Founded in 1908, CIT (NYSE: CIT) is a financial holding company with approximately $50 billion in assets as of Dec. 31, 2017. Its principal bank subsidiary, CIT Bank, N.A., (Member FDIC, Equal Housing Lender) has approximately $30 billion of deposits and more than $40 billion of assets. CIT provides financing, leasing, and advisory services principally to middle-market companies and small businesses across a wide variety of industries. It also offers products and services to consumers through its Internet bank franchise and a network of retail branches in Southern California, operating as OneWest Bank, a division of CIT Bank, N.A. For more information, visit cit.com.
The Enterprise Account Manager is responsible for the maintenance, retention and growth of CIT’s Enterprise Accounts to targeted performance levels. The EAM will lead the successful integration of CIT’s digital payment options at all partner points of sale to maximize finance penetration and processing efficiency within each Enterprise Account.
Day to day will entail:
Understand the partner’s product line, customer profile and target markets, sales goals/model/process, current payment options and customer acquisition/retention strategies
Quantify all lending needs and identify external levers to successfully embed DCC’s financial products and technology within partner’s sales organization.
Program Integration & Penetration:
Create and execute joint sales and marketing plan to integrate DCC’s payment options at all points of sale.
Coordinate program communication and training plan across partner’s sales channels.
Measure and maximize finance penetration rate against partner’s US B2B equipment and consumable sales (lease, loan, net terms, working capital)
Maximize partner’s use of financial technology and credit automation to improve customer experience, processing efficiency and speed of conversion.
Pilot joint subsidy and structured payment promotions to drive front-end activity.
Identify top producing Sales Reps and/or Dealers and execute targeted strategy to penetrate.
Identify non-referring channels and execute strategy to penetrate.
Successful deployment of ECL up-sell and retention re-qualification campaigns to drive deal size and retention.
Execution of Vendor NDA and Program Agreements
Performance Monitoring & Program Success - Performance reporting to drive program success and identify areas to optimize:
Determine mutually agreed Finance Pen Rate Targets and measure attainment
Properly forecast Quarter over Quarter and Year over Year Growth Targets
Monitor KPI trending to target attainment; Properly engage corrective action when needed
Account efficiency metrics
Technology enablement (50% of pipeline or greater)
Provide recommendations for product/process enhancement with projected impact to volume, profitability, efficiency or customer experience for internal evaluation and implementation.
Conduct Quarterly and Annual Business Reviews with EAM Partner to review account performance to goals, assess lending needs, and communicate plan to improve account penetration.
Present recourse/remarketing options to partner to improve program penetration, deepen credit window and offset risk.
Measure customer experience via NPS to target levels and create strategy to obtain print and video testimonials from Execs, Sales Reps, Dealers and end-user customers of top EAM partners to deepen account relationships.
BS in Finance or work related experience. At least 5 years of experience in the field. Familiar with a variety of the field’s concepts, practices and procedures . Relies on extensive experience and judgment to plan and accomplish goals.