Chicago, IL

Overview

Performance Trust Capital Partner is seeking a seasoned sales professional to join their team. This individual will assist in managing PT's largest and most established business unit, serving the needs of community depositories throughout the United States. The chosen candidate will partner with a high-performing team that is accustomed to success and poised for significant growth in the coming years. While fresh thinking and new ideas are encouraged, the individual chosen for this critical role must first invest the time to understand the principles, methodologies, and cultural norms that have enabled PT's success for nearly 30 years - something we refer to as "The PT Way." With this foundation established, the VP of Sales Enablement will partner with management, sales leaders, and other key stakeholders to implement processes, practices, systems, and policies all with the aim of achieving the company's envisioned future.

Purpose

This role will report to the Head of Sales and be accountable for supporting the performance and effectiveness of the sales force. The chosen candidate will enable teams to have the greatest chance to succeed in an increasingly consolidated and competitive market, and to grow PT's "wallet share" among current and prospective clients. The ideal candidate will be humble, intellectually curious, and capable of building trust and influence with all key stakeholders. With accumulated success and proficiency, the chosen candidate may over time assume expanded direct managerial responsibilities within the business.

Key Accountabilities

This individual will assist in critically evaluating existing sales processes, roles, structure, systems, compensation, training, talent, and data to identify opportunities for improvement; prioritize and act with urgency to drive continuous improvement in all aspects of sales. This includes:

• Building the best possible team of salespeople and support staff, including assisting with the hiring of top talent, growing the capabilities of the existing workforce, and addressing under-performing staff promptly but fairly.
• Managing all aspects of compensation, within context of broader department and firm compensation frameworks, including the performance, pay and professional development of sales teams.
• Building a comprehensive onboarding and continuing education program, in tandem with HR, Analytics, and other relevant departments, to coach and train new salespeople.
• Ensuring appropriate team supervision and licensing.
• Utilizing data and insights to optimize account assignments, reassigning clients and prospects in ways that give both PT and its clients the best chance to win.
• Management of sales operations: performance reporting & analysis, planning & forecasting, expense management, department staffing, etc.
• Striving for continuous improvement of CRM/BI process in tandem with BSS and all other relevant teams.
• Developing and executing a real estate/geography strategy. Determine the optimal footprint for Sales, explore expansion into new territories, and evaluate the costs and benefits of establishing a physical presence in various markets.
• Collaborating with leadership and sales team leaders to identify, share and implement best practices; act as a change agent within Sales to drive adoption of new sales practices.
• Work hand in hand with leadership to integrate the work of Sales and Investment Banking, driving solutions that enable client success without regard to organizational boundaries.
• Work with Marketing to maintain an industry-leading approach to educational, business development, and branding efforts.

Position Requirements

• While an understanding of fixed-income markets and/or community banking is helpful, of greatest importance is experience in the execution of a comprehensive business and sales strategy.
• Ideal candidates will have both sales and management experience in an organization recognized for excellence in its consultative sales process.
• The chosen candidate will display executive presence. S/he will be comfortable interacting with, and perceived as credible by the BSS salesforce, and by our clients' senior leadership (CEO's, CFO's, and Boards of Directors).
• Candidates must be collaborative by nature. Critical relationships for this role include the leaders of PT's Financial Institutions Group, sales teams and leaders, the leaders of PT's Client Insights & Analytics team, and senior Traders.
• Successful candidates will possess both IQ and EQ: interpersonal skills, self-awareness, intelligence, and high learning agility.
• Adept at influencing others through personal credibility rather than by exercising authority.

The Company

Headquartered in Chicago, Performance Trust Capital Partners, LLC is the largest independent full-service investment bank focused on community depository institutions and a leading partner for banks, credit unions, insurance companies, hedge funds, and asset managers. As a 100% employee-owned company, we are unified under a singular purpose: helping our clients manage the full lifecycle of their institutions by making better, more confident decisions and expanding strategic alternatives through enhanced financial performance and good regulatory standing.