Manager, Sales, Cash Management & Merchant Services (FC7)

The Manager, Sales Cash Management & Merchant Services leads a team of Sales Officers responsible for selling Cash Management, Trade Finance and Merchant Services products and services.

Purpose of Role:

The Manager, Sales Cash Management & Merchant Services leads a team of Sales Officers responsible for selling Cash Management, Trade Finance and Merchant Services products and services, working with Corporate Managers and Business Banking Officers to identify opportunities to drive sales performance and client satisfaction. The Manager carries a portfolio of clients and maintains customer contact, working with Implementation Team to ensure customer, setup, usage and satisfaction while protecting the Bank and clients from potential loss. The incumbent has specialised knowledge and skills in the sale of Cash Management, Trade Finance & Merchant Services’ products and services. The incumbent applies well-developed sales skills ensuring that opportunities for incremental business are realised in order to increase CIBC FirstCaribbean’s share of the market.

Key Accountabilities & Major Tasks:

Deals with both existing and prospective customers of CIBC FirstCaribbean and proactively promotes and sells a full range of Cash Management, Trade Finance & Merchant Services products and services. The incumbent has specialised knowledge and skills in the sale of Cash Management, Trade Finance & Card Services products and services. The specialist applies well-developed sales skills to create a high profile for CIBC FirstCaribbean’s products and services, ensuring that opportunities for incremental business are realised in order to increase CIBC FirstCaribbean’s share of the market. The incumbent works closely with Third Party Service Providers, Corporate and Business Banking to be successful in growing business. Maintains customer contact, working with the implementation team, to ensure customer usage and satisfaction.

• Leads a sales team of up to 5. Responsible for monitoring sales performance and working with the team to plan, prospect, target and close opportunities in conjunction with business partners. 
• Responsible for individual and team goals (sales, revenues and client growth) in a specific geographic market or markets. Leads the team to meet sales targets and manages own sales objectives.
• Conducts an aggressive calling programme on existing customers and prospects to develop leads and create sales opportunities.
• Maintains a high level of client satisfaction by working with the implementation team and key business partners, including Corporate & Investment Banking, Business Banking, to understand and meet clients’ needs during the sales and the ongoing relationships over time.
• Provides feedback to product design regarding customer needs, product enhancements and competitive intelligence to Product Manager in order to ensure CIBC FCIB maintains a strong competitive position in the market
• Protects both the Bank and clients from fraud by managing Payment Card Industry (PCI) client compliance and completing/ensuring scheduled client reviews.
• Increases sales of complex technical products and services, e.g. E-commerce, PC based, Ethernet, Wireless, to new and existing customers. Promoting the benefits of these products, demonstrating how they work and working with clients to implement.
   Critical Knowledge Required

• Extensive knowledge of cash management, trade finance and Merchant services products, including their operational and technical  requirements
• Excellent knowledge of banking financial operations
• Excellent knowledge of the Bank’s organisation structure and business activities as they relate to Cash Management & Merchant Services products.
• Comprehensive understanding of CIBC FirstCaribbean Card Services’ products and services, including e-commerce, merchant services and card products
• Highly developed knowledge and effective application of principles and techniques of effective selling and relationship management.
• Strong knowledge of business development techniques and the ability to identify opportunities, plan and develop incremental business, and to recognise and capitalise on opportunities to refer customers to other areas of the Bank as required.
  
  Skills Required

• Excellent selling skills
• Strong communication and problem-solving skills
• Time and self-management
• Well-developed organisational skills
• Strong numeracy skills including an understanding of accounting principles and the interpretation of financial ratios
• Well-developed negotiation skills
• Strong presentation skills, both written and verbal - strong communicator with the ability to communicate up, down and across the organisation, and the ability to translate strategic intent into action, both verbally and written.
• Strong relationship building skills to establish relationships with customers and business partners.
• Strong business acumen
• Self-confident and open to challenge
• Develops self
• Takes initiative
• Efficient and thorough
• Service oriented
• Forward thinker
• Results oriented
  Experience Required
• Bachelor’s degree required.
• 5-7 years’ in banking, ideally with sales or transactional product experience.
• Must have sales vocation, negotiation skills, product knowledge, technical fluency and entrepreneurship.
• Ability to analyse customer information and demonstrate value-added of cash management product.
• Experience in managing third party supplier relationships.
• In depth understanding of risk management across the product range.
   

Reports to: The Associate Director, Cash Management Merchant Services & Trade Finance

CIBC FirstCaribbean International Bank Limited thanks all applicants for their interest, however only those under consideration will be contacted.