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REPORTS TO: Chief Executive Officer
DIRECT REPORTS: A monthly direct report to CEO on partnerships, KPIs and projects provided
KEY TASKS AND RESPONSIBILITIES BY FUNCTIONAL AREA:
Sales Planning and Execution
§ Work with Chief Marketing Officer & Chief Revenue Officer on various partnership and channel management projects;
§ Implement new channel partner sales funnels that provide on-going lead generation;
§ Negotiate agreements for contracts with partnerships & channel management;
§ Work with the Finance and Customer Service Departments to transition closed opportunities as required;
§ Create a standardized outreach for future partnerships and coordinate its implementation across partnership channels, and marketing communications;
§ Work alongside Sales Manager and contribute to the Lead up and implementation of a sales strategy for all products from initial lead through entire customer lifecycle, ensuring full compliance of Credit and Debit Code of Conduct, and Card Brand Rules and Regulations.
On the Business Support
§ Support as needed in the planning and implementation of changes to the Company’s infrastructure, team structure and hierarchy, operational processes and tools, staying aligned to the vision, mission and values;
§ Work with our CEO on any strategic buyouts or mergers of other portfolios, supporting business growth as required and ensuring profitability.
Channel Partner Development
§ Oversee all channel / partner development, adding new sales channels and 3rd party resellers and partners to our existing network;
§ Build a scalable referral agent model program and continue to develop this network;
§ Align with Finance Department and Customer Service Department to transition on-boarded business;
§ Report and work with the CEO to optimize existing revenue models and create new revenue streams.
§ Speaking opportunities at conferences and events focused on the company’s products and services and the merchant broker concept;
§ Identify and take advantage of opportunities to educate business partners on the payment processing industry and broker concept;
§ Attend key events to generate leads approved by CEO;
§ Some travel will be required.
Sales Team Development and Support
§ Support the sales team in order to secure large accounts as needed;
§ Participate in team building focused on cultural consistency and achieving sales targets and Key Performance Indicators (KPI);
§ Identify and set activity and revenue targets for partnership team members, communicating this information to the CEO monthly to ensure alignment with revenue growth targets and Vision;
§ Managing, enhancing and monitoring KPIs to measure partnership team performance against goals and objectives;
§ Providing monthly reports on current partnership performance against budgets and reporting on variances;
§ Effectively manage the partnership team for ultimate performance & growth;
§ Hire, train and develop an industry leading partnership team. Build a strong support system for sales & ensure revenue generating opportunities are all process driven;
§ Work in collaboration with Sales Manager to identify the need for growth on the sales team and develop and execute growth strategies;
§ Meet with on a monthly basis to assess company performance against KPI’s.
§ Report on and communicate activity and revenue targets for partnerships, providing monthly reports on current partnership performance against budgets and report on variances;
§ Attend ongoing weekly and monthly meetings with senior team members regarding partnerships trends and forecasting;
§ Ensure the company has an effective sales, agent & channel partner training programme and documented practices including standard operations procedures.
§ Review partnership budget alongside the Accounting Department on monthly basis to ensure accuracy;
§ Responsible for ensuring spending stays on budget for the partnership department;
§ Work with members of the executive team on budgeting and planning;
§ Forecasting and budget requirements for 6 months to 2-year projections.
Key Performance Indicators and Special Projects
§ Successfully achieve all key performance indicators set out for the Chief Revenue Officer role on a weekly, monthly, quarterly and annual basis and participate in updating the KPI scorecard for your role;
§ Take ownership for any special projects that are assigned and work collaboratively to ensure successful completion while making a positive impact on the business;
§ Identify key areas of improvement within the partnership process and develop effective solutions.
§ Design and manage the systems, models, processes, and activities that drive the company’s success and partnership revenue;
§ Provide high standards of ongoing training for the sales representatives to position the team as payments subject matter experts and solution specialists for our clients.
§ Minimum 7 + years of payments or financial services experience;
§ Post-secondary education in business or a related field;
§ Minimum 5 years in a leadership role within a small to medium size Company;
§ Must align and be passionate about the Company’s Vision, Mission, Values and Goals;
§ Display consistency with executing on deliverables;
§ Self-starter with the ability to be self-managed and follow through with an agreed upon action plan;
§ The ability to establish and maintain excellent relationships and build credibility quickly;
§ Excellent consulting skills as well as technical writing and public networking;
§ Ability to thrive and motivate others in a fast-paced sales transactional environment;
§ Willingness to take on full ownership and accountability for the entire revenue generation process;
§ Ability to communicate plans, thoughts or issues with full transparency.
§ Revenue Generation
§ Partnership Focus
§ Decision making and judgment
§ Sales effectiveness and efficiency
§ Customer experience
§ Cultural consistency
§ Project management
§ Presentation and accuracy
§ Communicate fearlessly