Callahan & Associates, Inc. is an employee-owned firm focused on improving the credit union industry through leading research, analytics, networking, consulting, along with investment solutions via our partner, the Trust for Credit Unions (TCU). For more than 30 years, our team has been at the leading edge of credit union issues and innovations.

If you are looking to join an entrepreneurial, fast-paced company that encourages and rewards excellence, then come join the Callahan team. This position will be based in the heart of Washington, D.C., where Callahan’s newly renovated headquarters offers a dynamic work environment which lends itself to team-wide collaboration, as well as flex space for buckling down and working in solitude! We have a highly engaged workforce in a business casual dress environment.

Read the position description below to see if you fit the bill.

Position Summary

This position will lead a small credit union advisory services team and has ultimate responsibility for managing client relationships, developing proposals, and implementing strategies to ensure client’s success. All efforts are directed to the C-Suite decision-makers at over 7,000 credit unions.

Essential Functions

As a Senior Account Manager, you will be responsible for performing the following functions:

• Responsible for leading a small credit union advisory services team and ensure strategic revenue goals are consistently met.
• Manage one or more segments of the organization within a division, with responsibility for working closely with top management to establish broad plans that contribute to development and implementation of policies that affect several functional areas.
• Exceptional level of trust and diplomacy is required, in addition to normal courtesy and tact.
• Authority could have moderate impact on current results or organizational goals and objectives, and/or would impact a segment of customers and employees across several functional areas.
• Establish creditability as a trusted advisory with c-level executives.
• Manage entire account renewal process, as well as own expected cross-sale goals within your territory to ensure business objectives are met.
• Strategically approach client pool by identifying at-risk, growth, and key account segments – developing a plan to approach each.
• Navigate Callahan’s offerings on behalf of the member, ensuring the appropriate product is provided to meet the member’s need.
• Deploy a solutions sales approach, create customized service plans for each member based on their individual needs and deadlines.
• Collaborate with Product Development and Marketing team to ensure we continue to tailor our messaging and evolve our resources to meet our members’ needs.
• Educate members on the benefits of Callahan’s products and services by presenting appropriate mix of Callahan products and bolt-on opportunities for increasing contract value within current client pool: consulting engagements and custom research requests.
• Solve problems utilizing top-notch diplomacy and persuasive selling skills.
• Provide ongoing coaching and professional development to any direct reports.
• Ensure our CRM database (Salesforce.com) contains accurate account details and contact information without direct oversight by manager.
• Under general management, manage the activities of a program, product, and/or employee(s) within a larger department. Very limited supervision of work.

Travel

Some out-of-area and overnight travel is expected.

Required Experience

At least seven years of proven success in consultative or solution sales, with ability to autonomously manage a high-volume sales pipeline and client relationships.

Required Preferred Education Skills

• Bachelor’s degree.
• Proficiency in SalesForce.com.
• Software or SaaS sales experience preferred.
• General interest in the Financial Services industry.
• Ability to communicate effectively with executives by e-mail and phone.
• Experience thinking through problems creatively.
• Attention to detail.
• Proven experience managing multiple, competing priorities.
• Ability to take initiative on projects and customer service interactions.
• Strong verbal and written communication skills.
• Ability to work in a fast-paced environment and balance multiple priorities.