| Description |
Job Title: Manager, Large Merchant Sales Effective Date: 01-February-2010
Job Classification: Exempt
Reports to: Chief Marketing Officer
Job Purpose: The purpose for this position is to solicit new merchant partners for our payment-related products.
Goals and Objectives: The Manager, Large Merchant Sales has several goals and objectives to achieve including, but not limited to:
- Manage an active pipeline with opportunities of up to $250MM in new business
- Deliver $20MM in new business partnerships annually
- Participate in industry trade shows and events as representatives of the company.
- Manage sales from prospects to live-to-site.
Reporting Relationships: This position currently has no direct reports.
Duties and Responsibilities:
- Creating and managing a personal sales pipeline with a targeted active volume
- Closing contracts and signing new merchant partners for the organization
- Building solutions for target customers that satisfy their needs while maintaining profitable relationships for the company
- Representing the company in a professional manner to merchants, partners and the industry at trade shows and events
- Championing new partners to the organization
- Managing sales opportunities from prospect to live-to-site and managing the pipeline process to ensure merchants are viable for the business
- Managing the organization to provide subject matter expertise to close sales
Key Technical Skills and Knowledge:
- Must have knowledge of payment services or the payment industry
- Previous experience managing a personal sales pipeline
- Previous experience managing contracts and agreements
- Knowledge of 2Checkout.com services and technical capabilities
- Solution selling skills are preferred
- Ability to manage across an organization through influence
Key Success Factors:
- Successful candidates will be self-starters, able to manage their time effectively without being directed.
- Strong performers will balance their time between prospecting through cold calling and networking and bringing sales through the pipeline.
- The ideal candidates will be creative thinkers who can listen to a customer, understand how their business works and identify pain points that can be addressed by deploying our services.
- Sales managers are not expected to solve problems with prospect business models but to leverage the organization and subject matter experts to improve the payment experience.
- Sales managers must be effective managing multiple levels of an organization; decision makers will typically be C-suite executives but leads may begin with payment analysts, treasury analysts, or financial analysts.
Performance Measures:
- Sales managers will be accountable for quota performance that will be measured in annualized sales volume.
- Sales managers will be directed toward performance among new product launches and vertical penetration goals.
- Sales performance will include pipeline activity and the ability to move sales opportunities through the stages of the pipeline.
- Sales performance will be measured by lead activation on a quarterly basis.
Competency Model:
- Superior performers will manage sales through the organization seamlessly and develop tools, testimonials and positioning materials to support the sales process.
- Superior performers will lead the organization, be highly collaborative and strictly focused on solving payment related issues for target customers.
- Superior performers will be able to manage multiple simultaneous engagements, have skills negotiating contracts and pricing defense to maintain profitability.
Job Fit:
- This position may require as much as 50% travel.
- Successful candidates will be able to engage prospects and “evangelize” our brand at trade shows and events in a booth.
- This position may require analytical skills and skills in Excel to build financial models to assess fit for a proposed solution to a customer.
- This position will manage a great deal of rejection and successful candidates must be patient with assessing opportunities and working through an organization to align our solution.
- Selling in the organization is a process that requires successful candidates to manage approvals through risk, pricing, operations, and product development.
Career Pathways:
- Successful sales managers may be presented with opportunities to manage other sales executives or teams as the organization grows.
Education & Experience: Undergraduate degree preferred. Minimum two (2) years selling service products or solutions.
Qualified candidates should submit their letter of interest, resume and qualifications to hr@2co.com with the subject line "Manager, Large Merchant Sales"
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