Relationship Manager

Territory: Grand Rapids, Ann Arbor - MI

Are you a self-starter, a go-getter, and a deal maker? Are you disciplined and autonomous? In Capital One’s Business Cards & Payments group, you will find a culture that expects and rewards excellence. We believe in unlocking the power of people and equipping them to do great things! We are looking for like-minded people who can share our passion for success and a high sense of urgency to deliver on customer needs.

Our Field Sales teams works with Small and Mid-Sized Business owners to create long term, meaningful relationships to better understand their business and their entire B2B wallet. Through a consultative approach, we are able to help small and mid-sized business owners identify the right products to optimize the rewards and benefits they receive.  

We are committed to helping customers leverage our tools to lower the stress of financial management and increase the profitability of the bottom line. We aspire to become a trusted advisor, an informed teacher, and a concierge to guide and improve the confusing experience of owning, managing, and growing a small and mid-sized business.

To do this we must be accessible, we must be as dynamic and adaptive as their lifestyle is, and we must be present in the lives of these customers. So we have committed to building field-based regional teams that engage small and mid sized businesses in their own communities and on their terms.

You will be instrumental in assisting small and mid-size businesses to thrive and to grow.  The ideal candidate will have an entrepreneurial spirit and serve as an advocate for our customers. They will be innovative, highly organized, and have a measurable, demonstrated ability to drive business results while delivering superior service to our customers. Independent, results-driven, goal-oriented, self-starters will thrive within our organization.  You will be responsible for identifying and building new business opportunities in your assigned territory.  This individual will be responsible for multiple aspects of the sales cycle: building a go-to-market business plan, identifying and qualifying leads, cold-calling c-suite executives to set new appointments, assessing the needs of potential customers using a consultative approach, working with underwriting to evaluate risk, and driving new account engagement. This person needs to be process-oriented and highly organized. You will be expected to disrupt prospects’ thinking and deliver solutions that transform their businesses.

General Responsibilities:

• Use insight and consultative selling techniques to teach prospective customers how they can leverage payment solutions (purchasing, travel, and electronic account payable) to positively impact their business

• Learn about local small and mid-sized businesses and their purchasing needs and behavior

• Analyze the small and mid-sized business’s total business spend to identify additional opportunities to leverage our products and services

• Build broad and technical product knowledge and an understanding of how client-side processes should work with our products and services

• Assist the business with incorporating our products into their purchasing platform and bookkeeping software

• Maintain and update CRM systems regarding sales calls, pipelines and closed sales to ensure data compliance

• Acquire net new customers by cold call prospecting; this is not a referral sales model

• Initiate and participate in educational and/or networking events

• Establish relationships with “Centers of Influence” in order to engage with the local small and mid-sized business community

• Drive incremental charge volume on the card with new clients

Competencies:

• Project and process management, interpersonal influence, networking, project ownership, and workflow management skills

• Excellent needs-based oral presentation skills

• Ability to secure appointments directly with clients and new prospects

• Strong organizational, interpersonal, telephone and PC Skills

• Proven experience hunting for net new business selling in the field

Basic Qualifications:

• At least 3 years of sales experience 

Preferred Qualifications:

• Bachelor’s Degree

• 5 years of outside customer sales experience as an individual contributor, driving new acquisition as well as managing a client portfolio

• 1 year of experience working with small and mid-sized business Customers

• 1 year of experience in the financial industry

• Proficiency using Salesforce.com

• Proficiency using Google Suite (Docs, Sheets, Slides, Gmail)

At this time, Capital One will not sponsor a new applicant for employment authorization for this position.