Director of Relationship Management & Business Development

Overview

The position of Director of Relationship Management and Business Development will drive and achieve specific sales goals and market share growth of the Company’s products and services.

Role and Responsibilities

• Selling to existing customers in assigned territory.
• Participate in the creation and execution of the company’s annual sales plan that meets or exceeds stated revenue and profit targets.
• Optimize call routes to maximize time in the field and overall efficiency.
• Meet regularly with customers and prospects in sales territory to understand their evolving product, service, and training needs.
• Educate customers on company offerings and purchase options.
• Expand customer understanding and use of company’s standard product lines, ancillary solutions, and service capabilities.
• Identify and pursue new customer acquisition opportunities.
• Monitor real-time sales opportunities at new businesses and/or business-related events and tradeshows.
• Educate potential customers on company product offerings.
• Build long-term, productive, and mutually beneficial relationships with new customers.
• Champion company’s value proposition and brand in the local community and region.
• Visit assigned customers and prospects as outlined in the annual Member Access Processing sales plan.
• Be regularly available and responsive to customers' real-time needs.
• Efficiently track and manage all client / prospect data within corporate CRM system.
• Produce accurate monthly sales reports and sales statistics/data.
• Generate product Proforma’s, sample invoices and corporate ROI models for prospects and customers.
• Conduct and support sales meetings, presentations and the generation of prospect proposals and collateral.
• Maintain current knowledge on all Company products and services, reseller solutions and industry related emerging technology.
• Identify and execute regional marketing activities to enhance regional presence

Key Performance Areas

• Self-motivator, solutions-oriented, disciplined, and experience in planning and managing a large sales territory.
• Capitalize on industry knowledge and contacts to uncover business opportunities.
• Research, gather, manage, and direct ongoing product development, related strategies and solutions to achieve corporate and client goals.
• Ability to work diligently without direct supervision.
• Self-motivated, disciplined and experienced in performing cold-calls and managing cold-calling prospects.
• Strong sales techniques, closing and negotiating skills, a proven sales performer.
• Outgoing individual with good attitude and enthusiastic manner.
• Superior oral, written and presentation-communication skills.
• Superior telephone skills and the ability to get to decision-makers.
• The ability to identify problems and provide solutions to satisfy them.
• Good equipment demonstration and feature/benefit selling skills.
• Create and foster a creative, positive, efficient, and collaborative team working environment.
• Effectively advise and influence customers through consultative selling techniques.
• Articulate product solutions in terms of ROI to the customer.
• Articulate corporate product development and sales deliverables in the terms of ROI to the Company.
• Utilize team members including post-sale delivery professionals, pre-sale technical professionals, and management to achieve business objectives.
• Rely on your excellent leadership and interpersonal skills to initiate and maintain executive level interaction and customer satisfaction.
• Understand and articulate the value of the company and its services.
• Maintain service and quality excellence across all business lines.

Qualifications and Education Requirements

• BS degree in a business-related field (Marketing, Sales, Management, Communications) and/or 7+ years within an industry related management position.
• Demonstrated success in sales.
• Demonstrated success managing a account relationships.
• Demonstrated success developing new account opportunities.
• Experience in selling and articulating the value of the Company’s professional services to prospects and customers.
• Self-directed, entrepreneurial work attitude.
• Required to drive or travel frequently.
• Position directly impacts the short and long-term financial results of the Company by:
• a) Driving sales and profits for existing and new customers.
• b) Providing the highest quality of service to customers.
• Strong written and verbal communication skills
• The ability to assess and formulate written solutions that also include correspondence and emails, proposals, presentations, evaluations of current or proposed clients and business activity.
• Possess strong computer skills, a willingness to understand and use research resources available through compact disk technology and the Internet.
• Ability to organize, prioritize and manage multiple priorities with attention to detail and follow through.
• Ability to work with tight deadlines and in pressure situations.
• Ability to work with Company business teams and associated vendors

Preferred Skills

• An assertive personality, high energy level and resilient character
• Excellent verbal communication skills
• Exhibit high integrity in all business dealings
• Superior time management and organization skills
• A valid driver’s license
• Minimum of three to five years management experience within the Debit, Credit or ATM industry or related field preferred.
• Preferred candidates will have an Undergraduate Degree and prior sales experience.
• Successfully pass a background and credit check
• Advanced computer skills and prior use of Microsoft Excel, Word and PowerPoint software.
• Ability To:
• Rapidly build, speak to, and maintain knowledge of company product lines
• Identify opportunities, negotiate, and manage sales
• Manage business needs and cost requirements
• Understand and use basic selling techniques: open, probe, presentation, over-coming objections
• Understand, apply, and synthesize complex data/information regarding customers and account package

Physical Requirements

• Sit and work for long periods of time (75-100%)
• Read documents necessary to the daily performance of essential functions (75-100%)
• Competently operate standard office equipment: personal computer, telephone, and photocopier (75-100%)
• View a computer terminal for extended periods of time while producing documents, conducting research, and working with clients (75-100%)
• Travel offsite and operate a motor vehicle for moderate periods of time (15-30%)

Pay Range

The pay range for this role is: 130,000 - 140,000 USD per year (Remote)

Business Development

Remote