VP of Commercial Sales

Concord is a leading provider of credit administration and loan servicing solutions in capital markets, delivering innovative financial technologies that support a wide range of specialty finance clients. We are on a mission to transform the way servicing platforms operate through cutting-edge tools, robust support, and a client-first mindset.

Orion First, the Commercial division of Concord Loan Servicing, is seeking a seasoned Vice President of Commercial Sales with deep expertise in commercial loan and lease servicing and capital markets to expand our sales organization. This role is responsible for driving new business acquisition, expanding existing customer relationships, and enabling the adoption of new features across our client base. The ideal candidate will combine domain knowledge with sales leadership to elevate Concord’s position in the capital market space.

Key Responsibilities :

VP, Sales has the following duties and responsibilities in new client acquisition.

Sales Process - Management :

1.      Manage the pipeline of leads and prospects in Salesforce CRM.

2.      Coordinate the pipeline with onboarding teams to ensure smooth onboarding and sufficient capacity management.

3.      Work with onboarding teams and client management teams to introduce opportunities and facilitate smooth onboarding

4.      Work with BD team members on proposals, agreements, etc.

5.      Work with marketing to establish go-to-market plans

6.      Work with team to develop and run the annual Small Business Lending Forum

7.      Ensure successful execution of conference participation

8.      Engage in industry associate activities including subcommittee memberships

9.      Lead and engage appropriate resources in continual sales process improvement including updates to discovery and scoping documents, Statement of Work, proposals, fee schedule, etc.

Sales Process – Sales Activity :

1.      Develop new leads through outgoing calls and participation in industry conferences.

2.      Follow-up on inbound inquiries (i.e. calls and web leads) by prospects.

3.      Conduct discovery conversations that familiarize prospect with Orion products and services; and gather information to qualify prospect and obtain preliminary information to use in educating Orion team on prospect.

4.      Engage Orion departments and subject matter experts in prospect calls and meetings with purpose to further prospect’s knowledge of Orion’s operations and capabilities, and gather information needed in identifying required scope of services.

5.      Draft Statement of Work and proposal with input from Orion departments and subject matter experts.

6.      Present Orion proposal to prospect.

7.      Negotiate business terms for servicing agreement.  Work with Orion senior management on necessary aspects of negotiation.  Obtain signed proposal from prospect.

8.      Develop final servicing agreement with assistance from legal counsel.  Negotiate terms and conditions.  Work with Orion senior management on necessary aspects of negotiation.  Obtain signed servicing agreement from prospect.

9.      Coordinate an on-boarding meeting or call with the Client Services Team to kick-off the on-boarding process and eventual transition to live client.

Travel - Candidate is expected to travel nationally for prospect meetings and multi-day conferences, up to 20 trips per year.

Requirements

• Bachelor’s Degree or higher
• At least 8 years’ equipment / small business finance industry experience or equivalent
• At least 8 years sales experience
• Proficiency in developing and delivering presentations
• Strong interpersonal skills
• Excellent written and oral communication skills
• Self-driven and able to work independently
• Proficient with Microsoft Word, Excel, PowerPoint, Outlook
• Works well in a team environment, bringing the resources needed to bear to solve problems
• CRM experience

Preferred Experience :

Benefits