Vice President, Sales

Cass Information Systems•Bridgeton, MO

About The Position

The Vice President, Sales leads the Transportation Information Services (TIS) sales function, developing and executing its sales strategy to achieve profitable new-customer acquisition, expansion of existing client relationships, and annual and long-term business-unit sales objectives. The role is accountable for bookings, qualified pipeline, forecast accuracy, and overall sales performance. The position works with corporate marketing and other Cass business-unit leaders to align sales activity with enterprise growth priorities and coordinate enterprise opportunities, account ownership, market-facing activity, and cross-business-unit growth. It develops TIS sales approaches by segment and vertical, drives cross-selling across the division’s offerings, and maintains competitive intelligence. The role also builds and develops the sales team, establishes consistent sales practices, oversees proposals and pricing within approved guidelines, and owns full-funnel sales reporting. Cass Information Systems, Inc. provides integrated information and payment management solutions. The company reports disbursing more than $94 billion annually on behalf of clients and having total assets of $2.5 billion. Cass is supported by Cass Commercial Bank, founded in 1906, and is part of the Russell 2000®.

Requirements

Proven record of selling complex, multi-year solutions to finance, procurement, and logistics executives at large enterprises.
Strong understanding of industrial transportation and logistics management information requirements.
Ability to assess and document prospect needs and translate them into technology and payment solutions.
Entrepreneurial mindset and proven experience entering and growing business in new markets.
Strong written and verbal communication skills with senior executives of major multinational companies.
Ability to lead, coach, develop, and hold accountable a high-performing enterprise sales team.
Ability and means to travel domestically and internationally on a flexible schedule approximately 30% of the time.
Demonstrated discipline in pipeline and forecast management, account planning, sales analytics, and CRM utilization using Salesforce or a comparable platform.
Bachelor’s degree in business, logistics, or a related field, or equivalent work experience.
10 or more years of enterprise sales experience, including 5 or more years leading sales teams.

Nice To Haves

Experience in freight audit and payment, transportation technology, or financial services.

Responsibilities

Increase sales by focusing on the logistics, financial information, and administrative needs of current clients and new prospects.
Develop and prioritize a named target-account list segmented by vertical and company size.
Ensure decision-makers, influencers, and other relevant stakeholders at qualified prospective and existing clients are identified, engaged, and documented in the CRM system.
Organize sales territories by qualified company and decision-maker so sales managers can achieve departmental goals and objectives.
Oversee timely, accurate, high-quality proposals tailored to prospects’ goals, strategies, logistics implications, and information needs, showing how Cass can provide enduring solutions.
Quote and configure pricing within approved structures and executive management margin guidelines, escalating exceptions for approval.
Build, coach, and develop a high-performing sales team.
Establish consistent expectations and sales practices for prospecting, discovery, value-based selling, account planning, opportunity strategy, negotiation, closing, and CRM discipline.
Partner with corporate marketing on transportation-market campaigns, content, conference strategy, and messaging, ensuring alignment with division strategy.
Own full-funnel sales reporting from marketing-qualified lead through closed-won business and onboarded volume; analyze conversion by stage, source, and campaign and reallocate effort as appropriate.
Develop and execute the TIS sales approach by segment and vertical, including target accounts, coverage model, sales strategy, and value proposition.
Drive cross-selling of the division’s full offering, including ocean and air audit, parcel, and carrier early-payment programs.
Maintain current competitive intelligence and position Cass against incumbent and emerging providers.
Recommend sales incentive measures and credit-sharing practices that support profitable growth, collaboration, and business-unit objectives.
Partner with the President, TIS, Human Resources, and Finance on incentive-plan design and approval.
Perform other duties as needed or assigned.