Director of Business Development

Commercial Payments

FinTech Company
This is your chance to join an established and profitable international payments company with an entrepreneurial culture. In this role, you will drive the commercial payments business and take a true business development approach as you establish and grow strategic partnerships, working closely with the account management team to set account strategy and goals, focusing on volume over margins. You will be accountable for the development and implementation of the sales plan to achieve and surpass sales and profit objectives for the company, as you help your clients optimize their payment processes while helping them drive financial growth and brand loyalty with innovative payment technology solutions for payouts, gifts, incentives and rewards, and supplier payments. 

Overview:
This is a strategic, high impact individual contributor role, which requires exceptional strategic selling, relationship management and business development skills. You will be a full-time employee and report to the President of the US Region.
Key Responsibilities:
  • Meet and exceed the overall sales targets and objectives, including overall revenue as well as product-based revenue.
  • Devise and execute strategies to penetrate target accounts.
  • Work with inside technical resources and partner with technical resources to create and validate customer solution proposals.
  • Manage for value and earnings performance and understand the financial implications of actions. 
  • Build strong relationships with prospective customers by providing overall value to customer through informative advisory discussions.
  • Deliver enterprise level sales presentations with maximum impact to meet customer needs and open ideas about future needs and applications.
  • Travel to visit customers as often as needed as well as trade shows and industry events.
  • Schedule your own travel with good business sense and attention to the bottom line.
  • Have a thorough working knowledge of the contractual agreement and terms between the customer and the company.
  • Utilize general business and financial knowledge to understand and/or help create complex pricing models.
  • Provide revenue projections for customers. Prepare, analyze, and present monthly status reports to management team. This includes involvement in upcoming sales budget development by discussing goals and trends with the customer.
  • Assist and advise marketing strategies for customers, based on their specific needs, to increase sales by utilizing our latest technologies, functionality, and product lines.
  • Analyze industry sales trends and educate customers. This includes but is not limited to trends in: technology, payments industry, transactions, marketing, and seasonality fluctuation.
  • Internal Communication:
    • Work closely with other employees such as the operations team, the product team, customer service and finance.
    • Work with company operations staff to coordinate client launches and rapid rollout of new products.
    • Indirectly manage internal support staff; non-authoritative management skills are essential.
    • Report monthly sales and profitability metrics to the senior management team. This reporting will include a comparison of results versus forecast. Other reports and forecasts may be required on a periodic basis.
  • External Communication:
    • Communication with corporate-level decision makers and executives to assist them in managing the program and to ensure their satisfaction with the Payments program.  
Ideal Background:
  • College Degree 
  • 7-10 years sales experience
  • Required: 3 years recent experience selling:
    • A.) Payment processing solutions or software to the CFO office of large companies or;
    • B.) Payment card programs or software to the C-suite of large companies.
  • Preferred: 3 years recent experience
    • With issuing payment card programs such as open-loop cards via Visa, MasterCard, Discover or American Express
    • With closed-loop cards such as gift cards and membership cards or payment systems such as ACH and SWIFT.
    • With acquiring services or merchant acquiring services.
    • With accounts receivable and accounts payable processing systems, ERP platforms, and payment or invoice automation products.
  • Possess significant relationships with executives of large companies in the areas of procurement, accounts payable, treasury, disbursements and marketing.
  • Experience in, and desire to remain in, highly entrepreneurial and unstructured environments. The company has a fanatically entrepreneurial environment, driven by leaders that bust through obstacles, get past “no”, and get things done. Every day is viewed as success or failure based on goals achieved, milestones reached, and barriers eliminated.
  • Successful track record of sales and accomplishments in consistently meeting or exceeding sales quotas.
  • Ability to navigate complex sales situations involving multiple decision makers and influencing parties to obtain a high closure rate.
  • Ability to work under challenging situations and be a creative problem solver with a strong sense of urgency.
  • Excellent communication and sales skills; strong telephone skills and articulation; high multitasking abilities and organizational skills; proficient with CRM, Word, Excel and PowerPoint. 
  • Excellent forecasting and reporting skills.
  • Self-motivated, goal oriented, with a professional appearance, strong selling skills, and the ability to be influential both internally and externally. 
  • Ability to travel; estimated travel is not expected to exceed one week per month.
  • Exhibit the following characteristics:
    • Self-direction and unyielding sense of ownership
    • Intense level of urgency
    • Team orientation, devotion to the team
    • Determination to win, resiliency against losing streaks or large challenges
    • Extreme customer focus
    • Attention to detail
    • Humility
Location:

Virtual US

Principal Consultant:
Ian Horsted
Visit us 825 W 10th St. • Sioux Falls, SD
Call Us 605.274.8800       Follow Us Follow us on Linked In
© 2019 R&P Group All Rights Reserved.
Website Designed and Developed by The Gage Team
R&P Group is an executive search firm specializing in credit card recruiting, commercial credit card recruiting, payment processing recruiting, fintech recruiting, card sales recruiting, and prepaid card recruiting. R&P Group's relationship-oriented approach, due diligence and personalized service have led to many long-term clients, both with employers and candidates. R&P Group is based in Sioux Falls, SD and has clients all over the United States.