Hays are partnering with a leading digital payment organization to find an experienced and dynamic Sales Director to be part of their digital payments product sales efforts in Canada. The ideal candidates will have a deep understanding of the digital payments landscape, a proven track record of driving sales in the financial technology sector, and a strategic mindset to identify and seize market opportunities, dominantly through our product offerings. As a Sales Director, you will play a pivotal role in expanding our market presence, fostering client relationships, and achieving revenue goals.

Key Responsibilities:

• Market expansion to meet revenue growth targets and drive profitability: Identify and target key segments within the Canadian market for our digital payments products. Develop and execute strategic plans to expand the company's footprint in the digital payments space. Define annual and quarterly sales execution plans and meet monthly, quarterly and annual revenue targets as defined and agreed with the leadership team. Drive engagement revenue and profitability.

• Sales strategy and planning: Contribute to business strategy and budget planning. Develop and implement effective sales strategies to meet and exceed revenue targets. Stay informed about industry trends, competitive offerings, and regulatory changes to adapt the sales approach.

• New business acquisition: Actively search for and acquire new clients. Leverage industry knowledge to identify and approach potential new clients and new business at existing client accounts assigned to you. Spot and develop opportunities using a consultative and informative selling approach. Work closely with your manager to ensure there is no conflict of interest in accounts/ partnerships being pursued by you. Diligent follow up with customers in your lead pipeline to identify opportunities to help them solve their payments and business challenges. Prepare and execute an account/win plan for every sales opportunity. Conduct and deliver high-level presentations and product demonstrations to showcase the value proposition of our digital payments solutions and win new opportunities. Overall, develop a strong pipeline of opportunities within new and existing accounts. Attention to RFP and proposal processes. Have overall accountability for winning competitive proposals.

• Client relationships: Maintain and manage relationships with clients while building and sustaining growth. Build and nurture strong, long-term relationships with key decision-makers and stakeholders. Collaborate with clients to understand their specific payment processing needs and tailor solutions accordingly.

• Channel and strategic business partnerships: Identify channel partners and strategic business partnerships to accelerate revenue growth and play the role of relationship manager.

• Market intelligence, sales collateral, proposals and contracts: Lead preparation of all sales collaterals, proposals and contracts for specific sales opportunities. Contribute hands-on in preparing all such documents. Provide inputs, analysis and market intelligence related to client’s organization and expectations, competition, pricing/commercials, and any areas that are relevant to the opportunity. Identify how solutions can meet client needs and present accordingly at the highest level within the organization. Use effective discovery methods to understand the customer’s business and recommend the right solution for their business. Lead all commercial and contract negotiations to effective closures with clients.

• Product knowledge: Maintain an in-depth and comprehensive understanding of our digital payments products and services. Develop and maintain a deep understanding of products and services and marketing activities, and knowledge of competitors’ offerings. Bring deep knowledge of offerings and their fulfillment and be responsible for bringing solutions and thought leadership to our clients. Educate clients on product features, benefits, integration processes, and value proposition, and get their buy-in to select our product for their organization.

• Cross-functional collaboration: Collaborate with other teams in the company to the extent required to ensure a positive experience for customers and grow revenue. Collaborate with sales support, product management, marketing, and delivery teams to ensure a seamless customer experience. Additionally, we collaborate with colleagues in the sales team and with finance and senior management teams to prepare, review and refine business propositions and win strategies for every sales opportunity. Ensure success of engagements. Provide valuable feedback from clients to contribute to product enhancements and improvements.

• Win-Loss analysis: Prepare and present win-loss analysis for every sales opportunity.

• Sales reporting: Regular reporting, coaching and pipeline reviews with your manager at a frequency defined by the manager. Track and report on sales performance, providing regular updates to the leadership team. Apply defined processes and tools to manage and document the sales pipeline.

Qualifications:

• Proven experience as a Sales Director or in a similar role in the digital payments sector in the target market, especially in Product sales.
• Excellent knowledge of digital payment technologies, trends, and regulatory landscape in the target market, preferably in the areas of Real-time Payments, Bill and Invoice Payments and other Overlay Services, Fraud and Risk Management, Merchant Acquiring and Acceptance, Cross-border Payments, and Payment Modernization.
• Existing relationships and a strong professional network with executives in the digital payment industry, specifically executives at Financial Institutions (Banks), the Central Bank or Central Payment Infrastructure Operator, Payment Processors, Payment Service Providers and Fintechs in the target country/market.
• Strong presentation, negotiation, and interpersonal skills.
• Demonstrated ability to meet and exceed sales targets.
• Bachelor's (or higher) degree in Business, Marketing, or a related/relevant field.

Benefits:

• Competitive base salary with a lucrative commission and bonus structure.
• Comprehensive health insurance.
• Opportunities for professional development and career advancement.

If you are a seasoned sales professional with a successful track record in the digital payments industry and a passion for driving business growth, we encourage you to apply and be a key contributor to our continued success in the market.
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