
Prepare professional written proposals for WRG prospects that outline the business needs, derived benefits, business case for change, and recommended solutions from the WRG portfolio. (includes RFP responses). (Proposal Writing/Delivery)
Perform product demos (on-site and online) to prospective clients, outlining key features and advantages of WRG solutions. (Product Demos)
Gain understanding and ability to relate value of all WRG products to existing and potential credit union clients.
Generate new demand and leads for WRG solutions through formal and informal means based on relationships in the industry. (Demand/Lead Generation)
Attend selected tradeshows, User group meetings, and similar events to represent WRG and its solutions to clients. (Tradeshows and Events)
Gather feedback and provide routine input to supervisor on marketplace and competitive changes. (Competitive/Market feedback).
Play a lead role in negotiating with prospects/clients on deal pricing. Play a facilitator role in support of Contract Administrator on business terms. Negotiate to mutually beneficial terms. (Price/Deal Negotiation)
Maintain an accurate, up-to-date funnel in CRM tool (Salesforce.com), to enable accurate revenue reports and forecasts.
On occasion, execute special projects as assigned by manager related to developing WRG’s overall sales and marketing channels.
EDUCATION, EXPERIENCE, SKILLS AND ABILITIES:
Bachelor’s Degree or equivalent work experience
3 to 5 years of previous experience selling complex technology solutions to enterprise organizations
Preferred Field-of-Expertise: Sales of financial products to credit unions, knowledge of
Credit union operations, as well as overall product management (these skills preferred
but not required)
Skills Desired: Sales, Service and Marketing skills
Communications skills, verbal and written
Data review and analysis
Coordinate effective meetings, presentations and events
Basic PC and financial systems operations
Proficient in Microsoft applications (Word, Excel, Outlook).
Ability to add, subtract, multiply and divide in all units of measure, using whole numbers, common fractions and decimals. Ability to compute rates, ratios and percentages.
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is frequently required to stand; walk; sit; use hands to finger, handle or feel; reach with hands and arms, climb or balance, stoop kneel, crouch, crawl; talk or hear and taste or smell. The employee must occasionally lift and/or move up to 10 pounds. Vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.
Job requires 75% sitting and 25% standing or walking while performing job duties. Minimal lifting, stretching or bending is required.
Job requires up to 25% out-of-town travel.
The work environment characteristics described here are representative of those an employee encounters while performing functions of this job.
The noise level in the work environment is moderately quiet. It is a non-smoking environment.
The above job requirements are representative of minimum levels of knowledge, skills, and abilities. The marginal functions have not been included. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
This job description in no way implies that these are the only duties to be performed. An employee will be required to follow any other job-related instructions and duties as requested by the supervisor and/or management.
- Gym Memberships
- Tuition Reimbursement
- Flexible Schedules
- Vacation/paid time off
- Paid Holidays
- Medical, Dental and Vision
- Employee Events
- Professional Development