Dealer Business Development Manager at Global Payments Inc.

Description

Looking for a new challenge? Want to join a Fortune 500 company focused on technology and innovation? Are you interested in pursuing a career in sales? At Global Payments, you’ll have many opportunities for growth and development and we promise everyday will be an exciting challenge. Join a team of established sales professionals and leaders and get the chance to excel and earn what you deserve!

Job Overview

The Dealer Business Development Manager manages and assists our Dealer

Channel with all things Genius & Synergy revenue related. This position’s

importance lies in being the Dealer’s advocate and ambassador for all

matters related to reselling Global Payments Genius and associated products

as well as driving revenue through referral of card. The person is responsible

for Dealer contracts, quotas, territories and recruitment / terminations.

This position must learn, teach and facilitate all policies, procedures, and

product advantages to facilitate the growth of revenue of the Dealers in the

divisions assigned to them. Additionally, this position is the face in their

respective divisions for the Dealer Program and all thing Global Payments

related. This position requires extreme attention to detail to make sure that

every Dealer and Dealer prospect is efficiently and professionally

communicated with and mentored.

This position is responsible for having a mastery of all “product specific”

Dealer-facing documentation, the Dealer Manual, Dealer processes, price

list, authorized Dealer list, and training materials. The DBDM must be able to

assist Dealers with growing their leads, answering to RFP / RFIs, selling &

closing POS business and relationship management with local Global

Payments card community. The DBDM is the primary contact for any Dealer

related escalations. This position requires travel and could be on the road

more than 24 weeks a year.

Requirements

• 2-5 years in POS Dealer management or channel management experience
• French and English language skills
• 4-year college degree or equivalent experience
• Enjoy problem solving and channel management
• Have experience with contracts and negotiations
• Extremely organized with professional follow-up habits
• Experience with MS Office, Salesforce.com, LinkedIn, Google Suite and
  
  

social media

• Hospitality and food service and / or retail experience is helpful
• Ability to travel as needed
  
  

Compensation And Benefits

This person will work from home office. This position is a salary plus bonus

position. OTE - 120K

Dealer Development

• Recruit New Dealers to cover all products in all major markets of divisions
  
  

covered.

• DBDM is responsible to make sure their Dealers fully understand Dealer
  
  

Manual and their Contract.

• DBDM is responsible to know the Dealer manual for each product inside
  
  

and out, and notify their Dealers when changes occur.

• Foster positive and respectful relationships with all existing Dealers in their
  
  

division.

• DBDM needs to touch base with every Dealer in their divisions 1-2 times a
  
  

month

• DBDM should strategically coordinate visits timed with events where their
  
  

Dealers will be present.

• DBDM is responsible for creating community and harmony between
  
  

individual Dealers and other divisions, such as card.

• DBDM is responsible for encouraging respectful behavior and enforcing
  
  

rules when Dealers violate engagement rules.

Dealer Revenue

• DBDM is responsible to increase and maximize total Dealer revenue in
  
  

each division across all products

• DBDM is responsible to monitor and influence revenue increases and
  
  

opportunities within their divisions. This includes helping Dealers close large

opportunities and creating new local leads as well as monitoring Dealer

pipelines.

• DBDM is responsible for Dealer’s minimum and targeted quotas. Must
  
  

influence and communicate progress so that the Dealer is aware of status

changes and or progress.

• DBDM is responsible to expose, train and assist in launches of new sellable
  
  

products to all Dealers in their division.

Dealer Communication

• DBDM is responsible to notify relevant managers about Dealer boarding,
  
  

termination, remediation, legal escalation whenever a Dealer has a change

of status or issue.

• DBDM is responsible to share the following content in their periodic
  
  

communication with the Dealers in their divisions:

• Go over all leads received since the last time you talk to Dealer.
  
  

And update notes in SF.com

• Go through revenue increase and decrease as well as funnel and
  
  

discuss recent past performance as well as immediate future performance.

• Operation issues - check on general state of support, product quality,
  
  

documentation. Additionally, make sure they are aware of any news releases

on product or any new products that might help their Dealer.

• Revenue – DBDM is responsible to know if any campaigns have been
  
  

run by the Dealer and speak to them about results of campaign run and help

them run new campaigns more effectively. Initially DBDM is responsible for

boarding and training Dealers on the Revenue marketing cube tool.

• Upcoming events- DBDM is responsible to make sure Dealers are aware
  
  

of training classes, trade shows, Dealer events, industry events.

• Contest and ranking- DBDM is responsible to inform Dealers of any
  
  

contests in their product and their status and ranking if Diamond. DBDM

should keep Dealer informed throughout the entirety of the contest.

• News – DBDM is responsible for communicating to their Dealers all
  
  

general industry trends, Dealer & Global Payments POS success stories and content of any communication bulletins that have come out since the last

they spoke.

Marketing

• DBDM is responsible to know all marketing collateral available and make
  
  

sure Dealers know where to find it, how to use it and what is available.

• DBDM is responsible to look for and communicate opportunities for success
  
  

stories, marketing opportunities. Re-amplification of quality marketing work

that Dealers have created. And be a liaison for marketing work in their

division.

• DBDM needs to be active in the suggestions, creation and production in
  
  

any marketing materials that they see would benefit the team at large

• DBDM needs to be active in the suggestions, creation and production in
  
  

any marketing materials that they see would benefit the Dealers

Trade Shows

• DBDM is responsible to work and oftentimes setup and teardown trade
  
  

shows in their divisions and work all national trade shows called on to work.

• DBDM is responsible to insure Dealer participation in all tradeshows and
  
  

events that require Dealers

• DBDM is responsible to coordinate communication between all Card
  
  

colleagues local to the event in advance to show as to set expectations and

foster collaboration.

• DBDM is ultimately responsible to make sure Dealers have made all plans
  
  

necessary for getting to the event and assist when necessary.

• DBDM is responsible to suggest and request any additional events that
  
  

would help Dealer revenue in their divisions.

• DBDM will be occasionally required to help plan events for Global
  
  

Payments.

Documentation & Tools

• SF.com -- DBDM is responsible to enter, maintain and keep historical notes
  
  

as well as status changes on all Dealer and Dealer prospects in their division.

Additional DBDM is responsible to learn and fully understand how a Dealer

needs to use SF.com Portal as well as train and monitor Dealer usage.

• DBDM is responsible to learn and fully understand how a Dealer needs to
  
  

use Knowledge Portal as well as train and monitor Dealer usage.

• DBDM is responsible to learn and fully understand how a Dealer needs to
  
  

use Dealer Exchange as well as train and monitor Dealer progress.

• DBDM is responsible to learn and fully understand how to use Google drive
  
  

and know where to access all documents and their content.

Education

• DBDM is responsible to make sure Dealers are aware of training class
  
  

schedule and that Dealers signup as well as understand travel logistics.

• DBDM is responsible for making sure Dealers in their divisions know where
  
  

to find all training resources and help them with any training needs.

• DBDM is responsible to make sure all Dealers know how to order product.
• DBDM should know and understand all Dealer Manuals and Contracts.
• DBDM is responsible for driving attendance to product panels along with
  
  

the broader team.

Other Tasks

• DBDM will be assigned various projects to help facilitate the Global
  
  

Payments Dealer Channel and are expected to complete these projects in a

timely manner.

• Professional Communication – DBDM is responsible to respond
  
  

professionally, courteously and ethically to any and all communication they

receive within 24 hours

• If the DBDM is out of office, it is their responsibility to request and find a
  
  

team member who can handle their communication while they are out.

• DBDM will respond to communication in the same manner in which the
  
  

communication came in. IE phone – return by phone

• DBDM will cc executives on communications as necessary
• DBDM will always copy and get back to all people on the thread. So that no
  
  

one is left without a response to an email they were originally copied on.

Vacation, Travel and Expenses

• DBDM is responsible to make their own arrangements for Travel via
  
  

company provided systems.

• DBDM will arrive no less than 12 hours before the start of their
  
  

responsibility or appointments when traveling that involves taking a flight to

the appointment / event.

• DBDM is responsible to submit travel for approval that is not requested of
  
  

them before booking.

• DBDM will not accrue expenses over $250 per event without SVP approval.
  
  

(Dinner, Room Service, etc.)

• DBDM is responsible to make manager aware and follow company
  
  

procedures to take PTO.

Who are we?

Global Payments is a leader of the payment technology industry with over 24 000 employees worldwide. We pride ourselves on innovation and inclusion.

Our team is helping customers achieve amazing results. It’s our passion for success that has led to years of out-performing the competition. Join us and make your mark on the payments technology landscape of tomorrow.

How we care about our people:

• Real opportunities to grow professionally
• Collaborative, friendly work environment with a relaxed, casual dress code
• Health insurance
• Short-Term and Long-Term disability coverage
• Life insurance plans
• Retirement savings programs
• Employee stock purchase program
• Employee assistance program
• Tuition reimbursement program
• Gym membership corporate rates
• Volunteering opportunities
• Safe place for the LGBTQIA2+ community
  
  

We sincerely thank all applicants for their interest. We will only contact those selected for an interview.

Job Description

Vous êtes à la recherche d’un nouveau défi et vous voulez rejoindre une entreprise du classement Fortune 500 axée sur la technologie et l'innovation? Vous souhaitez poursuivre une carrière en vente? Chez Global Payments, vous aurez de nombreuses possibilités de croissance et de développement et nous vous promettons que chaque jour se transformera en un défi passionnant. Joignez-vous à une équipe de professionnels de la vente et de leaders bien établis et obtenez la chance d'exceller et de gagner ce que vous méritez !

Le rôle:

Le/la gestionnaire de comptes partenaires assiste notre canal de partenaires avec toutes les ventes et revenus en lien avec nos produits partenaires de Global Payments. Cette personne travaille avec nos partenaires en ce qui a trait aux questions liées aux produits, au programme de partenaires et les éduque sur les avantages de ces produits, le matériel de vente et les procédures de commande. Le/la gestionnaire de comptes partenaires est responsable de trouver et diriger des prospects vers les partenaires en plus de travailler avec les marchands et prospects de ceux-ci pour conclure et/ou augmenter les revenus globaux.

L’objectif principal du ou de la gestionnaire de comptes partenaires est de générer et d’augmenter les revenus quotidiens avec les partenaires pendant que nous développons notre programme de partenaires canadien. Le/la gestionnaire de comptes partenaires travaille main dans la main avec les administrateurs/trices et développeurs/peuses d’affaires du programme de partenaires qui sont responsables de développer de nouvelles ententes de leur côté. La personne dans ce rôle détient une connaissance intime des produits, processus, canaux existants, ainsi que comment les présenter. Cette personne utilise ses relations et ses connaissances pour influencer les changements et maximiser les revenus au sein du programme.

Quels sont les avantages pour vous ?

• OTE moyen : 120 000$
• Plan de commission non plafonné
• Allocation voiture et autres incitations
• Club du Président
• Travail à domicile
• Avantages sociaux après 30 jours
• Coaching par des professionnels de la vente et des leaders de premier ordre
• Croissance et développement professionnel
• Industrie innovatrice et bien établie
• Environnement dynamique et stimulant
  
  

Ce que vous ferez :

• Être le point de contact principal à titre de représentant(e) des ventes partenaires - prendre en charge tous les appels pour les ventes générales en lien avec les marchands et partenaires.
• Être responsable des demandes de rabais, problèmes avec SalesForce et processus de commandes.
• Assister et/ou rédiger les offres de services incluant les commandes pour les partenaires.
• Faire des suivis hebdomadaires des valeurs aberrantes des partenaires qui ont des prospects, des revenus inférieurs ou supérieurs à la norme, aucune ou une première vente d’Aux, SaaS, PaaS - assurer la croissance et prévenir le déclin.
• Distribuer les prospects - réassigner les comptes orphelins à des partenaires, surveiller la qualité des prospects, assigner aux meilleurs partenaires pour finaliser les ententes et améliorer le pourcentage d’ententes conclues de manière générale.
• S’occuper des ventes quotidiennes et faire du mentorat avec les partenaires existants pour libérer les développeurs/peuses d’affaires et les gestionnaires pour qu’ils/elles puissent se concentrer sur des nouvelles affaires et ententes.
• Augmenter et maximiser les revenus totaux au sein des territoires assignés pour les produits pris en charge, ainsi que les partenaires attribués.
• Interagir quotidiennement avec les revendeurs et leurs clients concernant des opportunités clefs de ventes de produits assignés.
• Assister les partenaires pour trouver des ressources ou personnes responsables de problèmes quotidiens qui empêcheraient les partenaires de vendre, faire des démonstrations ou soutenir les marchands de manière individuelle (utilisateur final).
• Aider les partenaires à conclure des opportunités de ventes majeures en plus de générer des prospects locaux et surveiller les pipelines de ventes des partenaires.
• Être responsable des les revenus en lien avec des items et produits spécifiques aux partenaires tout en influençant et communiquant les progrès aux partenaires.
• Assister au lancement de nouveaux produits des partenaires assignés. Ceci peut inclure les aider avec leurs premières ventes, les former, trouver des ressources et s’assurer que les partenaires sont confortables à l’idée de vendre ces produits.
• Assigner aux partenaires les prospects issus de la vente au détail et surveiller la génération des revenus, les performances passées, présentes et futures des partenaires.
• Assister, former et guider les partenaires pour bâtir des revenus, revendre des produits SaaS et Paas et assister à déterminer avec quel partenaire local aller de l’avant.
• Pourrait être demandé de participer à des salons et événements occasionnels ce qui pourrait entraîner des déplacements.
• Être responsable de savoir quel matériel de marketing est disponible et où trouver le tout pour que les partenaires puissent s’en servir.
  
  

Ce que nous recherchons :

• Baccalauréat préférablement avec une spécialisation en administration des affaires ou marketing.
• Bilinguisme (français/anglais).
• Un minimum de 5 années d’expérience en vente B2B ou dans un poste de gestion de comptes/relations d’affaires, préférablement dans l’industrie des paiements.
• Excellentes compétences interpersonnelles avec une facilité à bâtir des relations d’affaires efficaces.
• Doit être motivé(e) par la production de revenus.
• Être organisé(e), faire des suivis de manière professionnelle et avoir de bonnes compétences au niveau de la prise de décision.
• Doit apprécier la résolution de problème
• Doit apprécier la génération de prospects
• Aisance avec les médias sociaux
• De l’expérience dans l'industrie hôtelière, la restauration ou la vente au détail sera considérée comme un atout.
• De l’expérience avec SalesForce sera considérée comme un atout.
• De l’expérience dans l’industrie des paiements ou de l’expérience en vente de solutions technologiques dans un contexte B2B sera considérée comme un grand atout.
  
  

Qui sommes-nous ?

Global Payments est un leader du secteur des technologies de paiement avec plus de 24 000 employés dans le monde. Nous sommes fiers de nos innovations et de la valeur que nous accordons à l'inclusion.

Notre équipe aide nos clients à obtenir des résultats impressionnants. C'est notre passion pour le succès qui nous a permis de surpasser la concurrence pendant des années. Rejoignez-nous et laissez votre empreinte sur le paysage technologique des paiements de demain.

L'importance que nous accordons aux membres de notre équipe:

• De réelles opportunités d'évolution professionnelle
• Un environnement de travail collaboratif et convivial avec un code vestimentaire décontracté
• Une assurance médicale
• Couverture d'invalidité à courte et longue durée
• Plans d'assurance vie
• Programmes d'épargne-retraite
• Programme d'achat d'actions pour les employés
• Programme d'assistance aux employés
• Programme de remboursement des frais de scolarité
• Tarifs d'adhésion à un gym
• Possibilités de faire du bénévolat
• Lieu sûr pour la communauté LGBTQIA2+