First Horizon National Corporation
Sales Performance and Change Management Lead
First Horizon National Corporation, Raleigh, NC
Location: On-site, Memphis, TN; New Orleans, LA; Raleigh, NC; Nashville, TN; or Miami, FL
Summary:
We are seeking a dynamic and experienced individual to join First Horizon as the Change Management and Sales Enablement Lead. The Change Management and Sales Enablement Lead will directly report to the SVP, Head of Banking Quality and Productivity. This role is pivotal in driving transformative change across multiple lines of business and focusing on enhancing sales processes and practices. The ideal candidate will possess a deep understanding of banking operations, change management, internal communication needs, business transformation initiatives, and Client Relationship Management (CRM) implementation/modernization. This leader will be responsible for leading change management efforts for CRM modernization, quality improvement initiatives, sales tools and training rollout, and driving adoption and consistency of common sales practices across the lines of business and footprint.
Key Responsibilities Include
Change Management Efforts:
Sales Practices Management and Oversight:
Education/Experience/Skill:
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)
Summary:
We are seeking a dynamic and experienced individual to join First Horizon as the Change Management and Sales Enablement Lead. The Change Management and Sales Enablement Lead will directly report to the SVP, Head of Banking Quality and Productivity. This role is pivotal in driving transformative change across multiple lines of business and focusing on enhancing sales processes and practices. The ideal candidate will possess a deep understanding of banking operations, change management, internal communication needs, business transformation initiatives, and Client Relationship Management (CRM) implementation/modernization. This leader will be responsible for leading change management efforts for CRM modernization, quality improvement initiatives, sales tools and training rollout, and driving adoption and consistency of common sales practices across the lines of business and footprint.
Key Responsibilities Include
Change Management Efforts:
- Lead the change management efforts for the implementation of the enterprise scale Financial Services Cloud transformation across multiple lines of business, to include interfacing with selected implementation partners.
- Team with stakeholders across the bank to advance the adoption of the modernized CRM, features and capabilities that will enable bankers and associates across channels and functional areas of the organization.
- Define the change management needs and delivery process for key quality improvement and transformation initiatives within Regional Bank, including development of a consolidated project plan, managing risks and issues, providing executive reporting and dashboards and ongoing communication of project status to key stakeholders.
- Champions and supports communications, change management, and knowledge management / training across the program.
- Partners on the development and deployment of the communications strategy aligned to the change plan.
Sales Practices Management and Oversight:
- Responsible for leading and driving consistency in common sales processes, methodologies and tools to drive sales effectiveness and efficiency.
- Collaborate with line of business and local market sales leadership to develop and implement best practices, training programs and performance metrics.
- Ensures that the sales team is equipped with the necessary resources and skills to achieve sales targets and business objectives.
- Partner with risk leaders in identifying and managing conflicts of interest, monitoring and reporting sales practices risks (including sales campaign practices and eligibility tracking) and effectively managing customer complaints and allegations of misconduct.
- In partnership with risk leaders, responsible for ensuring bank's sales practices comply with laws and regulations, emphasizing ethical and transparent practices.
Education/Experience/Skill:
- Education: Bachelor's degree in Business Administration or related field; MBA preferred, PMP considered an asset.
- Experience: 5-10 years of experience leading major change management initiatives, with technology change experience.
- Skills:
- Strong understanding of sales processes and methodologies.
- Excellent communication, presentation and training skills.
- Effective execution skills to ensure the successful delivery/implementation of the change management strategy.
- Demonstrated experience implementing change management initiatives and making an impact in cross-functional groups, through influence and change principles.
- Proficiency in sales tools and Salesforce CRM software a plus.
- Analytics and strategic thinking abilities.
- Ability to work collaboratively across departments.
- Problem-solving and decision-making skills.
- An ability to manage competing priorities across multiple projects, while meeting deadlines and producing quality deliverables.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)