• Director of Consultant and Core Partnerships

    Job Locations US
    Req No.
    2018-2645
    Category
    Sales
    Type
    Full-Time
  • Overview

    CO-OP Financial Services provides technically superior products and services to financial institutions across the nation. We are seeking a talented Director, Consultant & Core Relationships to be responsible for serving as an executive level liaison and strategic representative of CO-OP in building relationships with the consultant and core partners who serve and guide our member credit unions. The Director will proactively engage all industry consultants and core processing partners, and work to build strategic relationships for open collaboration to support our mutual clients. This role will be responsible for participating directly in client projects, including RFP’s for renewals & new business initiatives, and will be expected to leverage industry relationships and contribute to efforts to win and retain business for CO-OP. This position works tightly with Sales, Operations, Marketing, Finance, Legal, and Product.

     

    Responsibilities

      • Initiate, build, and nurture relationships with financial industry consultants, core processors and technology partners.
      • Drive initiatives to educate these partners on CO-OP’s executive strategy, technology initiatives, and products and services involved in all major LOB.
      • Serve as industry expert in financial payment platforms and a solution specialist on all CO-OP products & services including but not limited to Credit, Debit, ATM/Terminal Driving, Shared Network and Member Center services and products.
      • Sell clients and prospects the entire suite of CO-OP products and solutions for net new sales, add-on products and retentions all to retain and grow revenue and clients.
      • Deliver Sales presentations, contracts, materials, on-site client/prospect visit support.
      • Collaborate in creating presentations, proposals, competitive insights for line of business sales and client renewals.
      • Partner with VP Strategic Partnership Retention, Regional Sales Managers (RSM), Division Executives (DE’s), Client Business Executives (CBE) & Client Business Representative (CBR) in preparing and participating in client meetings, delivery of prospect presentations, provide expert technical and product support throughout the sales development life cycle on all revenue generating products.
      • Maintain mastery of all CO-OP products, platforms and technology solutions as well as infrastructure including but not limited to ATM/Debit Processing, Fraud and Analytic tools, Shared Branching, Member Center Support, Digital, Credit Processing and add on services demonstrating technological advances and articulating product capabilities.
      • Provide strong competitive intelligence to educate both clients and co-workers on where CO-OP products fit into the competitive spectrum and ecosystem.
      • Maintain data and act as SME for all info surrounding competitive intel, market trends, business analysis.
      • Present and demo processing/network solutions and propose value differentiators within the competitive landscape.
      • Conduct regular consultant and core vendor educational sessions, break out VIP insight sessions, regular in person collaboration sessions, and ensure touchpoints with major players with regular, meaningful cadence.
      • Establish process for ongoing market information sharing and seamless RFP engagement.
      • Establish process to engage core processors for CO-OP mandates, key client project initiatives, and large scale client support and communication.
      • Collaborate with CO-OP product and marketing teams and act as a liaison to the sales organization.
      • Participate in product launch teams throughout the delivery lifecycle.
      • Provide market Intel and feedback directly to the membership, product and marketing teams and consultant and core partners regarding evolving client needs and product direction/strategy.
      • Drive and complete the Request for Proposal stages for lines of business including debit, credit and shared branching digitial banking, ATM/terminal driving. This requires being technically competent in all lines of business subject areas.
      • Deliver client-focus and industry-savvy messaging in written and oral content.
      • Perform any support activities including but not limited to pre-sale activity, request for proposals, requests for information, competitive review, post-sale activity/follow up.
      • Provide guidance for developing and implementing sales and retention strategies for assigned clients/territory.
      • Cross-sell all products and services, CO-OP Network alliances, and educational programs.
      • Participate in various meetings, conferences, and presentations as directed.
      • Evaluate and understand market changes and significant events and report to CO-OP executive management.
      • Analyze records of present and past sales trends, costs, estimated and realized revenue, commitments, and obligations as they relate to key consultant and vendor partnerships.
      • Maintain open communication with Executive management to optimize productivity.
      • Drive all dashboards and sales metrics to strategize, understand and win and retain clients.
      • Initiate and maintain all sales metrics, key business indicators and information to maximize sales staff efficiency.
      • Actively supports our CO-OP culture and embraces our core values of Work as Partners, Communicate Openly and Honestly, Demonstrate Excellence and Champion Change in all interactions.

     

    Qualifications

    • College degree in business, marketing, or related field required .
    • Previous sales, client relations and sale operations experience required.
    • Five years’ experience in the payments industry required.
    • Ten years of Financial Institution background in operations, marketing, sales, sales operations, platform or member services are required.
    • 3-5 years of experience surrounding RFP process, vendor analysis, negotiations.
    • Must be able to take own initiative and possess the ability to problem solve.
    • Must have the ability to react to change productively and handle other essential tasks as assigned.
    • Excellent communication, organizational and proven leadership skills required.
    • Good presentation skills and sales background is required.
    • Strong, confident presentation style.
    • Comfort in negotiations, delivering difficult messages, and assessing strengths/weaknesses of others.
    • This position requires travel (approximately 50%).

    About Us

    CO-OP Financial Services is the technology engine that provides access and convenience for credit unions. With over 35 years of credit union service, CO-OP connects credit union members to their accounts through Debit, Credit, ATM, Shared Branching, Member Interaction Services, Mobile, Virtual, and Bill Pay services. CO-OP serves a total of 3,500 member credit unions, 50 million cardholders, 30,000 surcharge-free ATMs, and more than 5,500 shared branches. Handling three billion-plus annual transactions, CO-OP is the nation’s largest credit union service organization—offering resources that enable deeper member engagement to help credit unions prosper.

     

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