Client Growth Executive III

Velera

About The Position

Join the People Helping People Velera is the nation’s premier payments credit union service organization (CUSO) and an integrated fintech solutions provider. The company serves more than 4,000 financial institutions throughout North America, operating with velocity to help our clients keep pace with the rapid momentum of change and fuel growth in the new era of financial services. Our purpose: We accelerate partners’ success through innovative financial technology solutions and inspired service. The Opportunity: We are seeking a talented Client Growth Executive III to raise the focus of relationship development with our largest revenue generating and strategically important Member-Owner Credit Unions to a perceived level of trusted partner and consulted advisor. The objective is to create an environment with our Member-Owners of unprecedented loyalty, endorsement, revenue growth, and dominant market share. This position requires strong knowledge and skill in the ability to both build a strategic plan with Velera’s Member-Owner Credit Unions and deliver on that plan by assembling a team of Velera’s best people and solutions to help achieve the goals set by our Member-Owners. Competency in the ability to deliver knowledge and skill in the following areas is critical to the success of the person in this position: Velera’s products, services, organizational process improvements, risk mitigation capabilities, financial performance, industry trends, and legislative and regulatory compliance. Day in the Life: This position serves as the enterprise Velera relationship manager for Velera’s largest revenue generating and strategically important member owner credit unions. Primarily through onsite visits, proactively meet and consult with credit union senior executives to develop strategic opportunities to extend the partnership and increase portfolio performance, demonstrating appropriate sense of urgency; continually monitor and communicate value of Velera. products/solutions, and demonstrate the value of the Velera partnership with assigned credit unions. Responsible for consistently delivering the Strategic Business Review to all assigned clients showing the value of Velera’s products and solutions which includes participating in strategic planning and taking a broad perspective to deliver relevant payment and ecommerce industry expertise. Align strategically the credit union’s goals and objectives to Velera’s products and services to maximize Velera’s Value Proposition. Strategic focus is key as well as identifying growth opportunities while utilizing a consultative sales approach that ensures credit union business objectives are met and performance metrics of payment portfolios are maximized. Evaluate and understand market intelligence that may impact Velera’s product offering or sales approach and report significant industry changes to Velera management. Prepare proposals, negotiate contractual relationships with credit unions, and propose and negotiate new and renewal term agreements; prepare and deliver accurate and timely proposals, pricing comparisons, proformas and program analyses. Maintain and grow revenue for their assigned book of business including generating lead opportunities for additional line of business sales. Meet or exceed established revenue growth goals from the sale of new products and services and by enhancing overall portfolio performance. Develop, solidify and maintain strong account relationships that result in excellent credit union satisfaction scores as reflected in periodic surveys; act as primary management point of contact for credit union for strategic initiatives and escalated issue resolution; support credit union’s designated executive sponsor and advocate internally at Velera. Assists or participates in various regional meetings that promote Velera’s products and services. Prepare and deliver effective and influential presentations at Velera sponsored events, credit union staff and Board of Directors meetings, advisory groups and other functions as may be required. Maintain open lines of communication with VP of Account Management and SVP of Account Management and report any contract renewals that are in jeopardy with a plan of action of how to retain the business. Timely escalation of potential relationship issues to appropriate internal Velera leaders to determine appropriate ownership and accountability for resolution. Actively review client landscape and recommend, develop, and implement new and creative approaches to growing Velera business; proactively manage, prioritize and engage sales leads. Maintain current knowledge of payment industry trends and innovation, and Velera products and solutions; maintain current knowledge of card, ecommerce, payments, and credit union industry related to Visa, MasterCard, Velera, and competitors. Collaborate with product team regarding new product development for credit union and consumer opportunities; coordinate interdivisional and interdepartmental communications related to serving clients with new and existing products/solutions. Must interact positively and professionally in all interactions with Velera staff, clients, and business constituents. Continuously review landscape and recommend, develop, and implement new and creative approaches to growing Velera business. In conjunction with assigned Service Executives, serve as liaison for product implementations, program start-ups, and other major projects as necessary; maintain close working relationship with internal departments to ensure smooth and open communications. Responsible for maintaining and keeping current account plans for all assigned credit unions in Salesforce, ensuring opportunities are updated and maintaining accurate records for assigned portfolio of credit unions. Ensure information is current and entered into Velera client database in a timely fashion. Build and maintain relationships with senior level executives at large financial institutions; strong strategic account management and consultation and relationship cross-selling skills Identify strategic initiatives and demonstrated track record of planning, managing, and closing a complex, competitive sales effort Perform other duties as assigned.

Requirements

Bachelor’s degree in related field or equivalent combination of education and experience required.
Minimum ten (10) years marketing, business development, consulting, sales or relationship management experience required.
Minimum ten (10) years of B2B / B2BC experience required.
Ability to interpret P&L Statement, NCUA 5300 Call Report and monthly financial statements
Experience with managing client relationships involving $3.5 million + in annual revenue
Ability to travel as needed, 41-50%

Nice To Haves

Master’s Degree preferred.
Financial Services or Consulting experience preferred.
Knowledge of payments, ecommerce, credit, and debit card industry and related operations preferred; knowledge of card-processing platform preferred

Responsibilities

This position serves as the enterprise Velera relationship manager for Velera’s largest revenue generating and strategically important member owner credit unions.
Primarily through onsite visits, proactively meet and consult with credit union senior executives to develop strategic opportunities to extend the partnership and increase portfolio performance, demonstrating appropriate sense of urgency; continually monitor and communicate value of Velera. products/solutions, and demonstrate the value of the Velera partnership with assigned credit unions.
Responsible for consistently delivering the Strategic Business Review to all assigned clients showing the value of Velera’s products and solutions which includes participating in strategic planning and taking a broad perspective to deliver relevant payment and ecommerce industry expertise.
Align strategically the credit union’s goals and objectives to Velera’s products and services to maximize Velera’s Value Proposition.
Strategic focus is key as well as identifying growth opportunities while utilizing a consultative sales approach that ensures credit union business objectives are met and performance metrics of payment portfolios are maximized.
Evaluate and understand market intelligence that may impact Velera’s product offering or sales approach and report significant industry changes to Velera management.
Prepare proposals, negotiate contractual relationships with credit unions, and propose and negotiate new and renewal term agreements; prepare and deliver accurate and timely proposals, pricing comparisons, proformas and program analyses.
Maintain and grow revenue for their assigned book of business including generating lead opportunities for additional line of business sales.
Meet or exceed established revenue growth goals from the sale of new products and services and by enhancing overall portfolio performance.
Develop, solidify and maintain strong account relationships that result in excellent credit union satisfaction scores as reflected in periodic surveys; act as primary management point of contact for credit union for strategic initiatives and escalated issue resolution; support credit union’s designated executive sponsor and advocate internally at Velera.
Assists or participates in various regional meetings that promote Velera’s products and services.
Prepare and deliver effective and influential presentations at Velera sponsored events, credit union staff and Board of Directors meetings, advisory groups and other functions as may be required.
Maintain open lines of communication with VP of Account Management and SVP of Account Management and report any contract renewals that are in jeopardy with a plan of action of how to retain the business.
Timely escalation of potential relationship issues to appropriate internal Velera leaders to determine appropriate ownership and accountability for resolution.
Actively review client landscape and recommend, develop, and implement new and creative approaches to growing Velera business; proactively manage, prioritize and engage sales leads.
Maintain current knowledge of payment industry trends and innovation, and Velera products and solutions; maintain current knowledge of card, ecommerce, payments, and credit union industry related to Visa, MasterCard, Velera, and competitors.
Collaborate with product team regarding new product development for credit union and consumer opportunities; coordinate interdivisional and interdepartmental communications related to serving clients with new and existing products/solutions.
Must interact positively and professionally in all interactions with Velera staff, clients, and business constituents.
Continuously review landscape and recommend, develop, and implement new and creative approaches to growing Velera business.
In conjunction with assigned Service Executives, serve as liaison for product implementations, program start-ups, and other major projects as necessary; maintain close working relationship with internal departments to ensure smooth and open communications.
Responsible for maintaining and keeping current account plans for all assigned credit unions in Salesforce, ensuring opportunities are updated and maintaining accurate records for assigned portfolio of credit unions.
Ensure information is current and entered into Velera client database in a timely fashion.
Build and maintain relationships with senior level executives at large financial institutions; strong strategic account management and consultation and relationship cross-selling skills
Identify strategic initiatives and demonstrated track record of planning, managing, and closing a complex, competitive sales effort
Perform other duties as assigned.