Senior Director, Sales

Description

Researches target prospects and develops pipeline in the assigned territory, assigned portfolio or with assigned accounts for new sales and / or for existing sales.

For existing clients, conducts penetration analysis and reviews influencing factors and strategy of client to determine action plan.

For new sales, identifies business opportunities, conducts cold calls and determines which relationships to nurture. For North America Segment, typically lead from 250k, to 750k to 2M accounts on file.

Leads negotiations on more complex or mega sales, nurtures old and new relationships, executes and creates the cold call plan, and establishes the relationship plan for new and existing business.

Has an understanding of the territory, conducts sufficient research and determines appropriate timing and contact for prospects.

Creates, maintains and sustains Strategic Sales Plan (SSP) for identified top prospects in assigned area or accounts. Is responsible for closing the sale.

Creates the solution design plan. Sizes the work needed for the conversion and helps client understand the work effort for the transition and the correct mix to offer.

Assesses the customer's business and reviews solution design options with the client, considering the client's vision, goal, objectives, pain points and target state and makes recommendations for the delivery option.

Seeks some guidance with internal resources for the managing of large and mega prospects and would require no support for small prospects, such as small credit unions or small banks.

In partnership with internal resources, creates and modifies the sales project plan with the intent to close the sale. Conducts stage assessments from time to time.

Identifies and orchestrates the correct internal resources, such as within pricing, IT, implementation, etc. to meet with the client at the appropriate time based on the objectives of the client.

Conducts ongoing communication with various internal groups.

Understands the dynamics of the industry, is knowledgeable regarding key trends in the market and discusses with clients regarding current products and developing products, including mobile app developments, chip cards, etc.

With assistance, conducts consultative thought leadership with prospects and helps client with possible solution design.

Independently, negotiates master agreements and service level agreements for small prospects, such as small community banks or small credit unions.

Manages the sales presentation and sales process, including identifying the objectives of the meeting, setting the agenda, and following-up on action items as needed.

May need periodic direction from internal resources with creating the presentation and with the meeting organization.

Leads and prioritizes annual sales plan in support of annual net revenue objectives. Provides detailed and accurate sales forecasting through the use of Salesforce.com.

Creates strategic engagement opportunities to grow referral partner client portfolios. Implements retention and client experience plan.

Identifies, prospects, negotiates and facilitates the contract administration process for new referral partners in all referral channels.

Conducts frequent and strategic business reviews with customers, partners, managers, and merchant advocates to develop substantial pipeline of new business opportunities and manages key relationships.

Ensures all communications are coordinated and supports sales plan objectives to meet organizational requirements. Aides in defining and upholding internal and external service level expectations.

Works closely with all departments to establish successful support and partner programs to create a culture of mutual success.

Leverages new products and capabilities to maximize revenue growth.

Recommends sales strategies and tactics for improvement based on market research and competitor analysis. Improves cross-department alignment.

Creates and upholds a culture of success that builds, develops and manages multiple sales teams capable of carrying out budgeted sales and service initiatives.

Builds and grows a high performing team of sales leaders and merchant advocates through effective hiring, on-boarding, training, and acceleration of talent development and retention.

Not an exhaustive list; other duties as assigned

What Are We Looking For in This Role?

Minimum Qualifications

Bachelor's Degree

Relevant Experience or Degree in : related field of study from an accredited university is required; however, relevant experience in lieu of a degree may be considered.

Typically a minimum of 10 years

related professional experience including a minimum of 8-10 years experience in a managerial position.

Preferred Qualifications

Master's Degree

related field of study from an accredited university.

Prior Global Payments, payment or technology industry experience is preferred.

The position listed in this requisition is ineligible for the referral bonus award program