What are the responsibilities and job description for the VP - Sales position at Catalyst Corporate Fede?
Catalyst and Your Career
At Catalyst Corporate Federal Credit Union, our mission is to be a premier innovative corporate credit union, providing exceptional member value in an efficient, safe and sound manner.
To accomplish this, we actively pursue talented individuals capable of making a positive impact on member credit unions, and we do our best to retain these employees. Among the ways we do this are generous benefits, a safe work environment and promotion of a strong work-life balance. We believe in our employees’ success, and the average employee tenure of 14 years suggests that our employees feel the same way!
The selection and guidance of highly skilled Sales Account Executives who embody corporate values are essential for cultivating robust client relationships and achieving consistent sales success. Strategic territory assignments, effective management, expertise across sales processes, and proficiency in presenting company services are instrumental to productive engagement and results. The Vice President of Sales additionally designs the incentive plan to recognize and reward contributions from the sales staff.
The Vice President of Sales ensures all team members are fully trained on the suite of services offered, guiding the development and delivery of training programs focused on the sales process for each product or service. For complex, high-value offerings, this role champions a tailored sales approach and focused client engagement to demonstrate value and secure business opportunities. Best practices from vendor partners may be adapted or new processes developed to align with Catalyst’s sales methodology and objectives.
This position oversees corporate strategic positioning during member solicitations, including the preparation of collateral materials, pricing strategies, proposals, and presentations. The Vice President of Sales is responsible for ensuring the sales team effectively communicates service value in client demonstrations.
Another key responsibility involves supervising the distribution and administration of membership documents, service contracts, and implementation forms. Accurate and competitive pricing presentations for credit union clients falls under this role’s purview. The Vice President of Sales also leads the Sales Support team in organizing responses to requests from the sales team and executive leadership, encompassing proposals, marketing resources, contracts, implementation forms, and custom price sheets, all maintained within the CRM database.
This role is tasked with delivering comprehensive, regular reports that detail sales activities by account executive, service type, and credit union, serving both internal analysis and board-level reporting needs. Monthly pipeline reports are required to include key metrics such as primary service sales achievements and account attrition. Additionally, throughout the year, supplementary reports are generated to support account executives in territory management and goal attainment, utilizing data from the CRM system.
The Vice President of Sales negotiates contracts and pricing, explains terms, manages requests for modifications, and responds directly to most inquiries, thereby minimizing external legal counsel dependence. By formulating comprehensive responses, this leader supports client communication and provides coaching to both sales and support teams on contract and pricing matters.
Collaboration with the Product Team and Marketing Department is essential, overseeing the creation of robust FAQs for complex services to equip sales staff with complete information. Sales Support is tasked with gathering and organizing competitive service and pricing intelligence within the CRM, working closely with the CRM Administrator to design queries, reports, and functionalities that enhance sales and operations. Furthermore, Sales Support coordinates member and internal communications regarding credit union service deconversions, handling confidential correspondence.
Oversight of responses to RFPs submitted by credit unions is another critical duty. The Vice President of Sales ensures adherence to comprehensive processes for RFP fulfillment within deadlines, delegating inquiries and coordinating input across departments including Operations, IT, Marketing, and senior management. All responses undergo thorough review with the Marketing department for quality and consistency prior to submission.
The Vice President of Sales works closely with the Channel Partner Manager to monitor vendor partner relationships from a sales perspective. This includes evaluating prospective vendors internally, establishing pricing for new offerings, developing business cases, launching initiatives, defining engagement protocols, and nurturing mutually beneficial partnerships. Post-implementation, ongoing collaboration ensures robust sales support, transparent pricing, and technical documentation, enabling the Catalyst team to accurately represent vendor solutions.
The Talent You Bring
- Bachelor’s degree
- Minimum 5 years' experience managing sales teams at a wholesale financial institution encompassing outside sales, inside sales, sales support, and training
- At least 10 years’ demonstrated sales success representing multiple services to financial institutions from a wholesale financial context
- 10 years’ experience selling payment products, technology, and correspondent banking solutions to financial institutions
- Ability to develop and implement strategic and tactical plans
- Strong written, verbal, and active listening skills
- Results-driven leadership with advanced relationship-building abilities
- Professional presence
- Adaptable approach
- Proficient in Microsoft Word, Excel, and PowerPoint
Preferred Requirements:
- Reliable and responsive in fulfilling duties
- Completion of accredited professional sales training programs
- Proven ability to inspire and motivate teams
- Superior organizational skills
How We'll Have Your Back
Catalyst Corporate’s compensation structure offers market-competitive base pay. However, Catalyst's full compensation package is more than just your paycheck and is meant to support and improve your personal and professional life, including:
- Time Away: Federal Holidays, Vacation, Sick Time, and Parental Leave, as well as time off for volunteering.
- Planning for the Future: 401K retirement savings plan with matching and company contributions.
- Supporting your Health & Well-Being: Flexible health and insurance options, including Medical, Dental, and Vision Insurance choices, Long and Short-Term Disability Insurance, Life Insurance, Supplemental Life and AD&D Insurance, as well as a Flexible Spending Account.
- Building a Family: We were named “2021 Best Place for Working Parents” due to our commitment to family-friendly policies and practices.
- Work-Life Integration: Other benefits include credit union membership, a casual work environment, paid covered parking, and an onsite fitness facility with showers. In addition, we also offer access to a variety of onsite services, such as a massage therapist and personal trainer, car wash and detail service, vehicle refueling service, and food delivery service.
Who We Are
Catalyst Corporate Federal Credit Union is a wholesale cooperative financial institution that serves 1,400 credit unions across the country. Catalyst Corporate provides its members with core financial services and back-office support, including payments, liquidity, investment and balance sheet management solutions. For more information, visit www.catalystcorp.org.
Catalyst Corporate is an equal opportunity employer committed to diversity and inclusion in the workplace. All qualified applicants will receive consideration for employment without regard to age, race, color, sex, religion, national origin, disability, sexual orientation, gender identity or expression, pregnancy status, marital status, military or veteran status, genetic disposition or any other reason protected by law.