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1. Director,
Client Sales - (Columbus, OH)
You
have the chance to work for a leading provider of marketing, loyalty
and transaction services - the company that manages over 120 million
consumer relationships for some of North America's most recognizable
companies. As Director of Client Sales you will manage a team of
Client Sales Managers and Senior Managers to grow your client
Responsibilities
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Direct a team responsible for driving the vision and growth for
client account planning, establishing and maintaining relationships
for large and/or multiple accounts, and selling products and services.
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In conjunction with the client, create high-level strategy to
develop marketing programs to support account management plans
and increase client sales.
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Lead the client sales planning process as a key market differentiator
through the acquisition and application of intricate industry,
market, and client knowledge.
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Lead process with internal partners to create new ideas in order
to develop value added programs to meet the needs of the client.
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Lead the process to manage the proactive development of innovative
solutions to meet client business needs.
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Lead process to provide strategic expertise to client executives
on all aspects of data marketing, payments solutions, and customer
loyalty.
Examples
of Duties:
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Direct the strategic development of the account management business
plan around needs assessment and program ideation. Manage the
team to ensure the account management business plan and activities
developed are being carried forward on time and as planned. Transform
business information and data into Critical Few Initiatives (CFIs)
via the account management process by building a foundational
business case for each initiative. Conduct new idea generation
activities during the appropriate stage of the account management
process to create new activities around each CFI. Command strong
understanding of business analysis reporting and key measures
to identify opportunities for growth, and set vision for team
to utilize data to provide insights. Review and refine analytical
work needed to support data insights.
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Drive opportunities for cross-selling products and solutions and
build a business case for the client. Lead discussions to recommend
appropriate pricing for products and services. Lead client negotiation
discussions based on analysis and recommendations from account
planning. Lead the account team in brainstorming sessions that
promote innovation and creative thinking.
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Drive process to gain understanding of the client's business and
recommend creative and innovative solutions. Research and review
industry trends, business cases, and white papers to lead the
account team in brainstorming sessions that promote innovation
and creative thinking. Drive partnership with Marketing Liaison
and Marketing team to apply business intelligence around the client,
competitors, and marketplace to the strategic account planning
process.
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Build and cultivate client relationships at all levels. Provide
strategic direction for meetings between key client contacts and
company to discuss marketing plans, sell new products, resolve
open issues and provide progress updates. Establish rapport with
client base and ensure meetings with all levels of client organization
occur on a regular basis. Communicate regularly via telephone,
email, and in person at on-site meetings and various events. Lead
presentations based on research, client deliverables and proactive
analysis on recommendations for marketing programs. Attend weekly,
monthly, and quarterly client visits and travel to client site
on regular basis to build stronger relationships. Drive follow
up process regarding client deliverables, requests and high level
escalated issues. Participate in client operating committees with
executive and manager levels.
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Manage team performance and development. Communicate expectations
of individual performance and establish standards. Set annual
goals with team, review progress and make changes as necessary.
Drive process to create shared evaluation discussions on individual
direct report performance, including results as an individual
contributor as well as management style and techniques. Indirectly
manage larger account team and oversee performance evaluation
process. Provide performance feedback and appropriate coaching
to individuals and team on a regular basis. Conduct staff meetings
and hold one on one sessions with direct reports on a regular
basis. Work with associates to create development plans based
on their goals and level of performance. Identify associates with
high potential and implement succession planning strategy. Lead
staff in team building activities. Guide associate behavior by
leading with and demonstrating attitudinal leadership.
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Oversee design and development of marketing programs that deliver
value and work toward successfully meeting the agreed upon goals
for each critical initiative. Adjust strategy to increase effectiveness
of programs based on performance. Assemble key pieces of client
knowledge for internal contract team and provides regular marketing
reconciliation.
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Direct the process for contract negotiations and contract management.
Manage team process to conduct research to support client negotiation
and respond to RFPs. Review negotiation requests and drive strategic
ideas for embracing solutions. Drive process for internal business
reviews. Engage with client in contract agreement changes. Consult
with members from the Legal department concerning contract language
and legal obligations. Manage process of tracking changes/updates
to client contracts. Respond to triggers (merchant fees vs. mo/qrtrly/annual
significant changes in business). Create term sheets.
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Drive process for addition of new clients, including setting goals
for management team to partner with Program Management team to
ensure execution of new ideas for credit collateral, leading goals
for reissues, change in terms notifications, and pre-approved
mailings.
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Serve as the primary driver of strategic relationships between
assigned clients and internal teams. Respond and resolve escalated
issues if approached by Sr. level Client executives, in partnership
with Strategic Services. Guide initial issue resolution communication
with Strategic Services team and follow through with client when
necessary. Represent the client's interests while working toward
issue resolution.
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Partner with Business Analysis team to create budgets and forecasts.
Analyze and review monthly updates to budgets and forecasts to
review client performance. Ensure budgeted targets for revenue
and profitability are being met by reviewing marketing program
performance. Provide input for program execution and management
from the client perspective. Establish client budget and develops
new account acquisition goals and market share goals to increase
profitability.
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Partner with Business Analysis team to understand business trends
and to create budgets and forecasts. Analyze and review monthly
updates on client performance, and apply recommendations from
analysis in account planning process in order to increase client
profitability. Drive process with client to receive consent on
client budgets. Approve sales budget for new accounts. Drive and
manage operating budget, including payroll.
Qualifications
Knowledge, Skills and Abilities
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Excellent knowledge of multi-product marketing concepts and principles.
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Very good working knowledge of marketing concepts and principles
(segmentation, offer strategies, testing strategy, seasonal planning,
email, multi-channel marketing concepts).
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Strong knowledge of how to review data that includes analysis
based on statistical methods such as regression, CHAID, cluster,
time-series, and other advanced statistical concepts.
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Excellent analytical skills and familiarity with budgeting and
business analysis.
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Excellent professional demeanor with superior interpersonal and
(verbal and written) communication skills, including the ability
to influence others and be a strong negotiator.
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Demonstrated strong leadership qualities and skills to direct
the vision of a team and provide direction.
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Excellent ability to interact with senior management and executives.
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Excellent project/time management skills and the ability to multi-task
in a fast paced environment.
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Strong proven ability to build and manage internal and external
relationships.
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Excellent ability to provide excellent customer service to a variety
of individuals on all organizational levels.
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Excellent ability to facilitate effective group presentations/discussions.
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Ability to maintain confidential information.
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Ability to identify and resolve problems.
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Aptitude for detail and accuracy.
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Ability to research and analyze data.
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Ability to exercise initiative and sound judgment.
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Ability to understand core business capabilities and construct
new solutions/products based on those capabilities.
Up to
40% travel required, including overnight stays.
Minimum Qualifications
Education: Bachelors degree in Marketing, Business, or equivalent
education/and or related experience.
Experience:
Ten years experience in Sales, Marketing, Operations or strong related
credit experience. Five years supervisory experience.
Desirable:
Detailed understanding of credit related systems, retail, and proprietary
credit card practices. Specific credit-related sales experience.
Masters Degree.
$110
- 125K + bonus + full relocation. Submit
Resume
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2. Manager,
Business Development - (multiple work at home locations)
This
direct sales position is responsible for signing mid-tier merchants
(retailers, restaurants, health care providers, municipal governments,
higher education, etc.) to accept Cards for customer payments in
a defined geography identified by zip codes / cities. The incumbent
is also accountable for delivering against a charge volume goal
from these signings.
Additional
responsibilities include self identification of leads, maintaining
and updating target lists and establishing a prioritized action
plan for each target; facilitating proper account set-up and implementation
as well as reviewing all critical processes including acceptance,
reconciliation and back office procedures to ensure seamless transition
to Card acceptance; strategic utilization of marketing programs
to drive charge volume results.
Required
Qualifications:
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Proven direct selling skills with a minimum of three years customer-facing
outside sales experience;
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Previous experience selling services to merchants is a plus.
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Extensive cold calling / prospecting experience required, as well
as the ability to effectively prioritize activities.
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Must have the ability to build a value proposition through effective
probing and understanding of the customers' business model, in
addition to strong presentation / negotiation skills and the ability
to build rapport and credibility.
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Excellent math skills, strong quantitative and analytical skills
and the ability to prepare P&L projections and break-even
analysis required in order to leverage value proposition / support
proposals.
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Demonstrated experience in building and managing an effective
"pipeline" of quality targets.
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Must have excellent internal / external networking skills.
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This is a virtual position that requires excellent time management
and organization skills and the ability to work independently.
Additionally, candidates must demonstrate a strong proficiency
in all MS Office products and must possess experience using databases.
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Bachelors Degree preferred
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Travel: up to 25%
Opportunities
exist in the following markets:
1. Memphis
2. Knoxville
3. Charleston
4. Birmingham
5. New York City
6. Pittsburgh
7. Milwaukee
8. Kansas City
9. Minneapolis
10. Cincinnati
11. Cleveland
12. Green Bay
13. Harrisburg
14. Roanoke
15. Greensboro
16. Atlanta
17. Little Rock
18. Oklahoma City
19. West Texas
20. Los Angeles
21.
Long Beach
22. Sacramento
23. San Jose
24. San Antonio
25. Cleveland
26. South Bend
27. Detroit
28. Des Moines
29. Tallassee
Compensation: base salary in the $50K to $55K range + commission.
Total 1st year compensation $75K to $100K; Year 2, $100K to $140K.
Includes company car and exceptional benefits. Submit
Resume
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3. Manager,
Account Development - (Austin or San Antonio, TX)
The
Manager, Account Development will manage key merchant relationships
(approx. 100) within a defined geographical area. Major responsibilities
include:
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Re-sell and reinforce value proposition
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Identify and drive initiatives to strengthen relationships, grow
revenue, improve profitability and grow market share
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Capitalize on opportunities
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Solve problems
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Track and evaluate business results
Qualifications
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track record of success in a b2b sales & marketing environment
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has successfully managed key accounts with documented results
against customer satisfaction, revenue growth, market share and
profitability goals.
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ability to work in a virtual office environment
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great negotiation and influencing skills
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proven analytical and decision-making ability
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ability for limited overnight travel
Compensation
includes a base salary in the $70K - $80K range + annual bonus +
company car Submit
Resume
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Jobs 1-3 of 3
More Jobs to come

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