Self-Service sales leader

JOB TITLE:   Self-Service Sales Leader

ORGANIZATION:       Ingenico TSS

BASED AT:   Paris or European capital

TRAVELS:   Frequent as required

JOB PURPOSE/MISSION:

The self-service sales leader defines and implements the sales plan in accordance with the self-service strategy.

As the Self-Service Sales Leader, you animate and coordinate the Global Self-Service sales within the dedicated Self-Service team and contribute directly to self-service global sales.

It means a animation, coordination, support and reporting role with local sales teams in charge of self-service sales.

You have and maintain a full 360° vision of the sales activity in all regions (NAR, EMEA, APAC and LAR)

You will be in touch with local sales teams involved in Self-Service business, like – but not limited – vending, parking, transport, EV charging, petrol, retail.

This role will also be responsible for identifying and qualifying new business opportunities coming from customers, partners or internal marketing & sales teams. He can make the link between prospects or international customers with the local Ingenico sales teams.

The Self-Service Sales Leader will be involved in sales actions: prospections, commercial proposals, and presentation/submission of the offers, as support of local teams

The self-service sales leader

REPORTING TO: Head of unattended vertical business / part of Global Sales team

KEY RESPONSIBILITIES:

• Definition of the global sales plan and commercial guidelines (especially for prices)
• Perfect knowledge of sales activity in all regions and countries
• Periodical meeting with local sales teams about sales activity, account reviews, Q&A
• Periodical reporting to the management of sales activity and main trends
• Qualification of sales requests coming from main customers or from local team.
• Ability to translate these requests in commercial proposal
• Active support for local sales teams for the main tenders
• Definition and participation in commercial prospecting actions
• Participation of sales events (exhibitions, events, webinars…)
• Implementation of commercial partnerships to develop self-service sales
• Technology watches active on competition's offers & prices

Key Performance Objectives/Indicators:

• Annual Self-Service sales in term of quantity (terminals), global revenues, and margin
• Business success ratio
• Revenues beyond terminals sales (additional services, professional services…)
• Global market share evolution

Competency/Skill requirements:

• At least 10 to 15 years of experience in indirect sales of complex solutions (hardware, software, services)
• Perfect mastery of complex solution sales cycle: prospecting, qualification, proposition, presentation, negotiation and closing
• Solid experience in animation of an international sales network (building and maintaining relationships)
• Demonstrated ability to develop, communicate, implement and follow sales plan
• Proven ability in management of high value revenue sales opportunities at all levels of management in multinational sales organizations
• Good knowledge (functional and technical) of each vertical of self-service market  
• Previous experience working in payments, technology, FinTech, and B2B
• Experience working globally in a highly matrixed environment, able to travel internationally up to 15% of the time
• Very good knowledge of Salesforces

BehaviourAL skills:

• Expert of sales in self-service market, able to thrive in a fast-paced, dynamic work environment
• Capability to apply the sales self-service strategy and main sales guidelines across Ingenico’s countries
• Ability to convince both internal sales and customers
• Listening and animation capabilities to manage international internal sales teams without hierarchical link
• Adaptability to work with local sales teams on large tenders and/or large contracts
• Excellent interpersonal, relationship-building and client-facing skills, able to be credible to the key client contacts and decision makers
• A strong team player and contributor to the success of the team

LANGUAGES:

• Excellent communication and presentation skills (both written and oral) in English are required.
• French is a plus