Merchant Services Consultant 2

Overview

Old National Bank has been serving clients and communities since 1834. With over $70 billion in total assets, we are a regional powerhouse deeply rooted in the communities we serve. As a trusted partner, we thrive on helping our clients achieve their goals and dreams, and we are committed to social responsibility and investing in our communities through volunteering and charitable giving. 

We continually seek highly motivated and talented individuals as our people are critical to our success. In return, we offer competitive compensation with our salary and incentive program, in addition to medical, dental, and vision insurance.  401K, continuing education opportunities and an employee assistance program are also included in our benefit suite. Old National also offers a variety of Impact Network Groups led by team members who are passionate about driving engagement, creating awareness of diverse backgrounds and experiences, and building inclusion across the organization.  We offer a unique opportunity to join a growing, community and client-focused company that is firmly rooted in its core values.

Responsibilities

Job Summary  

The Merchant Services Consultant (MSC) is responsible for calling on and recognizing business customers’ needs while selling the appropriate Merchant Services products. Additionally, the Merchant Services Consultant will be responsible for referring bank products and working with appropriate businesses and departments in completing proposals to win small and large business accounts.  The Merchant Services Consultant must have substantial product knowledge and be able to ‘hit the ground running’.  

The Merchant Services Consultant is responsible for generating new revenue and developing Merchant Services relationships with new and existing clients in an assigned commercial banking segment.   

They partner with Commercial Relationship Managers (Corporate, Specialty, Commercial, Business Banking, etc.) and other internal business partners to advise on Merchant Services solutions, pricing and risk for clients and prospects. The MSC builds a book of business by finding new clients, prospecting new relationships, maintaining and cross-selling ONB products and services to existing clients.  Seen as a trusted advisor, the MSC works closely with commercial clients to understand their business, optimize credit card acceptance and minimize risk exposure.

Salary Range

The salary range for this position is $51,700/yr - $101,500/yr plus bonus. The base salary indicated for this position reflects the compensation range applicable to all levels of the role across the United States. Actual salary offers within this range may vary based on a number of factors, including the specific responsibilities of the position, the candidate’s relevant skills and professional experience, educational qualifications, and geographic location.

Key Accountabilities 

Achieve Sales Targets 

• Devise and execute plans to achieve sales goals and drive merchant fee income to the assigned segment and territory. The plan should include a prospect calling strategy and cross-sell strategy depending on the focus – external/new clients or existing portfolio – to current Merchant Services clients and new bank relationships. 

• Perform and lead either new or existing client call preparation, proposal generation, presentations, relationship reviews, as well as client pricing and industry trend analysis. 

• Demonstrate proficiency in knowledge of all Merchant solutions and their benefits to clients/prospects. 

• Work jointly with cross-functional team and assist in overall solution development and value proposition. 

• Persuasively communicate Old National’s value-add proposition to both internal and external clients to influence sales outcomes. 

• Understand the competition capabilities/gaps and how to position Old National. 

• Review sales goals with RMs and other calling (or internal) partners to ensure they are aware of strategies and calling plans. 

• Attend prospecting, new or existing client calls virtually and in-person as well as client events, board meetings (would present and serve as a resource for the client during the client’s board meetings) Participate in relevant and related business conferences to ensure up-to-date industry knowledge. 

• Demonstrates the successful expansion of existing relationships, management of risk, responsiveness to client needs, and independent execution of client calls on assigned portfolio of relationships.  

• Participate, coordinate and contribute to deliver an exceptional experience for internal and external clients. 

• Responsible for submitting all forms and information required to set up and onboard Merchant products/services. 

• Foster a spirit of teamwork and cooperation across business lines. 

Partner Communication and Education 

• Educate and advise RMs and other calling partners of new Merchant products and initiatives. 

• Maintain lines of communications with RMs and other calling partners individually and as a group, including new product developments, pipeline and calling strategies. 

• Partner with RMs and other calling partners to provide recommendations on sales opportunities to include Merchant sales to new prospects and cross-sell Merchant Services to existing Commercial clients. 

Client Delivery 

• Facilitate Merchant Services related communications to new or existing clients and conduct client reviews (minimum annually). 

• Work closely with assigned Merchant Support Specialist to ensure excellent client service on an on-going basis. 

• Develop an understanding and knowledge of internal resources for accurate response to client issues. 

• Take ownership and deliver timely resolution of escalated client issues by coordinating with the Merchant Support Specialist.  

• Communicate recurring or serious product issues to the Merchant Services Manager and recommend viable solutions to improve client experience. 

• Understand and communicate implementation/onboarding timeline to align with client expectations and track implementation progress. 

• Work to ensure proper account documentation, including accurate pricing and ongoing reporting and audit requirements. 

• Exhibit proficiency in training clients on various Merchant Services products if needed. 

• Deliver an excellent client experience and enhance Old National’s brand in the marketplace. 

Key Competencies for Position 

Strategy in Action – Build your strategic mindset capability.   

• Breaks down larger goals into smaller achievable goals and communicates how they are contributing to the broader goal.  

• Actively seeks to understand factors and trends that may influence role.  

• Anticipates risk and develop contingency plans to manage risks.  

• Identifies opportunities for improvement and seeks insights from other sources to generate potential solutions.  

• Aligns activities to meet individual, team and organizational goals.    

Makes Decisions & Solves Problems – Seeks deeper understanding and takes action.   

• Takes ownership of the problem while collaborating with others on a resolution with an appropriate level of urgency.   

• Collaborates and seeks to understands the root causes of problems.   

• Evaluates the implications of new information or events and recommends solutions using decisions that are sound based on what is known at the time.   

• Takes action that is consistent with available facts, constraints and probable consequences. 

Delights Clients – Continuously seeks and applies knowledge leading to a best-in-class client experience.   

• Passionately serves internal/external clients with excellence.   

• Maintains a growth mindset staying current with developments and trends in areas of expertise influencing client satisfaction both internally and externally.  

• Understands data, metrics and/or financial information, and how they tie to client satisfaction and business outcomes related to position, client and/or team.   

• Nurtures client relationships by listening, prioritizing, and acting responsibly to meet client needs, mitigate risk and add shareholder value. 

Compelling Communication – Openly and effectively communicates with others 

• Effectively and transparently shares information and ideas with others.   

• Tailors the delivery of communication in a way that engages the audience and that is easy to understand and retain.   

• Unites others towards common goal.   

• Asks for others' opinions and ideas and listens actively to gain their support when clarifying expectations, agreeing on a solution and checking for satisfaction. 

Qualifications and Education Requirements 

• Bachelor’s degree or H.S. Diploma/GED with equivalent experience. 

• 5 years of Merchant Services experience preferred. 

• 5 years of sales/business development experience preferred. 

• Sufficient and demonstrated knowledge and understanding of Merchant Services solutions and competitive practices. 

• ETA-CPP Certification preferred or commitment to obtain certification. 

• Demonstrated ability to develop strong working relationships with clients and internal partners 

• The ability to work with multiple clients simultaneously, managing time in a fast-paced environment and applicable resources to ensure work is completed efficiently and within established timeframes, managing projects efficiently and effectively. 

• Effectively manage and deepen complex, specialized and elite client relationships within portfolio.  This includes but is not limited to providing a superior and world class level of client service, conducting regular meetings and calls with clients to review pertinent information for current and future planning, being the product partner/specialist/liaison in client meetings and product delivery, and continuing to understand and provide new strategies and solutions designed to meet the best interests of the client as their needs change and evolve. 

• Strong problem-solving and critical thinking aptitude; thorough and timely follow-up skills with the ability to make independent decisions based on researched conclusions 

• Excellent written and oral communication skills; able to communicate effectively with all levels in and outside of the organization. 

• Ability to work well with others in a collaborative environment as well as the ability to work independently with little supervision or day-to-day guidance 

• Fluent with Microsoft Office programs, Salesforce, as well as unique Merchant Services software/system knowledge. 

• Position may require the need to travel to other Old National, prospect, new, or existing client or meeting locations 

• Remain agile by quickly modifying daily behavior, leveraging resources, and trying new or flexible approaches to effectively recommend and embrace change. 

• As appropriate, may mentor and serve as subject matter expert amongst other MSCs on the team. 

Merchant Services Consultant roles may vary between MSC II, MSC III, and MSC Sr – this position may be filled at a different level depending on the candidate’s qualifications and relevant experience. Factors may include but are not limited to:  previous experience, depth and breadth of previous or current institution size – the same role for many years or a variety of roles in the same space over a number of years, skills, knowledge, previous performance and success factors, proven ability to achieve sales targets year over year,  education/certification, length of time in Merchant Services industry or a similar revenue generating role. 

Key Measures of Success/Key Deliverables 

• Achieve annual new sales revenue goals based on the sale of Merchant Services products and services to new and existing clients.   

• Maintain and grow assigned Merchant portfolio through client retention and deepening existing relationships with the addition of the right products and services. 

• Achieve overall Merchant Services revenue for the individual’s target portfolio size (growth) as of year-end. 

• Deliver an excellent client experience and enhance Old National’s brand in the marketplace. 

Old National is proud to be an equal opportunity employer focused on fostering an inclusive workplace and committed to hiring a workforce comprised of diverse backgrounds, cultures and thinking styles. 

As such, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status, status as a qualified individual with disability, sexual orientation, gender identity or any other characteristic protected by law. 

We do not accept resumes from external staffing agencies or independent recruiters for any of our openings unless we have an agreement signed by the Director of Talent Acquisition, SVP, to fill a specific position.

Our culture is firmly rooted in our core values.

We are optimistic. We are collaborative. We are inclusive. We are agile. We are ethical.

We are Old National Bank.  Join our team!