Commercial Card Sales Specialist

Santander’s Commercial Banking Division is an active provider of capital, treasury management and risk management solutions to thousands of small, mid-sized and large companies in the northeast and across the country.

Our clients rely on the strength of Santander’s balance sheet and the degree to which our relationship managers understand their businesses in order to develop the most relevant and compelling solutions.  In addition, Santander’s significant international presence uniquely positions us to help companies grow their business both near and far.

Commercial Cards is a core product line within the Transaction Banking business. Commercial Cards has been one of the fastest growing business within Transaction Banking. The Commercial Cards business offers a comprehensive set of cards solutions across Travel, B2B, Purchasing, and Virtual Card solutions targeted at Mid-Corporate, Middle Market and Business Banking clients.

This sales specialist role provides a significant opportunity to further develop client-facing skills in revenue generation, issue resolution, driving company objectives, and project management. The cards sales specialist role develops relationship management skills that can be used in broader coverage and relationship management roles within Santander.

The Card sales specialist, in partnership with our Commercial Banking Treasury Sales team, is responsible for effectively positioning our solutions to differentiate our product set, win new business and grow revenue.

Essential Functions/Responsibilities:

• The core responsibilities of the role are to grow the commercial cards business by acquiring new clients via a combinations of cold call prospecting, RFP wins, cross-sell and strategic deal origination.
• The role requires a proactive monitoring and management of program metrics to achieve sales growth objectives
• Deliver new client flows on allocated programs in relation to sales targets
• Leverage consultative selling techniques to educate prospective customers how they can leverage cards solutions (purchasing, travel, and virtual cards) to positively impact their business
• Manage deal pipeline and program from prospecting to deal closure
• Organization and management of client events in partnership with business partners
• Work closely with product organization to develop product positioning and sales material
• Contracting, product demos and pricing negotiation
• Participate in customer round tables and industry conferences
• Collaboration with internal resources in Product, Risk, Operations, Treasury Sales and Relationship Management to structure compelling bids that win business
• Participate in the commercialization efforts for new product enhancements to update marketing and client user materials, as well as participate in training of Sales, Relationship Management, Onboarding and Servicing teams

Qualifications:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education:
Bachelor's Degree or equivalent work experience in Business, Sales, Marketing or equivalent field.

Skills and Abilities:

• Strong written and verbal communication/presentation skills. We are looking for an individual who is confident presenting to both small and large groups of people including senior management within the client's organization. Must have strong consultative sales & negotiation skills
• Strategic Project Management - we require an individual who has an eye for detail and who can co-ordinate with internal teams to meet the project objectives
• Ability to manage complex RFPs
• Ability to generate cross-sell opportunities
• Influence without authority- someone who can navigate teams beyond their direct management and help drive business and client goals
• Excellent interpersonal skills to deal internally and externally with clients at senior level
• Able to travel regionally, estimated 5-10% of the time depending on client or business needs
• Bachelor's Degree in Business, Finance, or equivalent discipline, or equivalent work experience
• 10-12 years relevant work experience
• Understanding of and comfort with credit, risk management, and the credit underwriting process.
• Understanding of and ability to position products in the context of working capital and the working capital cycle.
• Proficiency in Microsoft Office - Word, Excel, PowerPoint, Access and familiarity with banking internal systems
• Strong knowledge of commercial card products, industry, and middle-market segment
• Understanding of ecosystem players and their position/value proposition within the cards market.
• Experience in direct client interaction from a sales/ servicing standpoint

EEO Statements: At Santander, we value and respect differences in our workforce. We actively encourage everyone to apply.

Santander is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, genetics, disability, age, veteran status or any other characteristic protected by law.

Working Conditions: Frequent Minimal physical effort such as sitting, standing and walking. Occasional moving and lifting equipment and furniture is required to support onsite and offsite meeting setup and teardown. Physically capable of lifting up to fifty pounds, able to bend, kneel, climb ladders.

Employer Rights: This job description does not list all of the job duties of the job. You may be asked by your supervisors or managers to perform other duties. You may be evaluated in part based upon your performance of the tasks listed in this job description. The employer has the right to revise this job description at any time. This job description is not a contract for employment and either you or the employer may terminate at any time for any reason.

This is a hybrid position and can be located at our corporate offices in Boston, NYC, NJ or PA.