Assistant/Associate Director Business Development (Commercial Banking)

Job description

Job Purpose

Acuity Knowledge Partners is looking for an Assistant Director/Associate Director who has experience in consultative selling to /credit lending solutions to the Commercial Banks in the US. To be successful in this role, you should have good understanding of the Banking Lending process as well as appreciation of the the key challenges of the Banking Industry. Prior experience in presenting and selling to senior stakeholders (Chief Credit Officer, Chief Risk Officer, EVP Commercial Banking, CXOs of Banks) in Corporate and Commercial Bank is a key requirement. . Excellent verbal and written presentation skills and strong negotiation skills are essential, as is the ability to build and establish long term relationships with clients.. The role will require work undertaken both independently and as part of a team. Experience of selling high value consulting/outsourcing services would be a plus.

Key Responsibilities

• Run high quality Enterprise sales cycles within Regional Commercial Banks which includes: o Identifying and initiating new opportunities by prospecting new Banking clients, Qualification and generating demand at clients and prospects, creating compelling value propositions mapped to client business needs and Negotiating and Closing deals.
• Own quota to be attained by selling to new client accounts and by leveraging one's earlier relationships for selling high value added services in areas of Commercial lending support services, Risk and Compliance services and Technology services
• Pitch to the front office COO/Head of Corporate Banking/Chief Credit officer/Chief Risk Officer/Chief Compliance officer/ the CXO level to build a broad vision of outsourcing and operations transformation
• Build a long term relationship in the market place to advance Acuity's franchise. Own the strategy for enterprise and partnership sales, inbound and outbound lead generation
• Ensure complete client coverage by leveraging the global delivery model and calling upon the support of subject matter specialists and pre-sales teams
• Provide accurate forecasts and pipeline information to management
• Meet established revenue targets, while creating new and enhanced customer relationships and ensuring client satisfaction
• Position requires travel mostly within North America

Key Competencies

• You must have a "do whatever it takes" mindset with a strong work ethic and the willingness to go the extra mile
• Thrive in fast-paced high growth environments
• Bachelors' degree (or equivalent) in Finance, Economics or related area
• 6+ years of sales or commercial lending experience in Banking or selling into the banking sector.
• Ability to independently hunt, identify and develop new business opportunities is key. This role is a hunter position with relatively little "farming" selling.
• Experience in big ticket solutioning as a trusted adviser, selling to multiple stakeholders and committee's and large ticket deal selling is critical.
• Experience in a sales role within a services organization with a successful track record of selling change is a plus
• Ability to sell on a needs/solutions approach and ability to engage with Head of Credit, CRO, Chief Compliance Officer, COO's and Procurement Managers is a must
• Ability to influence key decision makers during the full life cycle of the sales process
• Strong presentation and negotiation skills as well as outstanding client relationship management experience
• Experience in leading sales efforts, proposal development and closing deals