Vice President, Sales

Leads the Transportation Information Services sales function to achieve profitable new-logo, expansion of existing client relationships, and attainment of the business unit’s annual and long-term sales objectives. This position develops and executes the business unit’s sales strategy and is accountable for its bookings, qualified pipeline, forecast accuracy, and overall sales performance. The position collaborates with the corporate marketing organization and other Cass business-unit leaders to align sales activities with enterprise growth priorities and coordinate enterprise opportunities, account ownership, market-facing activities, and cross-business-unit growth.

• Increases sales through an intense focus on the logistics/financial information and administrative needs of current clients and new prospects.
• Develops and prioritizes a named target-account list, segmented by vertical and size, of companies that have a propensity to need the services and product offerings of Cass Information Systems, Inc.
• Ensures key decision-makers, influencers, and other relevant stakeholders within qualified prospective and existing client organizations are identified, engaged, and appropriately documented in the company’s Customer Relationship Management (CRM) software.
• Organizes sales territories by qualified company/decision maker in a manner that ensures departmental goals and objectives are achieved by sales managers.
• Oversees submission of timely, accurate, and quality proposals that focus on the objectives, goals, and strategy of the prospects, the logistics implications, and information needs relative to those objectives, goals, and strategies. Assures that proposals demonstrate how Cass Information Systems can respond to the prospects’ needs and provide enduring solutions over time. Quotes and configures pricing within approved structures and executive management’s margin guidelines, escalating exceptions for approval.
• Builds, coaches, and develops a high-performing sales team. Establishes consistent expectations and sales practices related to prospecting, discovery, value-based selling, account planning, opportunity strategy, negotiation, closing, and CRM discipline.
• Partners with the corporate marketing organization on campaigns, content, conference strategy, and messaging for the transportation market, ensuring topics and events align with division strategy.
• Owns full-funnel sales reporting from marketing-qualified lead through closed-won business and onboarded volume, including conversion by stage, source, and campaign; analyzes what is and is not producing pipeline and reallocates effort accordingly.
• Develops and executes the TIS sales approach by segment and vertical, including target accounts, coverage model, sales strategy, and value proposition. Partners with corporate marketing on related messaging.
• Drives cross-sell of the division’s full offering, including ocean and air audit, parcel, and carrier early-payment programs.
• Maintains current competitive intelligence and positions Cass against incumbent and emerging providers.
• Recommends sales incentive measures and credit-sharing practices that support profitable growth, collaboration, and alignment with business-unit objectives. Partners with the President, TIS, Human Resources, and Finance on plan design and approval.
• Other duties as needed or assigned.

• A proven record of selling complex, multi-year solutions to finance, procurement, and logistics executives at large enterprises.
• A strong understanding of industrial transportation and logistics management information requirements.
• The ability to assess and document prospect needs and translate these needs into technology and…