Director, FNBO Card & Merchant

At FNBO, our employees are the heart of our story-and we're committed to their success! Please see below the details of this career opportunity and how it fits into our organization's success.

Role

Description:

The Director, FNBO Card and Merchant owns the full sales and account management lifecycle for FNBO's proprietary Commercial Card program and Merchant Services - driving new customer acquisition, spend and revenue growth, and account retention. Today this work is delivered through a dual-purpose team of FNBO Card Specialists who handle both sales and account management; this role is built to lead that combined model as-is, or a future structure that splits sales and account management into separate teams, owning the full results either way.

This leader partners with senior leadership and cross-functional teams to align strategy with organizational goals, coaches and develops the team, recruits top talent, and maintains deep expertise in FNBO's Commercial Card and Merchant Services solutions - along with working familiarity with adjacent Commercial Payments products (Treasury Services, Global Banking, Channel Banking) - to support customers and broader partnership efforts.

The Director, FNBO Card and Merchant will report directly to the Head of Commercial Card & Customer Engagement. They will work closely with leadership and other relevant partners and departments within the organization. Collaboration and partnership must be a critical strength for this individual.

• Fully understand and effectively articulate the benefits of comprehensive Commercial Card and Merchant Services solutions.
• Understand and articulate how FNBO's Commercial Card and Merchant Services programs create process efficiencies, improve working capital positions, and increase profitability for prospects and customers.
• Drive awareness and education of Commercial Card and Merchant Services products and solutions to internal and external partners and customers.
• Develop strategic business development initiatives to maximize growth and revenue across both Commercial Card and Merchant Services.
• Willingness to travel frequently to provide in-person sales support and training as needed.

• Collaborate closely with relevant leadership teams, Commercial Lenders, and Treasury Officers to ensure that business development plans align with the strategic objectives for Commercial Card, Merchant Services and other Commercial Payments products.
• Conduct regular training for employees to ensure the sales referral process is well-understood and followed for both Commercial Card and Merchant Services.
• Ensure team members understand and are able to deliver sales presentations and product demonstrations, helping prospects and customers understand the strategic benefits of FNBO's commercial payment offerings.
• Work directly with internal teams and sales representatives to develop a robust pipeline of prospects, maintaining a focus on larger relationships and cross-selling opportunities.
• Provide detailed communication and reporting on sales performance to both internal and external partners, ensuring proper visibility and alignment.

• Maintain subject matter expertise on Commercial Card and Merchant Services payment strategies, processes, and solutions to effectively communicate their functionality, utility, and benefits to internal stakeholders, prospects, and customers.
• Present and communicate FNBO's Commercial Card and Merchant Services solutions in a persuasive and engaging manner across various communication channels, including in-person presentations, phone calls, emails, and webinars.
• Engage strategically with partners, managing every stage of the sales cycle for both Commercial Card and Merchant Services solutions.
• Foster a culture of integrity, ethical behavior, and exceptional customer experience in all sales and training interactions.

• Coach and develop the team to accurately complete all related sales paperwork and documentation to ensure a smooth transition for new customers boarding both Commercial Card and Merchant Services solutions.
• Partner closely with the implementation teams to ensure flawless execution of new customer setups, training, and onboarding for all products.
• Work closely with the Account Management team to ensure that new customers meet expected spend benchmarks and achieve optimal utilization of products.

• Promote continual improvement by identifying areas for development within the sales process and team performance.
• Consistently deliver an exceptional customer experience by maintaining professionalism, providing timely responses, and ensuring all partners, bankers, and customers' needs…