Dir I, Sales

InComm Payments•Atlanta, GA

3d•Hybrid

About The Position

When you think of InComm Payments, think of Innovative Payments Technology. We were founded over 30 years ago and continue to be a pioneer in the payment (FinTech) industry. Since our inception, we have grown to be a team of over 3,000 employees in 35 countries around the world. We own over 400 global technical patents and a network that includes over 525,000 points of retail distribution that points to our industry expertise. InComm Payments works with the most recognized and valued brands in the world, and we are partnered with most of the world’s leading merchants. InComm Payments is highly focused on our people and their growth, and we work hard to make a career at InComm Payments meaningful and rewarding. We value innovation, quality, passion, integrity, and responsibility in all that we do, and we are looking for great people to join our team as we move forward towards a very bright future. InComm InCentives is adding a Director of Business Development for B2B Channel Distribution to the team. The ideal candidate has an entrepreneurial mindset and comfortable in the “Hunter” role, responsible for pure acquisition of new accounts in the B2B and e-commerce arenas. InComm InCentives sells both platform solutions for rewards, loyalty, and incentives, as well as gift card products, dictated by the business customers’ needs. They will help InComm InCentives aggressively expand into new verticals of physical and digital gift card sales, through building pipeline, cold calling, prospecting, and acquiring new business. This is an independent position responsible for researching potential opportunities and generating their own leads. High aptitude in understanding technology and selling software are required along with the ability to penetrate into new companies to find and engage with the appropriate contacts. Key attributes are strong work ethic and persistence to find new opportunities, creativity to navigate large organizations to find the appropriate buyers, good listener and curiosity to understand problems and pain points, and ability to position our market leading technology and team to win new business and move business from their current suppliers. Our Director of B2B Channel Sales will have a passion for sales, growing business, and making an impact for InComm and new customers. Targeted customers range from gift card industry start ups / up and comers to large financial institutions and other large Fortune 500 companies. Typical targets use our products for rewards and incentives, rebates, promotions, customer acquisition, employee engagement, and consumer loyalty.

Requirements

3+ years of experience in B2B technology sales with a strong network and contacts
Proven book of business with contacts in relevant industries, including Software sales, Financial/Banking/FinTech, Rewards & Recognition, Consumer Loyalty, Healthcare, Rebates and Promotions industries
Proven track record of sales success with in-depth knowledge of the lead generation and CRM
Knowledge of gift card products and fulfillment
Able to function in complex environments with minimal direction
Solid individual performance while partnering with others
Works well through self-directed effort
Shares knowledge in area of expertise
Advanced written and verbal communication skills, including presentations to all levels organizations
Experience working with salesforce automation and Microsoft Office Tools (Word, Excel, Powerpoint, Outlook, etc).
Demonstrated effective leadership and analytical skills
Proven track record of success closing multi-million dollar deals as an individual contributor
Experience negotiating contracts in collaboration with legal counsel
Bachelor’s degree and 10 - 20% travel required.

Nice To Haves

Experience selling retail, payments, gift card, or mobile technologies.
The ideal candidate will be consultative, creative, and a strong communicator with the ability to build exceptional relationships and acquire new business.
Our environment is fast-paced, and requires someone who is flexible, detail-oriented, and comfortable working in a team environment.
A successful track record of developing and hunting new business partners and transitioning to Account Management Team upon contract signature.
Strong business acumen, and excellent analytical skills.

Responsibilities

Identifying pipeline of B2B prospects suitable for API Solutions for Physical / Digital Gift Cards and a pipeline for full service / platform solutions including employee engagement and consumer loyalty
Identify and pursue key accounts across many industries
New account acquisition for B2B Resellers and Client Direct Accounts
Negotiate contracts within the parameters provided by the General Manager
Serve as subject matter expert related to product types, fulfillment options and API solution selling. This includes Open network prepaid cards (Amex, Visa, Mastercard) and Retail branded gift cards in both digital and physical format
Work with Account Managers to define and refine customer handoff after contracts are executed.
Follow business practices related to customer data including use of the InComm InCentives CRM.
Other duties as assigned.