SVP Sales, Federal Government Finance
KeyCorpa€ (TM) s roots trace back 190 years to Albany, New York. Headquartered in Cleveland, Ohio, Key is one of the nationa€ (TM) s largest bank-based financial services companies with assets of approximately $136.5 billion at December 31, 2016. Key provides deposit, lending, cash management and investment services to individuals and small and mid-sized businesses in 15 states under the name KeyBank National Association and First Niagara Bank, National Association, through a network of more than 1,200 branches and more than 1,500 ATMs. Key also provides a broad range of sophisticated corporate and investment banking products, such as merger and acquisition advice, public and private debt and equity, syndications and derivatives to middle market companies in selected industries throughout the United States under the KeyBanc Capital Markets trade name. The SVP, Federal Government Finance is responsible for providing leadership and motivation to the Key Federal Finance sales and supporting functions toward the achievement of maximum profitability and financial objectives. This individual will establish a vision and implement a strategic plan focused on developing market share with prime contractors and vendor partnerships in a variety of markets. The SVP will maintain a strong presence and rapport with internal and external clients; and provide creative insight and market specific expertise to the team. This position reports to the SVP, Key Government Finance, Inc. (a€œKGFa€ )., * Responsible for defining and driving KGFa€ (TM) s value proposition in the Federal segment including developing and executing the strategic plan, the resource requirements, the necessary financial product capabilities, and creating business plan metrics. * Establish deep relationships with manufacturers, vendors and public sector personnel to drive account penetration through superior account knowledge, deal execution and proactive relationship management. * Manage Federal sales activities and strategic manufacturer, vendor and agency relationships. * Motivate, lead and develop dedicated sales and virtual teams to ensure high morale and esprit de corps * Convey a clear and compelling value proposition to customers and team. * Oversee pipeline/productivity/territory management discipline and routines across segment. * Hire, develop and train team members to optimize performance and career progression. * Leverage strong project management skills to direct segment initiatives and product development activity. * Ensure Federal segment knowledge is coordinated, communicated and distributed throughout the organization and across the vendor base, as necessary. * Maintain ongoing knowledge of US Federal Government Acquisitions Regulations (FAR's) and the various contracting vehicles utilized by the Federal Government. * Monitor compliance with all reporting, remarketing, servicing and recourse requirements under each vendor program agreement. * Activities required for the contract negotiation, documentation, funding approval, syndication and account management for transactions originated. * Manage to service level agreements ensuring consistent and reliable sales performances. * Collaborate with Business Development and Program Management teams to deepen manufacturer and vendor relationships via the Federal Government financing capability. * Attend industry/customer events to maintain market visibility and awareness. * At least 10 years financial/leasing experience, including a full range of knowledge in various products and equipment. * 10 years US Federal Government financial services sales experience. * 5 - 10 years management experience with understanding of key business metrics and scorecards. * Knowledge of US Federal Government Acquisitions Regulations (FAR's) and procurement processes. Strong command of policy, procedure, contract and documentation requirements. Demonstrated history of good judgment and business governance. * Excellent leadership, communications and negotiation skills; influences effectively across all organization levels both internally and externally. * History of originating and developing large, scalable relationships with leading manufacturers and vendors. * Demonstrated ability to build, manage and motivate winning teams that deliver profitable revenue growth. * Experience with developing business plans and strategies that are effectively executed. * Strong sales, marketing and relationship management skills. * Must be willing to travel 30-50%(expected % of time). * Proficiency with SuperTrump, Excel, Word, HP financial calculator. * P&L management experience preferred. * Syndications experience preferred.