Senior Sales Manager - Enterprise Sales

FirsTech, a subsidiary of Busey Bank, is seeking a Senior Sales Manager to identify new prospects and foster relationships while growing their existing client base. The role involves developing sales strategies, managing client interactions, and driving revenue through solution expansion.

Responsibilities:

• Manage an existing book of business to build on long-term client relationships, and drive revenue through solution expansion
• Serve as the primary contact for existing book of business, create cross-sell opportunities within existing book, prepare QBRs for clients, negotiate current contracts, proactively address client concerns, and overall understand client goals in order to develop opportunities for growth
• Execute a cold calling strategy for prospects; cold calling efforts will be tracked weekly
• Market FirsTech products and services nationwide to new clients through various sales methods including, but not limited to, cold calling, tradeshows, etc
• Become a subject matter expert in our Enterprise book of business
• Identify and target large enterprise customer needs and align with FirsTech solutions
• Create, manage, and develop a pipeline of prospects at all times while moving each through the sales cycle until the close stage
• Maintain activity daily in CRM
• Become an expert in payment processing technology and specific FirsTech solutions
• Develop solution-based presentations for prospects, provide demos of FirsTech products, and clearly define the needs of the customer
• Clearly understand, develop, and manage the sales process from identification of leads to the execution of contracts to ongoing support of the accounts while working in conjunction with PMO, Product, IT, and Operations teams
• Regularly provide field-originated market intelligence and feedback to the Product team regarding trends, industry needs, and customer preferences that assist in marketing, innovation, and planning of initiatives
• Meet or exceed personal and team sales goals
• Travel nationwide to meet clients in person. Onsite presentations, meetings, and tradeshows will be required

Requirements:

• Bachelor's degree with emphasis on Finance, Business, or Technology
• 10+ years sales experience selling into enterprise customers with a demonstrated track record of achieving and surpassing sales goals
• Payment processing experience required
• Strong written and verbal communication and presentation skills; excellent communication skills required both internally and externally with Busey and FirsTech teams, clients, prospects, and partners
• Strong active listening skills with analytical and problem solving capabilities; strong consultative, selling skills
• Strong team player with solid interpersonal skills
• Strong relationship management skills
• Strong prioritization, time management and multi-tasking skills
• Strong work ethic, work well under pressure
• Build sales strategy while concurrently prospecting new business; expectations for new business within first 90 days
• Maintain existing relationships (if applicable) and building new pipeline of potential opportunities within for 12 months
• Identify appropriate decision makers at each prospect
• Define customer needs with each potential opportunity
• Become an expert in product knowledge and solutions
• Possess an astute sales focus, providing added value and needs based solutions to client
• Hubspot experience and / or Salesforce CRM experience