Merchant Sales Rep

Primary Purpose: Identify and develop Merchant Services sales opportunities in an assigned market. Deliver a consultative sales approach by helping business clients to assess their payment processing needs, and then delivering solutions that address those needs. Actively work with the region in generating referrals to help achieve the region's profitability and growth initiatives. This position will educate the regional staff and clients on the electronic payment processing industry, competitive trends, and the products and services available to clients.

 

Essential Duties and Responsibilities: Following is a summary of the essential functions for this job. Other Duties may be performed, both major and minor, which are not mentioned below. Specific activities may change from time to time.

1. Focus on new business development by aggressively selling electronic payment processing solutions to existing commercial clients and prospects.

2. Consult with clients to identify their payment processing needs, and deliver a comprehensive solution to address those needs.

3. Conduct joint business development calls with the Relationship Manager to identify sales opportunities, deliver proposals, conduct product demonstrations, or address service issues.

4. Responsible for the overall revenue growth, profitability, and client retention of their assigned merchant portfolio.

5. Attend regularly scheduled regional Integrated Relationship Management (IRM) meetings and other regional sales meetings to help cultivate referrals, provide sales training, and to present regional reporting on the region's overall Merchant Services performance.

6. Cross-sell new or additional payment processing products/ services to clients.

7. Possess the skills to handle merchant processing requests (relationship development, information gathering, risk assessment, proposal creation, and closing the sale) up to $25 million in annual credit card sales volume. Possess a clear understanding of the characteristics of a high quality merchant services prospect in order to develop, acquire, and service these relationships, including responsibility for proper documentation, pricing, risk assessment, and problem management.

8. Maintain a thorough knowledge of all electronic payment processing products and services by attending all mandatory training.

9. Maintains a high level of awareness and understanding of existing and new payment processing technologies, as well as industry, Bank, and client changes and trends.

10. Coordinates periodic training sessions for the Banking Network including identifying prospects, product and service offerings, and understanding the benefits and risks of merchant services.

11. Identify and refer alternative payment processing services to clients, such as Commercial Card, Purchasing Cards, treasury services, deposit access products, commercial deposits, small or commercial business lending, insurance services and investments.

 

Required Skills and Competencies: The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

1. Bachelor's degree in Business Management, Marketing, Accounting, Computer Science, or a related field, or equivalent education and related experience

2. Five years extensive sales experience with a proven track record as a high performer

3. Accomplished interpersonal, communication, and negotiation skills

4. Excellent time management and organizational skills

5. Demonstrated proficiency in basic computer applications such as Microsoft Office products

6. Self-starter with the ability to work without close supervision

7. Decathlon Sales Training

8. Solid technical comprehension skills

9. Ability to travel extensively, including overnight

 

Desired Skills

1. Three years experience selling electronic payment processing services

2. Graduate of BB&T's Leadership Development Program