What are the responsibilities and job description for the Sr Sales Executive (Hybrid) position at Wescom Financial?
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Current Wescom Employees: Please visit the Career Center in Workday to search and apply for a current job opening.
We value and rely on the unique talents and contributions of our employees to absolutely excel in member engagement by Delivering Signature Experience.
Salary Grade:
BCE
Salary Pay Range for This Position:
$68,640.00 - $115,000.00
For this position, we anticipate offering an annual salary of $105,000 - $115,000.
POSITION SUMMARY:
This position is responsible for supporting all sales activities for the Wescom Credit Union CUSO, Wescom Resources Group, in an assigned territory or solution space. The position requires knowledge of WRG product and service lines. It requires strong analytical and communication skills inherent in assessing a client or prospect’s business issues, uncovering pain points, deriving business needs, and recommending and proposing appropriate WRG solutions. It requires skills for building strong relationships throughout the credit union industry. And it requires strong organizational skills for on-going funnel management and execution of account-specific sales strategies and tactics.
ESSENTIAL POSITION FUNCTIONS:
Manage the overall execution and fulfillment of WRG sales and relationship management objectives for an assigned territory or region.
Carry a senior-level sales target for software sales, hosted solutions, and professional consulting/programming hours. Also, carry a unit objective for key solutions (UNITRI, Tellergy, etc.)
Analyze specific target markets and accounts, chart out and execute the appropriate territory-level and account-level strategies and tactics needed to generate opportunities and move them forward. (Account/Opportunity Planning)
Perform business analysis of clients’ and prospects’ needs, uncover pain points, derive business needs, and recommend appropriate WRG solutions. (Needs Assessment)
Prepare professional written proposals for WRG prospects that outline the business needs, derived benefits, business case for change, and recommended solutions from the WRG portfolio. (includes RFP responses). (Proposal Writing/Delivery)
Deliver product and company presentations (on-site and online) to prospective clients, outlining key features and advantages of WRG solutions. (Product Demos)
Generate new demand and leads for WRG solutions through formal and informal means based on relationships in the industry. (Demand/Lead Generation)
Attend selected tradeshows, User group meetings, and similar events to represent WRG and its solutions to clients. (Tradeshows and Events)
Gather feedback and provide routine input to supervisor on marketplace and competitive changes. (Competitive/Market feedback).
Play a lead role in negotiating with prospects/clients on deal pricing and terms. Negotiate to mutually beneficial terms. (Price/Deal Negotiation)
Maintain an accurate, up-to-date funnel in CRM tool (Salesforce.com), to enable accurate revenue reports and forecasts.
Maintain executive-level relationships with selected target accounts, to help ensure that WRG maintains visibility within client’s organization.
KEY CONTACTS:
Inside Contacts Frequency
WRG Client Services staff Daily
Credit Union support staff Frequently
Other Wescom CUSO staff Occasionally
Outside Contacts Frequency
Credit Union clients/prospects Daily
Vendor Partners Frequently
Other Financial Institutions Occasionally
EDUCATION, EXPERIENCE, SKILLS AND ABILITIES:
Bachelor’s Degree, or appropriate similar work experience
10 years of previous experience in similar roles
Sales of financial products to credit unions
Knowledge of credit union operations, as well as overall product management.
Sales, Service and Marketing skills
Communications skills, verbal and written
Data review and analysis
Coordinate effective meetings,
Presentations and events
COMPUTER SKILLS:
Proficient in Microsoft applications (Word, Excel, Outlook). Must be proficient in technology applications including the Credit Union’s operating system and specialized software required for performance of position.
EQUIPEMENT USED:
Telephone
CRT
Photocopy machine
PC/ Computer Terminal and peripheral equipment
Fax Machine
MATHEMATICAL SKILLS:
Ability to add, subtract, multiply and divide in all units of measure, using whole numbers, common fractions and decimals. Ability to compute rates, ratios and percentages.
PHYSICAL DEMANDS:
Job requires 75% sitting and 25% standing or walking while performing job duties. Minimal lifting, stretching or bending is required.
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is frequently required to stand; walk; sit; use hands to finger, handle or feel; reach with hands and arms, climb or balance, stoop kneel, crouch, crawl; talk or hear and taste or smell. The employee must occasionally lift and/or move up to 10 pounds. Vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.
WORK ENVIRONMENT:
This position may qualify as Remote or Hybrid with a home base at one of Wescom’s offices. The Remote or Hybrid status may be discontinued by Wescom in its sole discretion at any time and for any reason or no reason, with or without notice by Wescom or Employee.
The work environment characteristics described here are representative of those an employee encounters while performing functions of this job.
The noise level in the work environment is moderately quiet. It is a non-smoking environment.
The above job requirements are representative of minimum levels of knowledge, skills, and abilities. The marginal functions have not been included. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
This job description in no way implies that these are the only duties to be performed. An employee will be required to follow any other job-related instructions and duties as requested by the supervisor and/or management.
If you are applying for a Hybrid/Remote position, please note applicants are required to reside within our Wescom service areas which are defined as the following counties: Los Angeles, Orange, San Bernardino, Riverside, Ventura, Santa Barbara, San Diego, Imperial ,Fresno, Kern, Kings, Madera, Merced, Mariposa, Monterey, San Benito, San Joaquin, San Luis Obispo, Santa Cruz, Stanislaus and Tulare counties.
Current Wescom Employees: Please visit the Career Center in Workday to search and apply for a current job opening.
We value and rely on the unique talents and contributions of our employees to absolutely excel in member engagement by Delivering Signature Experience.
Salary Grade:
BCE
Salary Pay Range for This Position:
$68,640.00 - $115,000.00
For this position, we anticipate offering an annual salary of $105,000 - $115,000.
POSITION SUMMARY:
This position is responsible for supporting all sales activities for the Wescom Credit Union CUSO, Wescom Resources Group, in an assigned territory or solution space. The position requires knowledge of WRG product and service lines. It requires strong analytical and communication skills inherent in assessing a client or prospect’s business issues, uncovering pain points, deriving business needs, and recommending and proposing appropriate WRG solutions. It requires skills for building strong relationships throughout the credit union industry. And it requires strong organizational skills for on-going funnel management and execution of account-specific sales strategies and tactics.
ESSENTIAL POSITION FUNCTIONS:
Manage the overall execution and fulfillment of WRG sales and relationship management objectives for an assigned territory or region.
Carry a senior-level sales target for software sales, hosted solutions, and professional consulting/programming hours. Also, carry a unit objective for key solutions (UNITRI, Tellergy, etc.)
Analyze specific target markets and accounts, chart out and execute the appropriate territory-level and account-level strategies and tactics needed to generate opportunities and move them forward. (Account/Opportunity Planning)
Perform business analysis of clients’ and prospects’ needs, uncover pain points, derive business needs, and recommend appropriate WRG solutions. (Needs Assessment)
Prepare professional written proposals for WRG prospects that outline the business needs, derived benefits, business case for change, and recommended solutions from the WRG portfolio. (includes RFP responses). (Proposal Writing/Delivery)
Deliver product and company presentations (on-site and online) to prospective clients, outlining key features and advantages of WRG solutions. (Product Demos)
Generate new demand and leads for WRG solutions through formal and informal means based on relationships in the industry. (Demand/Lead Generation)
Attend selected tradeshows, User group meetings, and similar events to represent WRG and its solutions to clients. (Tradeshows and Events)
Gather feedback and provide routine input to supervisor on marketplace and competitive changes. (Competitive/Market feedback).
Play a lead role in negotiating with prospects/clients on deal pricing and terms. Negotiate to mutually beneficial terms. (Price/Deal Negotiation)
Maintain an accurate, up-to-date funnel in CRM tool (Salesforce.com), to enable accurate revenue reports and forecasts.
Maintain executive-level relationships with selected target accounts, to help ensure that WRG maintains visibility within client’s organization.
KEY CONTACTS:
Inside Contacts Frequency
WRG Client Services staff Daily
Credit Union support staff Frequently
Other Wescom CUSO staff Occasionally
Outside Contacts Frequency
Credit Union clients/prospects Daily
Vendor Partners Frequently
Other Financial Institutions Occasionally
EDUCATION, EXPERIENCE, SKILLS AND ABILITIES:
Bachelor’s Degree, or appropriate similar work experience
10 years of previous experience in similar roles
Sales of financial products to credit unions
Knowledge of credit union operations, as well as overall product management.
Sales, Service and Marketing skills
Communications skills, verbal and written
Data review and analysis
Coordinate effective meetings,
Presentations and events
COMPUTER SKILLS:
Proficient in Microsoft applications (Word, Excel, Outlook). Must be proficient in technology applications including the Credit Union’s operating system and specialized software required for performance of position.
EQUIPEMENT USED:
Telephone
CRT
Photocopy machine
PC/ Computer Terminal and peripheral equipment
Fax Machine
MATHEMATICAL SKILLS:
Ability to add, subtract, multiply and divide in all units of measure, using whole numbers, common fractions and decimals. Ability to compute rates, ratios and percentages.
PHYSICAL DEMANDS:
Job requires 75% sitting and 25% standing or walking while performing job duties. Minimal lifting, stretching or bending is required.
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is frequently required to stand; walk; sit; use hands to finger, handle or feel; reach with hands and arms, climb or balance, stoop kneel, crouch, crawl; talk or hear and taste or smell. The employee must occasionally lift and/or move up to 10 pounds. Vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.
WORK ENVIRONMENT:
This position may qualify as Remote or Hybrid with a home base at one of Wescom’s offices. The Remote or Hybrid status may be discontinued by Wescom in its sole discretion at any time and for any reason or no reason, with or without notice by Wescom or Employee.
The work environment characteristics described here are representative of those an employee encounters while performing functions of this job.
The noise level in the work environment is moderately quiet. It is a non-smoking environment.
The above job requirements are representative of minimum levels of knowledge, skills, and abilities. The marginal functions have not been included. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
This job description in no way implies that these are the only duties to be performed. An employee will be required to follow any other job-related instructions and duties as requested by the supervisor and/or management.
If you are applying for a Hybrid/Remote position, please note applicants are required to reside within our Wescom service areas which are defined as the following counties: Los Angeles, Orange, San Bernardino, Riverside, Ventura, Santa Barbara, San Diego, Imperial ,Fresno, Kern, Kings, Madera, Merced, Mariposa, Monterey, San Benito, San Joaquin, San Luis Obispo, Santa Cruz, Stanislaus and Tulare counties.
Salary : $68,640 - $115,000