Job Summary

The Director of Business Development is responsible for producing and delivering strong new customer growth, revenue goal attainment, profitability, key strategic sales initiatives, improved product positioning, negotiations and business closing excellence for the Commercial Card line of business. Delivers aggressive performance goals, growing portfolio acquisitions, driving revenue and achieving sales goals for the Commercial Card line of business. Develops strategic plans to position product, plan sales activities. Increases sales success, influences behaviors, manages objections, negotiates pricing and manages factors relating to maintaining the customer and identifying emerging needs for Commercial Card customers.

Job Duties and Responsibilities

• Leads initiatives to create and maintain account acquisition plans for the portfolio of Commercial Card accounts. Develops and executes strategic plan details including timeliness and quality. Examines the market and competitive positioning, identifies opportunities, constantly communicates strategies, removes obstacles and ensures open communication for feedback. Listens to customers and builds a sales process that matches/aligns assets with customer needs. Effectively negotiates and sells value.
• Wins new Commercial Card business and develops lead management program. Proactively develops, implements, reviews and revises sales plans focused on strategies for growth that will meet the sales goal target. Displays correct judgment in identifying those customers that are aligned with the Bank's appetite for credit exposure. Demonstrates financial analysis skills in analyzing available financial information to determine opportunities for Commercial Card payment solutions.
• Develops detailed and complex communication, presentations and proposals to effectively address clients' needs, differentiate the Bank from its competition, and reflects the highest standards of professional written communication. Applies critical reading and comprehension skills to interpret complex requests for proposals (RFPs) and crafts appropriate responses to questions which favorably position the Bank to win. Delivers presentations that display advanced verbal, listening, questioning and critical reasoning skills to client executives.
• Demonstrates thorough understanding of contracts to successfully negotiate final terms. Stays abreast of changes in the spend management and commercial card industries to differentiate the Bank. Maintains knowledge of Bank's commercial card technology platforms.
• Develops new and expands existing Commercial Card business development strategies across multiple markets. Identifies emerging needs and new business growth opportunities with customers and prospects. Creates improved performance through customer and productivity oriented behavior and improved effective sales cycle management.
• Effectively communicates the connections between new behavior, strategies and organizational success. Delivers incremental value to prospects, generate leads, drives profitability and revenue growth, and develops low cost/high return acquisition channels and differentiates ourselves in a highly competitive marketplace to grow market share.
• Develops clear defined sales process, implements scorecard to understand win/loss ratios, leverages existing bank customers, positions pricing, presents solutions, evaluates and recommends alternative solutions to address customer issues. Leads by example, demonstrates a desire to win, holds self and others accountable for results, translates vision into clear strategies and specific priorities. Escalates issues when necessary and appropriate, balances the need for action with need for analysis, and develops strategies that contribute to sustainable and achievement of the Commercial Card business growth. Secures most profitable business.
• Analyzes and understands current Commercial Card market opportunities, drivers of program selection and expansion. Works with business partners to gain knowledge of Synovus current customers, builds strong relationships both internal and external to build pipeline. Increases market awareness of Synovus Commercial Card within the payments industry, coordinates the card marketing content to address the needs of the market, enhances card sales message so as to compete against major competitors who are raising the bar by selling a holistic payment solution to customers
• Present a logical and compelling case for product positioning. Influence decisions of higher-level stakeholders. Balance long-term strategic issues and goals with short-term priorities. Maintain high level of productivity. Prepare clear, well-organized presentations. Improve communication. Integrate information from a variety of sources to arrive at optimal solutions. Understand current and future customer needs.
• Each team member is expected to be aware of risk within their functional area. This includes observing all policies, procedures, laws, regulations and risk limits specific to their role. Additionally, they should raise and report known or suspected violations to the appropriate Company authority in a timely fashion.
• Performs other related duties as required.

The information on this description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.

Synovus is an Equal Opportunity Employer supporting diversity in the workplace

Minimum Education:

• Bachelor's degree Business of Administration or related field or an equivalent combination of education and experience.

Minimum experience:

• Ten years of experience and expertise in Commercial Card business development, relationship management, negotiations, and consultative solutions selling including success in managing complex sales cycles at the C-level impacting areas around all payment types; developing industry channel partnerships and cross channel sales referral processes; leveraging industry contacts to drive sales leads; and success with achieving and exceeding sales goals.

Required Knowledge, Skills, & Abilities:

• Advanced knowledge of Treasury Management products and services
• Strong verbal and written communication skills
• Ability to work under pressure
• Ability to resolve problems and conflicts
• Ability to lead and manage team while driving for results
• Proficiency in Microsoft Office products

Preferred Knowledge, Skills, & Abilities:

• Certified Treasury Professional (CTP) designation
• Sales management experience preferred