Sales Manager - GradFin (REMOTE)

Location:

Job Summary
In May 2022, KeyBank/Laurel Road acquired the student-loan consultation firm, GradFin. GradFin, which is organized under Laurel Road, provides clients with options to manage student loan debt, including refinancing and help navigating complex governmental programs such as Public Service Loan Forgiveness (PSLF) and Income Driven Repayment (IDR).

Every client is offered a free 30-minute consultation to review their unique student loan situation and available options. Paid PSLF and IDR memberships, including an annual review, are available if clients prefer to have GradFin guide them through the IDR and PSLF loan programs. GradFin obtains client referrals primarily through a network of 8,000 financial advisors, corporate and hospital partnerships.

The GradFin Sales Manager reports to the Head of GradFin, and is responsible for leading a centralized, high-performing, talented, and diverse Student Loan Consultant team supporting GradFin's business objectives. This position will work to proactively develop initiatives to grow and retain member relationships. This leader will work closely with cross-functional teams to identify strategies for outreach to members to deepen our existing relationships. This candidate will need to be entrepreneurial with a proven track record of motivating teams - and successfully driving sales - in a sales environment. The leader will ensure performance goals and client needs are met while supervising performance compliant with company, state, and federal laws and regulations.

This leader will be committed to ensuring the student loan consultant team reaches its goals and delivers on the daily regimen required to deliver superior business unit performance. Specifically, this person will source, hire, and train a talented team, provide coaching and regular feedback while developing and motivating team members to achieve superior performance. The leader will identify and manage all risks and drive a culture of premium customer service.

Responsibilities

• Coach and direct the team's sales efforts through utilization of GradFin's sales enablement processes/tools, including a disciplined approach to client conversations, client needs assessment, and product fulfillment; act as a champion for sales process execution and utilization of technology to enhance the efficiency and effectiveness of the sales team. Set goals and strategies, by continually reviewing data and refining methods.
• Maintain an in-depth knowledge of GradFin, Laurel Road and KeyBank products, services and technology as well as proactively acquire knowledge of competitors and competitive products to support the awareness of the sales team.
• Effectively partner with other leaders to identify existing opportunities and execute on arbitrated deliverables; proactively - through Member conversations - additional opportunities to further deepen member relationships.
• Foster an environment for learning/best practice sharing and accountability; drive the performance and sustained success of the GradFin Student Loan Consultant team.
• Ensure the team effectively manages pipelines/ scheduled consultations, maintaining adequate follow-up and communication with clients.
• Manage and motivate the team to meet their daily and weekly consultation and product sales goals and monitor effort throughout the day; ensure a high level of daily performance is sustained.
• Communicate to the team in a clear, concise, organized, and professional manner.
• Ensure the business unit adheres to established policies and procedures related to sales, regulatory compliance, quality, and client conversations.
• Work individually with loan consultants to strengthen their sales skills enabling them to cross-sell bank products.
• Ensure the team consistently delivers a distinctive client service that is knowledgeable, empathetic, patient, prompt, and courteous of our members.
• Responsible for consistent reporting, data and analysis of team's results to inform business leaders and partner lines of business, identify additional training and development opportunities, and adjust strategies to enhance client sales and servicing outcomes.
• Manage talent assessment and actively coach the Student Loan Consultant team to deliver superior business results.
• Accountable for acquiring/building bench strength and development of a talent pipeline for the Student Loan Consultant team, including the development of strategic sourcing strategies and appropriate employee development and sales training.
• Create a positive work environment by establishing high standards for work quality and providing opportunities for career growth and job satisfaction to develop and retain a highly trained and motivated staff.
• Accountable to ensure team has a solid understanding of the regulatory and compliance guidance surrounding GradFin's and Laurel Road's product offerings.
• Build an effective, cohesive team based upon integrity, accountability and application of KeyCorp's Core Values.
• Track performance objectives for team members; manage and evaluate staff performance to established objectives and differentiated performance.
• Perform semi-annual and annual reviews in accordance with KeyBank's HR policies.
• Performs other duties as assigned; duties, responsibilities and/or activities may change or new ones may be assigned at any time with or without notice
• Complies with all KeyBank policies and procedures, including without limitation, acting professionally at all times, conducting business ethically, avoiding conflicts of interest, and acting in the best interests of Key's clients and Key.

Education Qualifications

• Bachelor's Degree (required)

Experience Qualifications

• 7+ years Sales Experience (required)
• Demonstrated ability to effectively manage and deliver results for a market segment, line of business or department in an organization structure; manage set of Key Performance Indicators (KPIs). (required)
• Proven coaching and leadership skills. (required)
• A self-starter who is highly motivated to deliver on business goals and create incremental value as they identify opportunities. (required)
• Working knowledge of corporate and third-party technology systems. (required)
• Excellent verbal and written communication skills. (required)
• Demonstrated experience requiring multi-tasking and attention to detail. (required)
• Demonstrated entrepreneurial success leading business initiatives. (required)
• PowerPoint and Excel experience required. (required)
• Working knowledge of PSLF and IDR repayment plans. (preferred)
• Salesforce or other CRM experience a plus. (preferred)

Core Competencies

• All KeyBank employees are expected to demonstrate Key's Values and sustain proficiency in identified Leadership Competencies.

Physical Demands

• General Office - Prolonged sitting, ability to communicate face to face in person or on the phone with teammates and clients, frequent use of PC/laptop, occasional lifting/pushing/pulling of backpacks, computer bags up to 10 lbs.

COMPENSATION AND BENEFITS

This position is eligible to earn a base salary in the range of $100,000 to $150,000 annually depending on location and job-related factors such as level of experience. Compensation for this role also includes eligibility for short-term incentive compensation and deferred incentive compensation subject to individual and company performance.

Please click here for a list of benefits for which this position is eligible.

Key has implemented a role-based Mobile by Design approach to our employee workspaces, dedicating space to those whose roles require specific workspaces, while providing flexible options for roles which are less dependent on assigned workspaces and can be performed effectively in a mobile environment. As a result, this role may be Mobile or Home-based, which means you may work primarily either at a home office or in a Key facility to perform your job duties.

KeyCorp is an Equal Opportunity and Affirmative Action Employer committed to building a diverse, equitable and inclusive culture. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status or other protected category.

Qualified individuals with disabilities or disabled veterans who are unable or limited in their ability to apply on this site may request reasonable accommodations by emailing HR_Compliance@keybank.com.

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