Corporate Sales Manager

What is the purpose of this Role?

The role holder is responsible for new business sales within a vertically defined business segment within the IRE focusing on Large Corporate.  The person will be responsible for self generation of leads, and growing relationships with partners who will support the growth of Elavon business. The person will be responsible for achieving revenue targets, as well as support the vertical strategy. This is a senior high profile role so should be an excellent communicator to manage the external relationship and internal relationships, with matrix management capability.

Fitness & Probity

This role is a ‘controlled function’ as defined by the Central Bank Reform Act 2010 Regulations 2011.

Accountabilities for your role - what are you expected to do?

Key Result Areas

• To achieve annual targets in respect of Revenue (called DIAOR).
• Building partnerships that will support the growth of Elavon business in the specific verticals.
• Market trends and feedback into the business of market direction within vertical.

• Sell enterprise wide Elavon portfolio of products and services.
• Adopt Elavon methodology so as to enable communication within the business.
• Attend internal forum for resource request and update CRM systems in support of this this.
• Forecasting and pipeline management.

• Interface with other internal departments (e.g. C&R, deployment, Operations) as required to ensure that customer opportunities are managed quickly and effectively through the sales process.

Key Performance Indicators

• DIAOR Vs  targets.
• Activity levels & Conversion ratios.
• Proven examples of strategy creation and delivery to support the EV Sales Directorate.
• Feedback from Direct line management and supporting departments.
• Accuracy of actual Vs forecast.
• Performance Vs peers.
• Timely identification of trends and developments.
• Knowledge shared appropriately.
• Performance Vs competitors.
• Average sales cycle duration.
• Customer satisfaction.
• Customer complaint handling.

Competencies for your Role - how are you expected to behave?

1. Drive for Results

Pursues goals with energy and perseverance; rarely gives up before succeeding; works to overcome barriers and challenges in order to produce desired results; can be counted on to achieve or surpass goals; consistently a top performer among peer group.

2. Collaboration

Develops good working relationships with others; recognizes and values differences; encourages an inclusive collaborative environment and open dialogue; puts team’s goals ahead of personal agendas; shares information openly and transparently; openly supports team members and their efforts.

3. Inclusion

Build a culture of equity and inclusion in which diverse ideas, talent and perspectives are welcomed and encouraged.

4. Customer Centricity

Build strong customer relationships and deliver customer centric solutions.

5.  Risk Management

Appropriately identify and manage risks, in compliance with applicable laws, rules and regulations, and with Company Policy.

6.  Ethics and Trust

Maintain high ethical standards; gain the confidence and trust of others through honesty, integrity and authenticity. Conducts him or herself honestly and ethically; adheres to a core set of values and standards appropriate to the situation and acts; accordingly, is consistent in own words and actions; inspires trust and respect by dealing openly with people; keeps confidences and admits mistakes.

Technical Competencies for your Role - what are you expected to know?

Knowledge / Skills / Experience required

• Fluent English and German is a must;
• Demonstrable over-achievement against target experience in a direct  sales in IT/outsourcing based business-to-business marketplace in a role that is primarily focused on - new self-generated business acquisition - . Knowledge of the payments industry is desirable but not essential.
• Primary understanding of engaging large corporate, and apply complex sales methodology.
• Building relationships with CXO’s and engaging with multiple stakeholder management within the decision making cycles.

• Engage with partners who support the payments life cycle arena.
• Business professional who is commercially and financially aware to create business cases to support in negotiating contracts and has ability to negotiate logically and constructively.
• A person who can build and lead virtual teams to support and win opportunities.
• An influential and highly effective communicator (verbal/non-verbal/written).
• A willingness to accept change and the ability to maintain effectiveness in a changing environment with ability to “see the bigger picture”.
• A person who has the ability to work in an entrepreneurial environment.

Qualifications Required to perform your Role?

• 5 Years plus experience of direct B2B sales channels.
• Experience of payments would be beneficial but not mandatory as we have an excellent training resource programme.

Control Function Disclosure

This role has been identified as Controlled Function (CF 4) under the CBI Regulations. Accordingly, the Company must be satisfied on reasonable grounds that the role holder complies at all times with the requirements of:

a) the CBI’s Fitness and Probity Regime and the Conduct Standards (as applicable to the role).

Applicants (and upon joining the Company, employees) agree to permit the Company (or its agents) to conduct such due diligence as it deems necessary to satisfy itself on reasonable grounds that you comply with the aforementioned requirements (as applicable to the role) and that you will provide the Company with all information and/or documentation relating to your qualifications, experience, employment history, financial soundness and other interests that the Company requests for that purpose.

It is the individual responsibility of every employee to maintain a current awareness and understanding of and to fully comply with U.S. Bank’s “Code of Ethics”. Each employee is also expected to maintain an awareness of the laws, regulations, internal policies and procedures that are appropriate for the position.

Location expectations  
This role is designated as home-based remote.