The posting
Position Summary
The Senior Sales Manager position is responsible for identifying new prospects, fostering new relationships, growing existing book of clients, and closing sales opportunities nationwide. The Senior Sales Manager will develop a sales strategy focused on prospecting new business, building the FirsTech brand with regulated organizations, and aligning FirsTech solutions with customer needs for the sales division of FirsTech, a subsidiary of Busey Bank.
Duties & Responsibilities
- Manage an existing book of business to build on long-term client relationships, and drive revenue through solution expansion.
- Serve as the primary contact for existing book of business, create cross-sell opportunities within existing book, prepare QBRs for clients, negotiate current contracts, proactively address client concerns, and overall understand client goals in order to develop opportunities for growth.
- Execute a cold calling strategy for prospects; cold calling efforts will be tracked weekly.
- Market FirsTech products and services nationwide to new clients through various sales methods including, but not limited to, cold calling, tradeshows, etc.
- Become a subject matter expert in ourEnterprise book of business.
- Identify and target large enterprise customer needs and align with FirsTech solutions.
- Create, manage, and develop a pipeline of prospects at all times while moving each through the sales cycle until the close stage.
- Maintain activity daily in CRM
- Become an expert in payment processing technology and specific FirsTech solutions.
- Develop solution-based presentations for prospects, provide demos of FirsTech products, and clearly define the needs of the customer.
- Clearly understand, develop, and manage the sales process from identification of leads to the execution of contracts to ongoing support of the accounts while working in conjunction with PMO, Product, IT, and Operations teams.
- Regularly provide field-originated market intelligence and feedback to the Product team regarding trends, industry needs, and customer preferences that assist in marketing, innovation, and planning of initiatives.
- Meet or exceed personal and team sales goals.
- Travel nationwide to meet clients in person. Onsite presentations, meetings, and tradeshows will be required.
Education & Experience
Knowledge of:
- Strong written and verbal communication and presentation skills; excellent communication skills required both internally and externally with Busey and FirsTech teams, clients, prospects, and partners.
- Strong active listening skills with analytical and problem solving capabilities; strong consultative, selling skills
- Strong team player with solid interpersonal skills
- Strong relationship management skills
- Strong prioritization, time management and multi-tasking skills
- Strong work ethic, work well under pressure
- Plus if Hubspot experience and / or Salesforce CRM experience
Ability to:
- Build sales strategy while concurrently prospecting new business; expectations for new business within first 90 days
- Maintain existing relationships (if applicable) and building new pipeline of potential opportunities within for 12 months
- Identify appropriate decision makers at each prospect
- Define customer needs with each potential opportunity
- Become an expert in product knowledge and solutions
- Possess an astute sales focus, providing added value and needs based solutions to client
Education and Training:
- Requires Bachelor’s degree with emphasis on Finance, Business, or Technology
- Requires 10+ years sales experience selling into enterprise customers with a demonstrated track record of achieving and surpassing sales goals
- Payment processing experience or Treasury Management experience is required
- Goal oriented, ambitious, and a sense of urgency to drive results
Compensation and Benefits
Salary offered is based on factors, including but not limited to, the job duties, required qualifications and relevant experience, and local market trends. The role may be eligible for bonus or incentives based on company and individual performance.
(Base Pay Range: $146,000.00 - 180,000.00/year)
Busey provides a competitive Total Rewards package in return for your time, talents, efforts and ultimately, results. Your personal and professional well-being—now and in the years to come—are important to us. Busey’s Total Rewards include a competitive benefits package offering 401(k) match, profit sharing, employee stock purchase plan, paid time off, medical, dental, vision, company-paid life insurance and long-term disability, supplemental voluntary life insurance, short-term and long-term disability, wellness incentives and an employee assistance program. In addition, eligible associates may take advantage of pre-tax health savings accounts and flexible spending accounts. Visit Busey Total Rewards for more information.
Equal Opportunity
Busey values a diverse and inclusive workplace and strives to recruit, develop and retain individuals with exceptional talent. A team with diverse talent, working together, is essential to Busey’s commitment of delivering service excellence. Busey is an Equal Opportunity Employer including Disability/Vets. Visit Busey.com/Careers to learn more about Busey’s Equal Opportunity Employment.
Unsolicited Resumes
Busey Bank, and its subsidiaries, does not accept any liability for fees for resumes from recruiters or employment agencies ("Agency"), without a binding, written recruitment agreement between Busey and Agency describing the services and specific job openings ("Agreement"). Busey may consider any candidate for whom an Agency has submitted an unsolicited resume and explicitly reserves the right to hire those candidate(s) without any financial obligation to the Agency, unless an Agreement is in place. Any email or verbal contact with any Busey associate is inadequate to create a binding agreement. Agencies without an Agreement are requested not to contact any associates of Busey with recruiting inquiries or resumes. Busey respectfully requests no phone calls or emails.
