Job Description:
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The position of:
Inside Sales Representative II - Banking is responsible for achieving annual sales objectives of $400-500K in the primary areas of software, ASP, and integrated document solutions. Manages a widely dispersed geographic territory from a corporate office location, primary customer interaction is over the phone with on-site visits as needed. Works in partnership with an Inside Sales Representative to achieve total annual sales objectives of $800-900K for territory.
Requires deep understanding of both the regulatory compliance field and compliance solutions.
* Regular, proactive consultative sales contact with financial institutions, with full sales cycle responsibility (prospect, question/develop, propose, demonstrate, negotiate, close). Primary focus (80%) is securing new customers for software and ASP solutions, secondary focus (20%) is retention of existing customers.
* Develop and maintain knowledge of regulatory compliance for financial institutions to include agencies by market, current regulatory requirements and pending regulations and legislation and their potential impact on the institution.
* Develop and maintain knowledge of extensive regulatory compliance product offering covering Consumer Deposit, Consumer Lending, Commercial Lending, Tax Advantaged Account (IRA, HSA), Mortgage Lending, Consumer Education and Operations. Primary focus on software, ASP and integrated electronic document solutions.
* Ability to effectively demonstrate software and ASP solutions to customers via Live Meeting or in person.
* Effectively team with Inside Sales Representative partner to increase penetration and total sales in each institution. Develop and maintain familiarity with print, custom document and web-based solutions to successfully identify and develop opportunities.
* Develop and maintain sales pipeline of opportunities to consistently meet monthly sales objectives.
* Complete order documentation and / or contracts for primary products.
* Consistent and complete documentation of sales activities for each institution in CRM tool (Salesforce.com)
* Identify, resolve or escalate customer issues for successful resolution.
* Participate in regular 1:1 discussions with Manager, Inside Sales; actively participate in team and department meetings.
* Effectively manage time to achieve both sales and activity goals; highly organized. Effectively manage email and voicemail to ensure prompt response to internal and external customers.
Requirements
Education:
* Bachelors degree (BA/BS) preferred, equivalent work experience considered.
Experience:
* Four (4) years successful commissioned sales experience required.
* Demonstrated learning aptitude - ability to absorb and apply extensive industry and product knowledge to customers.
*Prior experience in the financial services industry strongly preferred (banking, credit union, mortgage).
*Prior successful experience in a software sales role preferred.
* Prior experience in outbound telephone sales preferred.
Other Knowledge, Skills, Abilities or Certifications:
* Excellent phone communication skills, strong face to face sales and presentation skills.
* Excellent interpersonal skills, working effectively with wide range of people at all levels.
* Strong written communication skills.
* Highly goal oriented, focused on achieving / exceeding expected results.
* Strong customer focus, dedicated to meeting the expectations and requirements of customers and acts with customer in mind.
* Ability to manage multiple functions simultaneously and work in a dynamic, fast-paced environment.
*Exercises initiative, does not wait for direction to take action.
* Prior experience with SalesForce.com and/or SAP desired.
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