Sales Manager - Financial Solutions

The Financial Solutions Sales Manager, leads the sales efforts for the assigned portfolio of carriers for the Expedite, Amplify by Cass™, Cass FreightClaim360, and other future products in order to achieve profitable sales growth.  This role also works with shipper clients to manage the Amplify by Cass contracting and on boarding process to ensure maximum participation.

PRINCIPAL RESPONSIBILITIES AND DUTIES:

• Develops relationships with key decision makers at transportation service providers within Cass’ payment network in order to present the capabilities, features, and benefits of Cass’s Expedited Payment Program, Amplify by Cass, and Cass FreightClaim360.


• Maintains a disciplined approach in contacting prospects personally, by cold calls, e-mails, or other interactive solutions in an assigned territory. Works with sales and marketing team to develop strategies for focusing on highest revenue opportunities, contact frequency, and intra-territory prospect programs.


• Provides quality pricing proposals to key decision makers within transportation service providers. Determines pricing, using Cass’ approved pricing models, for Cass’s service that maximizes revenue potential and fits within Cass’s defined pricing guidelines.


• Works with sales and marketing leadership to manage the carrier contract negotiation process and ensure contracts are in compliance, executed, and maintained.   


• Works with TIS Sales, Carrier Services, and Client Relations to onboard carriers into Cass’s client driven Amplify by Cass program including program communication, pricing, and contract execution.


• Utilizes sales automation tools (Salesforce, Outreach, etc.) to assist with collection, retention, recording and usage of sales and marketing data.


• Assists marketing with ideas for marketing campaigns, sales reporting, and executing marketing strategies. 


• Manages sales administration processes such as pipeline reporting, new/term reporting, lead follow up reporting, updating payment systems, etc.


• Executes the carrier retention program by facilitating existing carrier relationships and acting as an escalation point for carrier issues.


• Acts as the point of contact for carrier visits to Cass.


• Works with the Vice President, Global Sales and Marketing and Director, Financial Solutions to manage existing customer pricing and execute pricing adjustments as necessary.


• Develops relationships with internal Cass teams (Client Relations, Files and Docs, Payment Services, etc.) to enhance existing Expedite relationships, facilitate new Expedite opportunities, and improve processes to support Cass Financial Solutions.


• Communicates to management the overall state of the transportation service provider financial marketplace by keeping abreast of industry trends, participating in network events, and industry trade associations.


• Other duties as needed or assigned.

SKILLS AND ABILITIES REQUIRED:

• Ability to communicate the financial services offered to the appropriate financial decision makers (senior executives) within a transportation service provider.


• Understanding of the transportation carrier accounts receivable landscape.


• Understanding of financial business processes (cash flow, lines of credit, payables/receivables, etc.)


• Enthusiastic and professional demeanor exhibiting a high-level of honesty and sincerity in interacting with prospects and customers so that a trusting relationship can be formed.


• Proficiency in Microsoft Office suite, Sales Automation Tools/CRM (SalesForce, Outreach, Constant Contact, etc.), and computer-based payment processing solutions.


• Strong team player.


• Self-motivation and can work independently.


• Strong planning and organizing skills with the ability to balance multiple tasks and changing priorities.


• Able to grasp new products, services, and information quickly and effectively.


• Detail oriented with exceptional follow up skills.


• Ability to travel as required.

MINIMUM LEVEL OF PREPARATION AND TRAINING NORMALLY REQUIRED:

• Bachelor’s degree in business, finance or equivalent work experience.


• 1-3 years of sales experience.


• Transportation experience preferred.


• Financial services experience preferred.