Head of Distribution Sales

WELCOME TO INGENICO  

Ingenico is the global leader in payments acceptance solutions. As the trusted technology partner for merchants, banks, acquirers, ISVs, payment aggregators and fintech customers our world-class terminals, solutions and services enable the global ecosystem of payments acceptance.

With 40 years of experience, innovation is integral to Ingenico’s approach and culture, inspiring our large and diverse community of experts who anticipate and help shape the evolution of commerce worldwide. At Ingenico, trust and sustainability are at the heart of everything we do.

ABOUT THE ROLE & TEAM

The Head of Distribution Sales is responsible for the sales to our distribution partners in the USA. This includes the overall quality of service delivery of an ongoing plan for Ingenico’s business that runs through distributors in the United States. This role is responsible for establishing, maintaining and growing distributor relationships, managing and directing overall program performance and for meeting or exceeding the program Client Value, Employee Value and Shareholder Value goals.

The Head of Distribution Sales creates and delivers real value by working with the client(s) to set appropriate performance goals and understand key value drivers and drives performance by collaborating with the internal business partners to ensure understanding and alignment on client and program goals. This role works closely with sales colleagues who develop business with end customers for which the product goes through the distributors.

Furthermore, the purpose of this role is to lead, manage and coordinate various activities of cross functional project teams on critical/high complexity projects. This requires close liaison with the relevant project sponsors/customers and resource managers to ensure that projects are delivered on time, to the right quality and within budget, in-line with business priority.

Since building and maintaining positive customer and partner relationships is critical to the position, the ability to work and communicate effectively internally within all levels of Ingenico and externally with customers is essential. The candidate will perform sales related activities at customer locations which may include, but is not limited to, customer presentations and product demonstrations at all customer levels including "C" level.

 WHAT YOU’LL DO

• Participate in the overall channel sales effort for Ingenico Hardware & Software Payment Solutions in a manner that contributes to lngenico meeting its global and regional sales revenue goals.
• Develop and grow lngenico business with US distributors such as The Phoenix Group, POS Portal, TASQ, POS Data, Bluestar, Ingram Micro, ScanSource.
• Establish customer and partner relationships, present lngenico solutions to the customer, close the sales and ensure the solutions are delivered and supported in a manner satisfactory to the customer's expectations.
• Set strategy as well as build/execute a sales business plan for territory success that is in line with the global and regional strategy by evaluating distributors and building an individual plan for each - identify which to focus on for maximum growth.
• Provide accurate and timely forecasts and reports to Sales Management.
• Manage Distributor Inventory reporting, Sales Out reporting and revenue/partner tracking.
• Coordinate with other channels on business that is sold directly but will run through the distribution channel to ensure forecasting, product customization and delivery are seamless.
• Provide necessary training to staff, customers and partners as appropriate.
• Analyze partner requirements and recommend best practices & solutions.
• Participate in sales meetings and Industry related events.
• Perform other job-related duties as assigned.
• Position may be responsible for a minimum sales quota assigned annually.
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.

ABOUT YOUR SKILLS

• Bachelor's degree in related field.
• Working knowledge of MS Office and email communication - experience with CRM a major plus.
• Experience in newer retail requirements including security (PCI) and EMV.
• Proficient in troubleshooting and problem resolution.
• Understanding of various encryption standards and concepts in the secure payment industry including Master/Session, DUKPT, DES, Triple DES, PKI and RSA.
• Hardware experience with POS peripherals, PCs, Servers and common POS retail workstations and back-office solutions.
• Understanding of wireless protocols and concepts.
• Understanding of various payment device interfaces and implementations such OPOS, JPOS and IBM EFT.

COMPETENCIES / SKILLS REQUIREMENTS:

• Sales
• Discretion
• Able to drive/conduct a large meeting
• Analytical ability
• Dynamic and meticulous
• Tactful and determined
• Earn respect internally and externally

Supervisory Responsibility:

This position does not have direct supervisory responsibilities but does serve as a coach and mentor for other positions in the department.

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

While performing the duties of this job, the employee must be able to remain in a stationary position throughout 75% of the day. The person in this position needs to occasionally move about inside the office to access file cabinets, office machinery, etc. This position requires the constant operation of a computer and other office productivity machinery, such as a calculator; copy machine, and computer printer. The person in This position frequently communicates with both internal and external clients. Must be able to exchange accurate information in these situations.

Work Environment:

This job operates in a professional office environment.

Travel:

Domestic travel is required up to 50%; international travel is rare.

AAP/EEO Statement:

lngenico provides equal employment opportunity to all individualsregardless of their race, color, creed, religion, gender, age, sexual orientation, gender identity, national origin, disability, veteran status, or any other characteristic protected by state, federal, or local law. Further, the company takes affirmative action to ensure that applicants are employed and employees are treated during employment without regard to any of these characteristics. Discrimination of any type will not be tolerated.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Other Duties:

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

As part of our values, we embrace diversity and inclusion at Ingenico. We are an equal opportunity employer and do not discriminate on the basis of an individual's race, national origin, color, gender, gender identity, gender expression, sexual orientation, religion, age, disability, marital status or any other protected characteristic under applicable law, whether actual or perceived.

Ingenico welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.

We want to adapt our processes and create a safe work environment that welcomes everyone.

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