ESSENTIAL JOB FUNCTIONS:
The role of the Senior Franchise Sales Rep is to prospect and sell new clients as well as expand existing client relationships in the franchise industry by consistently delivering the BB value proposition (clients bank at Key because their business is understood, their time is valued and solutions are provided to simplify their lives).
This Includes
The Senior Franchise Sales Rep. will be responsible for functions that align with the Key Sales Process (Pipeline & Opportunity Management, Needs Assessment, Present/Pitch, Fulfillment, and Follow Up) in daily work to create a positive Client Experience.
Pipeline & Opportunity Management
•Maintains an in-depth knowledge of SBA products and a basic knowledge of broader business banking products services as well as knowledge of competitors and competitive products.
•Employs a disciplined approach to prospecting.
•Generates pipeline via established relationships with external centers of influence.
•Identify and recommends eligible franchise concepts for new business development
•Actively participates in industry organizations to source business development opportunities and demonstrate Key’s commitment to franchising.
Needs Assessment
•Maintains a current comprehensive understanding of client’s needs, based on the review and analysis of personal and business financial data gathered through Relationship Reviews, the Desktop and personal meetings.
•Understands what differentiates KeyBank and develop your unique sales approach that differentiates you in the marketplace.
Present/Pitch
•Proactively grows full client relationships (deposit/credit relationships), aggressively manages non-profitable client relationships to profitable levels or to alternative delivery channels.
•Becomes proficient at uncovering what will motivate a prospect to purchase our services.
•Serves as a resource and contact point for Key Bank for franchising
Fulfillment
•Actively listens to concerns, presents solutions to decision makers and obtain a clear yes, no or next step.
•Ensures that new customer relationships consistently meet all compliance requirements; ensures all documents with loan are completed, correct and sent with loan documentation; works to resolve all loan document exceptions; understands how and why an exception occurred.
Follow-Up
•Ensures ongoing contact with new clients to enhance client’s initial experience with Key
•Solicits satisfied clients for referrals to others they know who may need your services on a regular basis.
•Aggressively pursues client acquisition and fee income goals by successfully closing profitably structured deals.
Marginal Or Peripheral Functions
Acts as a mentor to less experienced and/or new team members.
Provides feedback to corporate partners regarding new product development.