More than a job: The rewards of working in B2B credit

Business-to-business credit management can sometimes be viewed as a behind-the-scenes function, focused solely on risk control and compliance. Yet the true role of the credit profession reaches far beyond internal processes. 

Why it matters: Each day, credit professionals apply their expertise to support growth, build lasting relationships and contribute meaningfully to both their businesses and the credit community at large. 

On the surface, trade credit is centered on maximizing profit while minimizing a company’s financial risk. When examined more closely, the role of a credit manager extends far beyond these tasks, positioning them as leaders and strategic business partners within their organizations. 

“My role has evolved from simply implementing credit policies and providing binary responses to understanding the delicate balance between mitigating financial risk and fostering sales growth,” said Chris Mason, credit manager at Tulco Oils, Inc. (Tulsa, OK). “I’ve developed a more collaborative mindset, and both training and technology have significantly contributed to my professional development as a credit manager.” 

Credit professionals continually adapt to shifting industry and economic trends. Technological advancements, regulatory changes and market conditions are just a few of the factors that shape risk management strategies. “What I’ve loved most is realizing how much the credit profession continually evolves—and that I can evolve with it,” said Patricia Crisman, CBF, accounting associate at Steelscape (Kalama, WA).

Each day brings unique challenges that demand different skills and approaches. One day, you’re negotiating terms with a customer, and the next, you’re reporting market trends to senior leadership. “Not knowing what each day will bring is what makes this career so gratifying,” said Yaseen Owen, CBF, CCRA, area financial services manager at J. R. Simplot Company (College Station, TX). “I can uncover why an account has become delinquent while still providing a positive experience for both internal and external customers.” 

With each challenge, credit professionals hone their problem-solving skills, whether it’s resolving a customer dispute or preventing fraudulent actions. “In credit management, there isn’t a problem that can’t be solved and it’s very rewarding when you do,” said Angie Juarez, CBA, credit manager at C&C Wholesale Distributors (Dallas, TX). “One time, we had a long-standing account fall behind on their payments, which was out of the norm. This was due to products not moving quickly and delayed cash inflow, leading to cash flow challenges. The customer and I worked out a mutually-beneficial payment plan and I was able to collect the balance. The customer learned that they could trust me to work with them, and I learned that I could trust my customer to keep their payment commitment.”

Despite its technical nature, credit management is a people-centric profession. On a daily basis, credit managers lead teams, collaborate with internal personnel and communicate with customers. “The connections I’ve formed in and out of the organization have provided me with varying perspectives that have helped me improve at my job,” said Jon Hanson, CCE, CCRA, vice president, director of corporate credit at OVOL USA (Carrollton, TX).“For instance, our CFO and controllers keep me informed of what’s going on in the current market, economy or industry.”

In the process, credit professionals strengthen their interpersonal skills, which are professionally and personally advantageous. “I’ve learned how to balance empathy with firmness,” said Crisman. “I’m naturally a forgiving person, but I’ve learned that protecting the company’s financial health requires clear boundaries and consistent follow‑up. I can be flexible and compassionate while still being direct, persistent and aligned with our credit policy to keep customers moving toward timely payment.”

In challenging times, trade creditors can stand together as part of a supportive network. They’re part of a community that not only understands their struggles but also actively aids in shared learning and development. “I’ve had some great role models to work with and learn from,” said Samuel Slifka, credit manager at Steel Summit Holdings, Inc. (La Vergne, TN). “They’ve also encouraged me to become involved in industry credit groups where I shared my experiences with others and gained insights into various business operations.”   

The bottom line: Credit management rewards professionals with opportunities to learn and form enduring relationships. “You can’t outgrow trade credit,” said Angela Dixon, CBF, CCRA, CICP, assistant credit manager at Cary Oil Co., Inc. (Cary, NC). “The longer you’re in it, the more you learn and grow. As long as you’re willing to push forward, you’ll be successful.”