Commercial Card Sales Manager

Commercial Card Sales Manager

The Manager Commercial Card Sales role leads a team of Commercial Card Sales Officers who are responsible for the generation of new commercial card programs, expansion of existing card programs, and portfolio management for our Commercial Card business. This includes both strategic and tactical sales plans for this growth. - This Team is expected to represent the voice of the Customer in the development, review & recommended solutions for new product development. - Individuals in this position are also responsible for administering corporate policies and procedures and the approving of special pricing.

Position Responsibilities:

Administration:

• Manage all sales reporting, Business Pipeline, and monthly expense reports for the team.
• Complete annual performance plans and reviews for team members.

Audit & Compliance:

• Ensure compliance by applying all applicable federal state and local laws and regulations and Comerica policies and procedures.
• Ensure team completion of necessary and required compliance related training.
• Demonstrate compliance effectiveness by achieving satisfactory or better rating on all audits.

Portfolio Management & Customer Retention:

• Achieve team sales goals by implementing effective sales action plans.
• Conducts sales meeting on the topics of prospecting, pipeline development, monitoring sales plan commitments and recognizing efforts.
• Builds and maintains strong relationships with Relationship Managers and documents a call plan for each assigned loan group to include designated top tier customers.
• Prepare and present annual Treasury Relationship Reviews to all identified top tier customers and assigned Key Clients per call planning strategy.
• Ensure all documentation, contracts, special pricing and correspondence to/from customers is accurate and completed within established guidelines.

Revenue Generation:

• Achieve National Goals as established by Payments Senior Management.
• Coach, mentor, identify, support and manage team to reach overall new sales revenues.
• Negotiate standard prices, maintain existing pricing in competitive situations or negotiate price increases where appropriate.
• Participate in pricing negotiations and strategy discussions with team members.
• Invest in development of all team members to reach new revenue goal achievements for Icomp payout.
• Create competitive proposals and respond to RFPs.

Team Development/Management:

• Effectively lead and direct the work of team members.
• Identify, recruit, develop, assist and employees whose competencies are aligned with Comerica's vision and strategy.
• Provide ongoing training, coaching and mentoring, to direct reports.
• Address performance issues in a timely manner with follow-up and documentation with the intent to make the team member a higher --level performer.
• Participate in joint calls with team members.
• Promote conference/local association meeting attendance and participation in internal committees/meetings by team members as deemed available and appropriate.
• Monitor performance against team goal monthly and coach individual team members.
• Maintain current knowledge of commercial card industry environment and concepts by attending local association meetings, conferences, trade shows, internal training and reviewing trade publications.

Other:

• Drive collaboration within Payments Division by creating cohesion across commercial card, merchant services and treasury management sales teams.
• Provide input to Product teams on Commercial Card feature and functionality competitiveness and future recommendations.
• Other duties as assigned.