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Purpose/Objective:
Firestone
Firestone
SVP, Sales & Marketing
Status: Exempt Grade: Comm
Date: August 2019
The Commercial Account Executive is responsible for managing a portfolio of strategic clients and brings new business relationships to the company. Serves as primary company advocate and key relationship manager for the client and is accountable for prospecting new business and enhancing existing relationships. Develops and implements an overall client strategy focused on client retention, upsell opportunities and new business development.
Responsible for collaborating with team members to achieve effective delivery of products and service to clients and prospects. Demonstrates and maintains current knowledge of products and services for proper identification of cross-selling opportunities.
Proven track record of prospecting new business and enhancing existing relationships. Proven sales skills and experience, including planning, execution and follow up with strategic clients. Must be able to assess and analyze financial conditions of client and industry trends. Ability to understand and interpret financial statements, especially cash flow statements. This role typically requires 10+ years’ experience in Commercial Lending.
Key Accountabilities:
● Consistently achieves company goals regarding new business development, client retention, up-sell and cross-sell opportunities.
● Consistent with the participates in the development and directs the formulation and execution of sales plans, approaches, and objectives for designated industry/market that are aligned with the Company’s overall strategic and tactical goals for existing and new customers.
● Builds and maintains effective professional relationships with manufacturers, vendors, end-users, etc. in the industry. Attends trade shows and meetings, conducts field visits, produces sales proposals, makes phone calls, and performs other customer related activities.
● Represents the Company with integrity in all business dealings, while providing excellent service to customers.
● Builds and maintains effective internal professional relationships. Works with Management to ensure effective,
consistent, and timely communication, knowledge transfer, reporting, sharing of market and individual business
intelligence, contacts, etc.
● Educates team and other staff on the industry, channel businesses and needs, industry best practices, deal
requirements, data for decision-making, etc.
● Recommends process improvements and helps drive them down through the department. Supports and helps
implement organizational initiatives.
● Keeps up-to-date on industry, market trends, key channels and customers, Company services, offerings,
programs, policies, etc.
● Maintains the continuity of the relationship between the customer and the company including annual monitoring
and analysis.
● Other duties as required.
● Ensures compliance with all banking laws, rules, regulations, and prescribed policies/practices/procedures
necessary to reduce risk and uphold ethical standards related to and required by one’s duties.
Firestone Financial is a subsidiary of Berkshire Bank that provides equipment financing leasing. We work in the carnival/amusement, fitness (Planet Fitness is a client), and vending space.