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The Role
Owns the full sales lifecycle for commercial accounts across the banking sector, including prospecting, qualification, pipeline development, solution selling, presentations, negotiations, closing, account growth, and customer relationship management. The role targets mid-market banks and credit unions, requires strong outbound prospecting and CRM usage, and includes territory travel, trade shows, sales documentation, and coordination of product delivery and payment.
Summary Generated by Built In
The Director, Commercial Accounts will build a sustainable base of business that meets and exceeds revenue and order intake objectives for agreed upon accounts in their assigned territory through tenacious focus on Glory Global Solutions sales process. This role drives mid-market growth with full sales lifecycle ownership and pipeline conversion.
In this role, you will be a driving force behind GGS’ expanded sales initiative, leading new business growth across the banking industry (Banks and Credit Unions). To be successful in this role, the candidate must be well organized and have a plan for working their territory. They will work the entire sales pipeline daily. This starts with creating new leads, qualifying the leads, developing the opportunity, creating value, presenting solutions and closing new business. The ideal candidate will be a “Hunter”, while still having the skill set to maintain and grow the business relationships that he / she started. This position will focus on the top mid-tier prospects across financial markets and therefore requires strong prospecting skills to major banking organizations.
Key Responsibilities
- Heavy outbound calls to prospects and customers to drive bigger deals and more new opportunities.
- Revenue: Develop, realize and maintain incremental revenue by selling and advocating GGS products and services “to”, “through” and “with” prospective customers within specified territory and / or assigned accounts.
- Experience utilizing CRM software to document all sales activity, manage the sales pipeline and identify, track and facilitate closure of key opportunities.
- Maintain on-going relationships with multiple contacts throughout client’s organizations and effectively utilize internal resources to insure smooth delivery of products/ services and payment.
- Process all sales order paperwork in a timely fashion.
- Resolve customer conflicts quickly
- Travel within geographic territory as required
- Reside in major metropolitan city within territory.
- Travel to and attend trade shows promoting products when required as well as internal sales meetings arranged by the company.
- Maintains a consultative or solutions-oriented selling style
- Experience and understanding of banking core systems and teller platforms a plus.
Skills, Knowledge & Expertise
REQUIRED EDUCATION AND QUALIFICATIONS
Education Level:
- BA or BS preferred.
Qualifications:
- 7+ years solution-based sales experience preferred. Ideally, sales for non-commoditized solutions.
- Sales experience within the banking sector a plus.
- Position requires a “hunter mentality” and has demonstrated success identifying and reaching decision makers to drive sale results.
- Must be organized, motivated and possess the ability to follow a structured sales process and develop and execute a sales plan enthusiastically.
- Qualified candidate possesses the ability to provide a solution based selling approach (versus only product selling) to senior level executives
- Strong account management, closing and “win-win” negotiating skills are essential.
- Exceptional business writing and communication skills.
- Can create, modify and powerfully deliver Power Point presentations across all levels
- Can effectively use Excel and other MS applications.
- Experience in designing and negotiating winning sales proposals that involves calculating pricing to reach gross profit targets.
REQUIRED SKILLS AND COMPETENCIES
- · Continuously Develops Sales Leads
- Uses Standard Discovery Questions to Qualify Prospects
- Makes Persuasive Presentations
- Commits Extra Effort to Ensure Success
- Advocates for Customers to Drive Results
- Adapts Sales Approach to Match Buyer Motivations
- The ideal candidate will live in Maryland, Virginia, West Virginia, North Carolina, or South Carolina and reside within 60 minutes of a major airport
Job Benefits
COMPENSATION PLAN
- Base Salary: $85K-$100K
- Commission at Target: $120K + Bonus at Target: $80K
- On Target Annual Compensation: $285K to $300K+
- Strong Above Target Incentives
- Car Allowance
- +All the HR Benefits as listed today
Glory is proud to share that our benefit package ranks in the top 25% across the country!
Benefits:
- 401(k) Retirement Plan with Fidelity – 2.5% Base contribution paid toward your retirement by Glory even if you do not participate. Plus, Glory matches 3% up to 6% of your contribution
- Health insurance – 3 medical plans to choose from. High, Medium and Low deductible through Blue Cross Blue Shield
- MDLive – 24/7 Virtual Doctor plus a Nurse Line
- Dental insurance
- Vision insurance
- FSA / Dependent Care
- Voluntary Life Insurance
- Basic Life insurance and AD&D – Company paid
- Short Term Disability / Long Term Disability / Employee Assistance Program – Company paid
- Paid Vacation – start with a prorated amount of hours your first year depending on start date. 80 vacation hours earning your first full year and vacation hours increase based on years of service
- Paid Sick days based on City/State requirements
- Paid Holidays – 9 to 11 days based on start date
- Professional development assistance
- Education assistance
- Adoption Assistance
- Legal and ID Theft plans
- Annual Bonus opportunity
- Opportunities for internal promotions/career advancement
About
Global Leaders in Customer Experience Automation With a culture rooted in innovation, each day Glory’s people are transforming our customer’s businesses. Our automation solutions empower retailers, restaurants and financial institutions to save time, money, and deliver unrivalled customer experiences. Publicly listed and proudly international, Glory has been a trusted name for over 100 years, and a global leader for more than a decade. That’s a reputation we’ve earned by combining our pioneering software and hardware with our dynamic people. Because alongside our technology, it’s our people who are driving our successes. Why Join Us Here at Glory, our ambitions are as big as yours. And that’s why we are actively looking to recruit the best of the best. Join Glory and you will be part of the force driving our transformative technology and leading-edge innovations. That’s because every Glory solution is powered by exceptional people like you. People with experience, skills and dedication. Here, we prioritise the development and well-being of our people. Across vibrant and collaborative workplaces, you’ll team up with colleagues across the world to deliver remarkable solutions in more than one-hundred countries. Looking to make a global impact? Join Glory in innovating the future of business transformation. Glory ValuesThe Glory Values are our ethos of working together, diversity and innovation: a practical blueprint of how we work together. We live our values wherever we are – with both colleagues and customers. Glory Values help us meet new challenges and exceed expectations. And they help us further our skills and work with trust and respect. Customer Delight. We put our customers first.Integrity. We do the right thing, always. Innovation. We embrace new challenges and share the future. Speed. We move fast, that’s how we stay ahead. Diversity & Respect. We value the strength in our differences. Teamwork. We succeed together.
Skills Required
- Bachelor’s degree in any field
- 7+ years of solution-based sales experience
- Sales experience within the banking sector
- Demonstrated hunter mentality and success identifying and reaching decision makers
- Strong organization, motivation, and ability to follow a structured sales process
- Ability to develop and execute a sales plan
- Solution-based selling experience with senior-level executives
- Strong account management, closing, and win-win negotiation skills
- Exceptional business writing and communication skills
- Ability to create, modify, and deliver PowerPoint presentations
- Ability to effectively use Excel and other Microsoft applications
- Experience designing and negotiating sales proposals, including pricing calculations to meet gross profit targets
- Ability to continuously develop sales leads
- Ability to use standard discovery questions to qualify prospects
- Ability to make persuasive presentations
- Ability to adapt the sales approach to buyer motivations
- Residence in Maryland, Virginia, West Virginia, North Carolina, or South Carolina within 60 minutes of a major airport
- Willingness to travel within the assigned geographic territory and attend trade shows and internal sales meetings
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The Company
What We Do
Glory Global Solutions is a pioneer in developing and manufacturing cash handling machines and systems, providing integrated cash-transaction solutions that automate cash processes for retailers, financial institutions, and gaming operations.
