Sales Consultant - Outbound Sales and Enterprise
Network International
Date: 3 weeks ago
City: Johannesburg, Gauteng
Contract type: Full time
Job Description
Job Role Outbound & Enterprise Sales Consultant (Acquiring)
Grade
Reporting To Regional Sales Manager
Department Sales
Job Purpose
Responsible for achieving Acquiring & Merchant Sales e-Commerce targets across the regional environments, Inclusive of cross-selling of all other VAS products & services, to ensure continuous customer & product growth.
Managing relationships with customers/merchants & potential customers/merchants, company reach, third party processors, partners & stakeholders.
Training of new customers and staff on e-Commerce acquiring payment processing methods / procedures, equipment & devices.
Responsibilities
Job Accountabilities
Finance & Operations
Identify e-Commerce acquiring & merchant sales opportunities and offer solutions appropriate for the merchant’s requirements, goal & objectives by applying the tools which outlines the products merchants currently have and the propensity for new product take-up, to continually grow the customer base.
Understand the complexities & dynamics of the sales e-Commerce (acquiring / merchant) targets, achieve and exceed these consistently
Adopt a commercial approach to appropriate cost-to-service, versus value generation to achieve the agreed business turnover and other revenue targets
Achieve and exceed the agreed e-Commerce merchant service fee targets by negotiating additional charges, pricing and any other applicable fees relevant to the product / solution presented to and sold to the merchant and / or prospective merchant
Participate in the design and execution of the respective Regional Sales plans, to ensure that e-Commerce targets are delivered through ‘cross-selling’ and to grow the organisation’s customer base
Action and manage all e-Commerce sales leads received from potential merchants, as well as all internal business partners within the agreed service level agreements and turnaround times, end-to-end
Negotiate pricing, complete & sign new e-Commerce merchants and other related agreements prior to implementation
Execute on the Regional Sales plans by ensuring an increase in the percentage of customers taking merchant acquiring e-Commerce solutions by conversion of qualified leads into sales by selling offers, which benefit the merchant, as well as the organisation
Achieve e-Commerce sales (new business & existing growth), that will establish the organisation as a ‘centre-of-excellence’ for sales execution across the organisation’s targeted markets
Continuously keep abreast of the latest e-Commerce developments and trends with regards to customer expectations and service delivery.
Recommend payment solutions (POS, e-commerce & Integrated Payment Gateways), based on projections of the volume and monetary value of daily transactions and the demographic environments being serviced / served
Monitor effectiveness of Regional Sales campaigns to ensure delivery thereof and implement remedial improvements for future campaigns if, where & when required
Work closely with internal & external business stakeholders / partners, to ensure that the sales execution delivers on ‘best-in-class” products, services & support
Monitor individual e-Commerce sales performance on a daily / weekly /monthly / quarterly & annual basis and provide feedback to management in how to improve performance
Ensure management is regularly updated on e-Commerce sales activities, pipeline prospects and pending deals via regular and agreed call & activity reports, as well as weekly sales performance & feedback reports
Create and execute e-Commerce opportunities and prospects for new acquiring business, by working through potential customer lists and find new innovative ways of selling other than via the normal channels
Review national competitor information, market trends on a regular basis and propose solutions to management to ensure that organization always offer a competitive e-Commerce product & benefit(s)
Research and present e-Commerce recommendations to introduce improved products and / or customer offer(s)
Processes & Procedures
Adhere to the laid down sales processes & procedures within the organisation’s frameworks / parameters
Complete new e-Commerce applications and ensure that process is finalised within the agreed service level turnaround times with a continuous follow-up on progress of outcomes, end-to-end
Continually add value to the organisation and teams, with on-going feedback and market related information & intelligence
Understand and conform to the content of the organisations policies & procedures with specific reference to the travel & cell phone policies
Teamwork
Maintain a positive attitude, drive and promote the sharing of e-Commerce knowledge & experience and remain open to constructive feedback and criticism of performance
Interact closely with various members of the supporting and operational environments to ensure that requirements and expectations of customers are always met – i.o.w. “be a team player”
Contribution to level of teamwork, accountability, delivery, quality & speed of information shared, contribution to efficiency & effectiveness of the environment
Effort to build & maintain quality inter-personal relationships
Respond openly to feedback and promote harmony and teamwork in the sales team
Contribute to teamwork in department by managing stress in a manner that does not disrupt the team’s effectiveness
Support and drive the business’s core values
Take accountability for the achievement of operational objectives within own area of control
Continuous development of the knowledge base and intellectual property
Contribute to making the department a great place to work
Customer & Relationship Management
Improve key relationships and change the acquisition methodology with internal business partners / stakeholders
Identify stakeholder requirements and expectations, to develop effective stakeholder / partner engagement plans
Continuously relationship manage all e-Commerce merchants in the respective regions and ensure that an effective and efficient relationship model remains in place, to retain e-Commerce merchants within the allocated portfolio
Meet and attend to internal & external meetings if, when and where required
Engage with the business partners / stakeholders with the direct aim of promoting the value proposition of the organisation.
Take & accept primary responsibility for merchant satisfaction through excellent service delivery, by ensuring that our organisation become the market leader in terms of service excellence in end-to-end delivery and turnaround
Training of new e-Commerce customers/merchants and their staff on e-Commerce acquiring payment processing methods and merchant equipment in use
Relationship manages the engagement with e-Commerce merchants and relevant internal & external stakeholders / partners in the relevant business units, by attending meetings with internal business partners (management meetings, customer meetings, events, etc.)
Focus on the continuous growth of the organisation’s e-Commerce/acquiring customer base
Build & maintain a healthy pipeline of e-Commerce clients/merchants
Managing relationships with group companies and external customer base (group reach), specifically focusing on acquiring / merchant sales & strategic requirements
Educate existing clients in collaboration with their assigned regional sales consultants about the specific acquiring / merchant products and services available, through the provision of professional & expert advice
Training & Development
Take ownership for driving own career development and stay abreast of Industry changes within areas of expertise
Preparation and signing-off of a Training / Skills development plan
Achievement of objectives / milestones set out in the development plan
Qualifications
Minimum Requirements:
Matric or equivalent qualification or Ideal: Degree / Diploma in Business related field) 5 years plus experience in the e-Commerce payments and / or banking industry, preferably with acquiring, card and / or Ideal 5 to 10 years in the e-Commerce payments and / or financial industry, preferably with acquiring (card) and / or merchant experience in e-Commerce payments knowledge both within the issuing and acquiring environments
Customer focused
Understanding the sales dynamics and targets
Skills Required To Perform The Job Successfully
Knowledge of Banking / Financial Services, e-Commerce sales, products & services environment
Strong business acumen
Ability to influence behaviour
Relationship management & networking skills
Knowledge of payments industry (both within the issuing and acquiring of a Financial Institution’s acquiring division)
Objective & deadline driven
Knowledge of Visa & Master Card settlement & payment processes
Understanding of sales teams & targets dynamics
Strategic Thinking
Enthusiasm, energy, drive & resilience
Working Conditions
Extensive travel to customers / potential customers / suppliers & partners across the region/s
Job Role Outbound & Enterprise Sales Consultant (Acquiring)
Grade
Reporting To Regional Sales Manager
Department Sales
Job Purpose
Responsible for achieving Acquiring & Merchant Sales e-Commerce targets across the regional environments, Inclusive of cross-selling of all other VAS products & services, to ensure continuous customer & product growth.
Managing relationships with customers/merchants & potential customers/merchants, company reach, third party processors, partners & stakeholders.
Training of new customers and staff on e-Commerce acquiring payment processing methods / procedures, equipment & devices.
Responsibilities
Job Accountabilities
Finance & Operations
Identify e-Commerce acquiring & merchant sales opportunities and offer solutions appropriate for the merchant’s requirements, goal & objectives by applying the tools which outlines the products merchants currently have and the propensity for new product take-up, to continually grow the customer base.
Understand the complexities & dynamics of the sales e-Commerce (acquiring / merchant) targets, achieve and exceed these consistently
Adopt a commercial approach to appropriate cost-to-service, versus value generation to achieve the agreed business turnover and other revenue targets
Achieve and exceed the agreed e-Commerce merchant service fee targets by negotiating additional charges, pricing and any other applicable fees relevant to the product / solution presented to and sold to the merchant and / or prospective merchant
Participate in the design and execution of the respective Regional Sales plans, to ensure that e-Commerce targets are delivered through ‘cross-selling’ and to grow the organisation’s customer base
Action and manage all e-Commerce sales leads received from potential merchants, as well as all internal business partners within the agreed service level agreements and turnaround times, end-to-end
Negotiate pricing, complete & sign new e-Commerce merchants and other related agreements prior to implementation
Execute on the Regional Sales plans by ensuring an increase in the percentage of customers taking merchant acquiring e-Commerce solutions by conversion of qualified leads into sales by selling offers, which benefit the merchant, as well as the organisation
Achieve e-Commerce sales (new business & existing growth), that will establish the organisation as a ‘centre-of-excellence’ for sales execution across the organisation’s targeted markets
Continuously keep abreast of the latest e-Commerce developments and trends with regards to customer expectations and service delivery.
Recommend payment solutions (POS, e-commerce & Integrated Payment Gateways), based on projections of the volume and monetary value of daily transactions and the demographic environments being serviced / served
Monitor effectiveness of Regional Sales campaigns to ensure delivery thereof and implement remedial improvements for future campaigns if, where & when required
Work closely with internal & external business stakeholders / partners, to ensure that the sales execution delivers on ‘best-in-class” products, services & support
Monitor individual e-Commerce sales performance on a daily / weekly /monthly / quarterly & annual basis and provide feedback to management in how to improve performance
Ensure management is regularly updated on e-Commerce sales activities, pipeline prospects and pending deals via regular and agreed call & activity reports, as well as weekly sales performance & feedback reports
Create and execute e-Commerce opportunities and prospects for new acquiring business, by working through potential customer lists and find new innovative ways of selling other than via the normal channels
Review national competitor information, market trends on a regular basis and propose solutions to management to ensure that organization always offer a competitive e-Commerce product & benefit(s)
Research and present e-Commerce recommendations to introduce improved products and / or customer offer(s)
Processes & Procedures
Adhere to the laid down sales processes & procedures within the organisation’s frameworks / parameters
Complete new e-Commerce applications and ensure that process is finalised within the agreed service level turnaround times with a continuous follow-up on progress of outcomes, end-to-end
Continually add value to the organisation and teams, with on-going feedback and market related information & intelligence
Understand and conform to the content of the organisations policies & procedures with specific reference to the travel & cell phone policies
Teamwork
Maintain a positive attitude, drive and promote the sharing of e-Commerce knowledge & experience and remain open to constructive feedback and criticism of performance
Interact closely with various members of the supporting and operational environments to ensure that requirements and expectations of customers are always met – i.o.w. “be a team player”
Contribution to level of teamwork, accountability, delivery, quality & speed of information shared, contribution to efficiency & effectiveness of the environment
Effort to build & maintain quality inter-personal relationships
Respond openly to feedback and promote harmony and teamwork in the sales team
Contribute to teamwork in department by managing stress in a manner that does not disrupt the team’s effectiveness
Support and drive the business’s core values
Take accountability for the achievement of operational objectives within own area of control
Continuous development of the knowledge base and intellectual property
Contribute to making the department a great place to work
Customer & Relationship Management
Improve key relationships and change the acquisition methodology with internal business partners / stakeholders
Identify stakeholder requirements and expectations, to develop effective stakeholder / partner engagement plans
Continuously relationship manage all e-Commerce merchants in the respective regions and ensure that an effective and efficient relationship model remains in place, to retain e-Commerce merchants within the allocated portfolio
Meet and attend to internal & external meetings if, when and where required
Engage with the business partners / stakeholders with the direct aim of promoting the value proposition of the organisation.
Take & accept primary responsibility for merchant satisfaction through excellent service delivery, by ensuring that our organisation become the market leader in terms of service excellence in end-to-end delivery and turnaround
Training of new e-Commerce customers/merchants and their staff on e-Commerce acquiring payment processing methods and merchant equipment in use
Relationship manages the engagement with e-Commerce merchants and relevant internal & external stakeholders / partners in the relevant business units, by attending meetings with internal business partners (management meetings, customer meetings, events, etc.)
Focus on the continuous growth of the organisation’s e-Commerce/acquiring customer base
Build & maintain a healthy pipeline of e-Commerce clients/merchants
Managing relationships with group companies and external customer base (group reach), specifically focusing on acquiring / merchant sales & strategic requirements
Educate existing clients in collaboration with their assigned regional sales consultants about the specific acquiring / merchant products and services available, through the provision of professional & expert advice
Training & Development
Take ownership for driving own career development and stay abreast of Industry changes within areas of expertise
Preparation and signing-off of a Training / Skills development plan
Achievement of objectives / milestones set out in the development plan
Qualifications
Minimum Requirements:
Matric or equivalent qualification or Ideal: Degree / Diploma in Business related field) 5 years plus experience in the e-Commerce payments and / or banking industry, preferably with acquiring, card and / or Ideal 5 to 10 years in the e-Commerce payments and / or financial industry, preferably with acquiring (card) and / or merchant experience in e-Commerce payments knowledge both within the issuing and acquiring environments
Customer focused
Understanding the sales dynamics and targets
Skills Required To Perform The Job Successfully
Knowledge of Banking / Financial Services, e-Commerce sales, products & services environment
Strong business acumen
Ability to influence behaviour
Relationship management & networking skills
Knowledge of payments industry (both within the issuing and acquiring of a Financial Institution’s acquiring division)
Objective & deadline driven
Knowledge of Visa & Master Card settlement & payment processes
Understanding of sales teams & targets dynamics
Strategic Thinking
Enthusiasm, energy, drive & resilience
Working Conditions
Extensive travel to customers / potential customers / suppliers & partners across the region/s
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