Commercial Card Sales Manager
Are you a self-starter, a go-getter, and a deal maker? Are you disciplined and autonomous? In Capital One’s Commercial Card group, you will find a culture that expects and rewards excellence. We believe in unlocking the power of people and equipping them to do great things! We are looking for like-minded people who can share our passion for success and a high sense of urgency to deliver on customer needs.
As a Commercial Card Business Development Manager, you will be responsible for identifying and building new business opportunities in an assigned territory of middle-market prospects with annual revenue of $50-$250MM. This individual will be responsible for multiple aspects of the sales cycle: building a go-to-market business plan, identifying and qualifying leads, cold-calling c-suite executives to set new appointments, assessing the needs of potential customers using a consultative approach, working with underwriting to evaluate risk, and driving new account engagement. This person needs to be process-oriented and highly organized. You will be expected to disrupt prospects’ thinking and deliver solutions that transform their businesses.
Use insight and consultative selling techniques to teach prospective customers how they can leverage payment solutions (purchasing, travel, and electronic account payable) to positively impact their business, which link back to Capital One’s solutions
Acquire net new commercial card customers by cold call prospecting; this is not a referral sales model
Design and implement plans in partnership with the client’s AP and internal Capital One partners to ensure the company meets their expected return with our card programs
Manage the change process for adopting the programs throughout the client’s organization
Develop, manage and maintain relationships with any local managers from other Capital One businesses
Refer business appropriately to internal partners including Small Business and Middle Market
Build broad and technical product knowledge and an understanding of how client-side processes should work with our products and services
Work independently and seek out feedback and data to reflect on and improve own performance
Maintain and update CRM system regarding sales calls, pipelines and closed sales
Project and process management, interpersonal influence, networking, project ownership, and workflow management skills
Excellent needs-based oral presentation skills
Strong organizational, interpersonal, telephone and PC Skills
Previous Experience selling web-based technology solutions
Consumer or Small Business Card product experience
Proven experience hunting for net new business selling within treasury management or procurement, including:
Procure to Pay process
Corporate travel & expense management
At least 2 years of business to business sales experience
A Bachelor’s degree or military experience
At least 3 years of experience selling commercial card product
At this time, Capital One will not sponsor a new applicant for employment authorization for this position.