International Bancard’s Enterprise Sales Executive – Merchant Services is someone who has a stellar sales track record selling payment processing solutions to enterprise-level clients, a self-starter and is interested in being a part of a growth company at an extraordinary time. We define our enterprise sales segment as merchants with greater than $5MM in annual processing volume. This individual must have the ability to build meaningful relationships and be comfortable selling our solutions to C-suite executives across various emerging and traditional merchant processing markets.
ESSENTIAL RESPONSIBILITIES AND DUTIES(Duties required for successful job performance)
Sales
Primary focus selling enterprise solutions to identified targeted markets/segments.
Must be familiar with and willing to fully utilize sales funnel management tools.
Proficient in selling methodology and have a proven selling process.
Develop negotiation strategies and lead or co-lead negotiations with customers.
Drive sales to closure. Effectively leverage required resources throughout the buying process.
Recognize prospects’ internal politics and successfully navigate to achieve objectives.
Proven ‘hunter’ experience and attributes – The focus is to develop new accounts with some opportunity to expand existing accounts.
Must have a start-up business mentality – Excited by the prospect of growing a business in a new market, and passionate about sales effectiveness. Motivated by the challenges and opportunities that go along with building a business
Must be as comfortable cold-calling into accounts as following up on marketing-delivered leads
Sell credit, debit, check services and gift card/loyalty programs using the consultative sales approach.
Responsible for cultivating and generating new leads and following up on each and every lead to secure necessary merchant card statements and required financials in order to respond with a winning proposal to maximize closing rates while maintaining 100% customer satisfaction.
Negotiates merchant accounts with estimators, underwriters, deployment and client care teams to close business.
Identifying customer needs, positioning appropriate solution(s) and acquiring new customer relationships
Sets, achieves and exceeds sales revenue quota targets by winning new contracts and orders through prospecting, developing new customer relationships and servicing existing client referrals.
Ability to adapt selling style to differing audiences –and varying buying agendas
Identify and help to design resolutions for potential high-end merchants to be able to successfully board International Bancard’s Merchant Processing Program.
Develop and execute a Territory/Portfolio Sales Plan to attack specific segments against mutually agreed upon performance objectives.
Update sales pipeline and forecasts as hosted by the online reporting system.
Collaboration
Work effectively with executive and management team to ensure consistent execution of corporate strategy and support atmosphere of teamwork at all times.
Work closely with the operations team to ensure that customer satisfaction and profit are in line with company expectations.
Ensure that the Vice President of Business Development is kept informed of customer trends, competitor developments and any requests for new services and products.
Work with the Vice President of Business Development to identify target accounts and services required within the region.
Work with the Vice President of Business Development to identify and attract new hires, move out underperformers and develop and retain top performers.
Reporting/Metrics
Maintains and updates contact information in our proprietary Customer Relationship Management system, Passport, daily, on clients. All prospects must be imputed by 11:59 p.m. daily.
Set, track and hold oneself accountable to key performance indicators.
Recommend process and system improvements.
Employee must comply with all International Bancard Merchant Program Standards, Reporting, Card Issuing Bank Rules and Merchant Service Level Agreements.
Attend crucial meetings and follow up on all required assignments.
Partnerships/Relationships
Manage in a highly professional manner all customer communications throughout the sales process
Build references to support expanding business.
Manages customer relationships and acts as liaison between the client and International Bancard.
Work closely with all partners to ensure the partnership is a win-win relationship.
Training/Development
Actively participate and contribute to all sales and training sessions.
Learning the technical expertise and having confidence in our solutions to position against competing products and services.
Receive coaching and feedback and willingness to implement recommendations within the sales process.
Required to use International Bancard training, sales and marketing materials with all leads placed in My.internationalbancard.com in order for the company to track merchants through the sales follow up and on-boarding process.
Other duties as requested and assigned
REQUIRED EDUCATION, TRAINING and/or EXPERIENCE (These are the traditional minimum, or required, bona-fide occupational qualifications and other requirements of most people in this job).
8-10 years of enterprise sales and payment processing services expertise.
Proven skill of selling enterprise solutions to large enterprise marketplaces.
Strong knowledge of all specific payment industry requirements (i.e. CNP interchange, fraud tools and checks, recurring payments, mobile payment solutions etc.)
Strong Knowledge of Payment Processing industry with respect to Visa/MasterCard, other card types and a working knowledge of macro trends and execution of details
Previous proven sales track record in a Merchant Services and/or Banking sector required
Previous sales experience working within higher education, healthcare or B2B segments preferred.
Ability to guide Merchants through on boarding process
Proficient at understanding and applying Association and other card industry rules and regulations, interchange knowledge, analyzing statements and ensuring all work flow processes are followed to ensure seamless integration and implementation
Proficient at Basic Math
BA in business/economic discipline with MBA preferred
Strong network of contacts at the C-level and ability to act as a true hunter to generate leads and provide full lifecycle consultative sales.
Strong presentation and closing skills with the ability to structure and negotiate large enterprise deals.
Strong computer skills including Microsoft Office Products: Word, Excel, and Power Point
REQUIRED INTERPERSONAL, PROBLEM-SOLVING OR OTHER SKILLS AND ABILITIES (Those needed to perform the essential functions of the job)
Positive Attitude
Change Agent
Collaborative
Tenacious – True Hunter
Self-Starter with ability to work remotely
High level of integrity, energetic, competitive, highly motivated, goal-oriented, outstanding interpersonal, time management, professional and leadership skills
Exceptional ability to effectively communicate both orally and in writing
Persistent follow up on statement analysis and proposed commitments
Manage the Merchant Services business within our predefined key performance indicators
Full understanding of the workflow and on boarding process from statement analysis to Merchant activation
Sense of urgency for goal achievement, strong commitment to driving sales results
Strong analytical skills and ability to think strategically
“Get it done” work ethic
Ability to travel as needed
REQUIRED DECISION MAKING AND ORGANIZATION IMPACT (Describe the typical types of decisions made by employees in this job and the impact those decisions would likely have on the Company).
This position requires the employee to be fairly autonomous in managing his/her daily activities.
Decisions that are outside the scope of work as addressed within the position description are to be elevated to the Vice President of Business Development – Emerging Markets.
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