• Job Description

  Req#: VPCLI001085

  POSITION SUMMARY: A polished and professional business executive capable of landing new and growing existing banking client accounts that leverage the Miller Zell end-to-end integrated retail strategy and design, engineering, production, digital signage and implementation services. The successful candidate will be a key account management professional expected to help drive new profitable business from both current and emerging new bank clients.

  This self-starting account management professional will have a background that includes strategic/consultative selling, delivery of consulting services and/or management of complex business-to-business solutions to banks, branch-based financial services firms (tax prep and brokerage services) and Fortune 500 caliber companies. Must be dynamic, focused, disciplined and have outstanding verbal and written communication skills. This is a highly visible role within MZ with the ability to impact the overall financial performance and long-term growth plans of the Financial Services SBU.

  POSITION COMPETENCIES: Responsibilities associated with each position are a combination of organization-wide and department specific standards. Competencies are evaluated initially during each employee’s Introductory Period using the on boarding plan and manager observations. Thereafter, competencies are assessed on an on-going basis and formally documented annually using the Annual Performance Appraisal Form.

  ORGANIZATIONAL RANKING:

  Reports To: SVP, Client Service - Financial Services SBU

  Supervisory Responsibilities:

  JOB FUNCTIONS:

  Every effort has been made to make this job description as complete as possible. However, it in no way states or implies that these are the only duties the incumbent will be required to perform. The omission of specific statements of duties does not exclude them from the position if the work is similar, related, or is a logical assignment to the position.

  ESSENTIAL JOB FUNCTIONS:

  • Research – Use the Internet and other MZ company resources and case studies to research key business aspects, strategies, trends and challenges of current and potential new banking companies. Incorporate strategic insights into well-written new business proposals and client presentations.
  • Account Management – Participate in banking team meetings to review and re-prioritize high potential projects and potential new client accounts. Ensure all required team documentation is updated and accurate from week to week including monthly revenue pipeline forecasts, account reviews, etc.
  • Program Management - Act as primary strategic and financial lead on multiple bank client accounts providing guidance, and oversight of internal MZ design, production and implementation teams.
  • Opportunity Qualification – Assist Financial Services SBU leader in new prospect qualification process to quickly gauge fit and long-term financial potential of any/all existing and new banking clients. Provide required support to pitch & close new bank client accounts from initial pitch through proposal & program kick off.
  • Proposal Development – Work with in-house resources to draft new business proposals to officially engage Miller Zell in incremental assignments with current client accounts. Own and write responses to client RFPs, seeking expertise from Miller Zell colleagues, but ultimately crafting the response to the RFP/RFI. Take primary responsibility for presenting proposals to existing client management, securing official engagements and holding internal kick off meetings with key MZ support areas required to deliver proposed scope of work.
  • New Business Development – Coordinate with Miller Zell Marketing department on banking outbound lead generation marketing programs (HubSpot, print ads, direct mail, trade shows/conferences) and perform the appropriate prompt/direct follow-up on any/all leads assigned by SVP, Client Services – Financial Services SBU. Assist in new business proposal development/presentation and resulting contract negotiations. A “rolodex” of prospective financial services client companies (Top 100 US banks, Top 5 Canadian banks, Top tax prep and brokerage firms) would be an added plus.
  • Marketing – Assist SVP, Client Services – Financial Services SBU and SVP, Marketing in all financial services related industry marketing programs including participation at industry conferences.
  • Training – Participate in all internal MZ sales training programs including Salesforce CRM, and HubSpot marketing system training.

  KEY REQUIREMENTS:

  • Should be familiar with and have first-hand experience interfacing with all/many of following key bank retail related functions:

  • Branch development/planning
  • Bank retail marketing
  • Branch banking operations
  • Banking product and visual merchandising
  • Branch transformation
  • Branch design
  • Branch/retail delivery
  • Corporate real estate/Real estate partners (CBRE, JLL, BGIS, etc.)

  • May have held one or more of the following titles on either the retailer or supplier side of the supply chain system as it relates to store design and merchandising issues:

  Supplier/Vendor Side Retail Banking Side

  Agency Account Management Branch Planning/Development

  Retail Bank Marketing/Sales Retail Bank Merchandising

  Direct Sales of Banking Services Branch Banking Operations

  Bank Consulting Business Development Branch/Facilities Management

  Consultant/Professional Services in Fin Services or Fin Tech

  • May have experience in the following verticals:
    • Exterior sign companies (AGI, Fitts, Icon, Philadelphia Sign, etc.)
    • Financial technology providers (NCR, FISERV, Diebold, Wincor Nixdorf, Nautilus/Hyosung, etc.)
    • Advertising/marketing agencies delivering to financial services (Ogilvy, BBDO, Sapient/Razorfish, etc.)
    • Digital signage providers

  • Should have first-hand experience working for or interfacing with (in an account management role) major community banks or national banking chains with large branch networks.

  • Must be a highly driven polished sales professional who has a proven track record managing significant consulting and/or physical fixture, digital signage, and graphics-based programs within the financial services space.

  • Must be able to quickly build relationships and navigate within client firms, identify new areas where Miller Zell can add value and generate (verbally and via presentations/proposals) new profitable engagements for Miller Zell.

  • Should be adept at working within a matrix organization – particularly coordinating internal functions charged with estimating, researching, designing and implementing complex retail programs for financial services clients. Likely functions for interface include retail strategy and design group, graphics production, design engineering, fixture procurement group, digital signage, installation, and account/project management teams.

  • A fast starter who can manage multiple clients and business opportunities and consummate meaningful new banking projects within current and new prospective clients.

  MEASURES OF EFFECTIVENESS:

  • As observed by manager and others.
  • Review of documentation.
  • Project outcomes and results are delivered in a cost effective, high quality, competent, and efficient manner as determined by internal and external processes.
  • Conduct and interpersonal relationships contribute positively to the delivery of projects and services, and to orderly operation of the department and the organization.
  • Skills are maintained and enhanced through meetings with interdisciplinary team members, participation in planning activities, and attendance at in service and continuing education programs.

  POSITION REQUIREMENTS/QUALIFICATIONS:

  Education/Experience: Bachelor’s degree from a major college/university required, MBA highly desirable. 8 – 10 years consultative sales/account management and/or delivery experience selling a complex services-based offering. Some background working in/around the retail banking industry (prefer bank design/build industry and/or retail bank marketing services areas). Previous work experience in an account management and/or new business role. Experience working with or calling on large branch-based banks or financial services firms

  Special Skills/Qualifications: Strong communication and organizational skills a must. Ability to communicate effectively with clients, partners, and team members. Microsoft Suite, PowerPoint and Project Management software systems

  Desired Personal Qualities: Focused, Disciplined self-starter, Team player – Success at Miller Zell demands strong intra-company relationships and respect for every role on the team. Personable – a highly effective verbal/written communicator; easily and enthusiastically builds real relationships with colleagues, clients and prospects. Experienced/comfortable interfacing with diverse levels of management within banks. Driven and purposeful. Good judgment – able to quickly assess a strong potential lead from a weak/limited opportunity. Detail oriented with strong follow-through skills. Strategic – able to propose and present complex strategic and tactical program recommendations. Organized and systematic. Excellent written and verbal communication skills. Strong PC skills (PowerPoint, Word, Excel) – able to complete required monthly forecasts. Knowledge and proficiency with social platforms.

  Travel: The role will involve client visit, and conference related travel that can reach 40-50%.

  MENTAL AND EMOTIONAL REQUIREMENTS: The incumbent must manage stress appropriately; make decisions under pressure; handle multiple priorities, work alone; work in areas that are confined and/or crowded.

  ENVIRONMENTAL CONDITIONS: The incumbent will never be exposed to toxins, chemicals, detergents, and extreme temperatures (30degrees F – 115 degrees F), dust, fumes, moving mechanical parts, x-ray/electromagnetic energy, high pitched noises, Communicable diseases, or gases. The incumbent will spend approximately 80% of their time indoors.

  PHYSICAL DEMANDS: SEDENTARY WORK: Lifting 25 lbs. maximum and occasionally lifting and/or carrying articles.

  PHYSICAL REQUIREMENTS: Must be able to lift and/or push up to 25 pounds with mechanical assistance. This position requires stooping, kneeling, bending, manual dexterity, repetitive hand and arm coordination, finger dexterity, vision acuity both far and near with depth perception. The incumbent will sit 80% of the time and stand/walk 20% of the time.

  CONTACTS / INTERACTS WITH: Other employees, clients and vendors

  Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

  The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)

• About the company

  Branded environments solutions company providing end-to-end services under one roof. Deployed at scale to minimize risk, cost and operational complexity.

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