Member Access Processing (MAP) is a trusted leader in payment processing solutions. We provide secure, efficient, and tailored services to financial institutions and businesses, enabling seamless transactions for their customers. With a focus on innovation, reliability, and customer satisfaction, MAP is committed to delivering cutting-edge technology and exceptional service in the ever-evolving world of payments. We pride ourselves on creating a positive, collaborative work environment where our employees can grow and make a meaningful impact.
Overview
The position of Director of Relationship Management and Business Development will drive and achieve specific sales goals and market share growth of the Company’s products and services. He/she will maintain an analytical mindset focused on the advancement and management of all sales cycles to influence and achieve customer needs and maximize Company revenue opportunities and brand awareness.
This position is tasked with cultivating client business renewals and new business through the building of long-term relationships with clients and prospects, collaborating with corporate and industry business partners and delivery of Company solutions to customers. This position integrates all aspects of the sales process – from prospecting and pre-qualifying potential clients to calculating cost estimates, preparing, and delivering presentations, creating proposals, and ultimately closing the sale. Responsibilities require the management of a current base of customers for additional sales and prospecting of new customers for the demonstration of Company products, proposals, and closings by way of self-generated leads.
Leadership, relationship, and consensus building skills, and a proven ability to think strategically in a rapidly evolving environment are required. This candidate must be an individual who is a driven self-starter obsessed with growth, knowledge and problem solving, and thrives in a fast paced, fast thinking, rapid execution environment. He/she must excel in the delivery of service and quality excellence. Furthermore, the individual must be able to interface at all levels of business, understand business objectives, and drive results with little or no instruction or supervision.
Other duties will include completing all administrative tasks including the maintenance of appropriate reporting/database systems. This individual has a high visibility and high-impact role due to their significant influence on the growth and success of the Company. The position is directly accountable to the SVP, Sales & Business Development.
Role and Responsibilities:
In this position, you will establish a standard for excellence in the following crucial areas:
- Selling to existing customers in assigned territory.
- Participate in the creation and execution of the company’s annual sales plan that meets or exceeds stated revenue and profit targets.
- Optimize call routes to maximize time in the field and overall efficiency.
- Meet regularly with customers and prospects in sales territory to understand their evolving product, service, and training needs.
- Educate customers on company offerings and purchase options.
- Expand customer understanding and use of company’s standard product lines, ancillary solutions, and service capabilities.
- Identify and pursue new customer acquisition opportunities.
- Monitor real-time sales opportunities at new businesses and/or business-related events and tradeshows.
- Educate potential customers on company product offerings.
- Build long-term, productive, and mutually beneficial relationships with new customers.
- Champion company’s value proposition and brand in the local community and region.
- Visit assigned customers and prospects as outlined in the annual Member Access Processing sales plan.
- Be regularly available and responsive to customers' real-time needs.
- Efficiently track and manage all client / prospect data within corporate CRM system.
- Produce accurate monthly sales reports and sales statistics/data.
- Generate product Proforma’s, sample invoices and corporate ROI models for prospects and customers.
- Conduct and support sales meetings, presentations and the generation of prospect proposals and collateral.
- Maintain current knowledge on all Company products and services, reseller solutions and industry related emerging technology.
- Identify and execute regional marketing activities to enhance regional presence
Key Performance Areas:
- Self-motivator, "hunter" mentality, disciplined, aggressive and experience in planning and managing a large sales territory.
- Capitalize on industry knowledge and contacts to uncover business opportunities.
- Research, gather, manage, and direct ongoing product development, related strategies and solutions to achieve corporate and client goals.
- Ability to work diligently without direct supervision.
- Self-motivated, disciplined and experienced in performing cold-calls and managing cold-calling prospects.
- Strong sales techniques, closing and negotiating skills, a proven sales performer.
- Outgoing individual with good attitude and enthusiastic manner.
- Superior oral, written and presentation-communication skills.
- Superior telephone skills and the ability to get to decision-makers.
- The ability to identify problems and provide solutions to satisfy them.
- Good equipment demonstration and feature/benefit selling skills.
- Create and foster a creative, positive, efficient, and collaborative team working environment.
- Effectively advise and influence customers through consultative selling techniques.
- Articulate product solutions in terms of ROI to the customer.
- Articulate corporate product development and sales deliverables in the terms of ROI to the Company.
- Utilize team members including post-sale delivery professionals, pre-sale technical professionals, and management to achieve business objectives.
- Rely on your excellent leadership and interpersonal skills to initiate and maintain executive level interaction and customer satisfaction.
- Understand and articulate the value of the company and its services.
- Maintain service and quality excellence across all business lines.
Qualifications and Education Requirements:
- BS degree in a business-related field (Marketing, Sales, Management, Communications) and/or 7+ years within an industry related management position.
- Demonstrated success in sales.
- Demonstrated success managing a account relationships.
- Demonstrated success developing new account opportunities.
- Experience in selling and articulating the value of the Company’s professional services to prospects and customers.
- Self-directed, entrepreneurial work attitude.
- Required to drive or travel frequently.
- Position directly impacts the short and long-term financial results of the Company by:
a) Driving sales and profits for existing and new customers.
b) Providing the highest quality of service to customers.
- Strong written and verbal communication skills
- The ability to assess and formulate written solutions that also include correspondence and emails, proposals, presentations, evaluations of current or proposed clients and business activity.
- Possess strong computer skills, a willingness to understand and use research resources available through compact disk technology and the Internet.
- Ability to organize, prioritize and manage multiple priorities with attention to detail and follow through.
- Ability to work with tight deadlines and in pressure situations.
- Ability to work with Company business teams and associated vendors
Preferred Skills:
- An assertive personality, high energy level and resilient character
- Excellent verbal communication skills
- Exhibit high integrity in all business dealings
- Superior time management and organization skills
- Minimum of three to five years management experience within the Debit, Credit or ATM industry or related field preferred.
- Preferred candidates will have an Undergraduate Degree and prior sales experience.
- Successfully pass a background and credit check
- Advanced computer skills and prior use of Microsoft Excel, Word and PowerPoint software.
Ability To:
- Rapidly build, speak to, and maintain knowledge of company product lines.
- Identify opportunities, negotiate, and manage sales, manage business needs and cost requirements.
- Understand and use basic selling techniques: open, probe, presentation, over-coming objections.
- Understand, apply, and synthesize complex data/information regarding customers and account package.
Physical Requirements:
- Sit and work for long periods of time (75-100%)
- Read documents necessary to the daily performance of essential functions (75-100%)
- Competently operate standard office equipment: personal computer, telephone, and photocopier (75-100%)
- View a computer terminal for extended periods of time while producing documents, conducting research, and working with clients (75-100%)
- Travel offsite and operate a motor vehicle for moderate periods of time (15-30%)