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Head of Direct Sales

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Publish Date: Oct 6, 2021

Location: UK Wide, UK Wide, GB

Company: worldline

 
About Worldline
Worldline [Euronext: WLN] is the European leader in the payments and transactional services industry and #4 player worldwide. With its global reach and its commitment to innovation, Worldline is the technology partner of choice for merchants, banks and third-party acquirers as well as public transport operators, government agencies and industrial companies in all sectors. Powered by over 20,000 employees in more than 50 countries, Worldline provides its clients with sustainable, trusted and secure solutions across the payment value chain, fostering their business growth wherever they are. Services offered by Worldline in the areas of Merchant Services; Terminals, Solutions & Services; Financial Services and Mobility & e-Transactional Services include domestic and cross-border commercial acquiring, both in-store and online, highly-secure payment transaction processing, a broad portfolio of payment terminals as well as e-ticketing and digital services in the industrial environment. In 2019 Worldline generated a proforma revenue of 5.3 billion euros. worldline.com

At Worldline, our technology addresses persistent challenges of the payment world. We design and operate leading digital payment and transactional solutions that enable sustainable economic growth and reinforce trust and security in our societies. If you are an enthusiastic and hungry Head of Sales, then get ready to join our company!

 

We have many hardworking and dedicated peers that would love for you to work with them. We are committed to continuous improvement. We are always looking for new and innovative ways to improve quality, reduce costs, build excellent solutions, and grow customer happiness. We would like to welcome an organized, innovative and process driven colleague to our team.

 

You will be responsible for leading and developing an already strong team whose focus is on winning market share, growing sales and securing new business in the food retailing, quick service and dine-in restaurant sectors in Northern Europe. You will also be a key member of the sales and marketing management team, reporting to the Managing Director, GSV.  

 

Your day-to-day responsibilities include: 

  • You will be responsible for undertaking the analysis, planning and sales performance management for business development and account management within the food retailing, quick service and dine-in restaurant sectors covering UK, ROI and potentially the Nordics.
  • You will be responsible for identifying new business opportunities with new and existing customers; effectively communicating Ingenico's market proposition; accurately interpreting client needs; proposing suitable solutions and closing deals.
  • You will be responsible for ensuring we keep our existing customers and grow the services we provide them with.
  • You will be the commercial point of escalation for existing customers.
  • You will be responsible for identifying new products, solutions, services or partnerships which complement Ingenico's offerings. Qualifying these and concluding agreements / contracts in order to bring these to market and realise profitable revenue for Ingenico.
  • You will create and manage sales budget and sales operating plans for New Business Development and account management in the Retail and hospitality sectors while providing support and core inputs to both the three year and annualised plans.
  • You will be responsible of forecasting market share analysis, competitive intelligence and product/solution performance feedback from customers.
  • You will travel to various UK and international locations as required to meet with clients to discuss requirements and present proposals as appropriate.
  • You will prepare high-quality presentations and proposals for submission to clients in support of new business pitches and other formal selection processes (RFP/RFI...).
  • You will provide timely management and performance management reporting, resource utilisation, opportunity qualification and prioritisation.
  • You will be responsible for the reporting of KPI’s and high-quality usage of sales support systems and tools (salesforce.com, Miller Heiman etc…).
  • You will coach and develop your team members, undertaking performance reviews, putting in place personal development plans whilst providing supportive feedback and realistic management of expectations.

 You may also need to lead the new business focus on a small and very select number of targeted Tier 1 prospects.

 

Skills we can’t do without: 

  • Communication - very strong and authoritative communicator, capable of presenting at conferences and board.
  • Sales – highly advanced skills in opening, managing and closing sales opportunities in complex organisations
  • Interpersonal Skills -accomplished interpersonal skills with the ability to use a variety of engagement techniques
  • Sales & Negotiation Skills - advanced negotiation capability being able to undertake complex customer negotiations
  • Planning and Organizing - extremely well organised with the ability to plan ahead to meet deadlines and targets
  • Team development - high performance management capability with the ability to build high performing teams
  • Management - the ability to work with senior persons and to manage and develop the performance of a team and individuals within it
  • Leadership – proven track record in leading, building and developing high performing sales teams

 

Behaviour skills:

  • Self starter comfortable working both independently and as part of a team, able to lead by example.
  • Discretion, ability to work on confidential projects and support Chinese walls to avoid conflicts
  • Able to adopt a range of managerial styles to support effective outcomes using leadership or pragmatism
  • Analytical thinker with good strategic planning skills and the ability to sell change and tough performance review
  • Dynamic and meticulous, strong organisational skills

 

Education Qualifications / Experience Requirements: 

  • Relevant bachelor’s degree or/and professional qualification    
  • Working experience preferably within the payments or professional services industries
  • Experience in sales or business development selling B2B to large organisations at C level
  • Experience of leading and managing a high performing sales team
  • Payment experience is desirable but not essential
  • Experience of selling software and professional services to large retail and hospitality brands

 

Management Ability/Responsibilities for other staff:

  • Recruiting of direct reporting staff
  • Assessing / appraisal review direct reporting staff
  • Identifying training needs in line with business goals
  • Managing and achieving high sales performance

 

Skills we’d like:

  • You have knowledge of electronic payment/cashless transaction market
  • You have experience of working with varied financial business models
  • You have CRM and Salesforce.com experience

  

The 20 000 employees of Worldline are all different but share the same values. You can see it in the way we behave. We are curious and humble – we are learning every day, we keep things simple and everyone engaged. In our fast-moving industry, we are adaptable and life-long learners. Everyone demonstrates the same dedication to quality and efficiency. We have an entrepreneurial spirit and sense of service. Above all, we never turn our back on a challenge. These values nurture a dynamic and innovative team where everyone can develop and grow. Innovation, Cooperation, Excellence and Empowerment are reflected on our daily work. This is the core of our organization. At Worldline our top priority is to engage, encourage and develop you to help you improve your potential. Our success comes from strong skills, new insights, diverse points of view and the energy of all women and men from Worldline. Not only do they represent the Heart and Face of our company, they are also key players in our success. We make leading our talents a major asset in the success of our business. Worldline is proud to be an Equal Opportunity employer. We do not discriminate based upon race, religion, colour, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as an individual with a disability, or other applicable legally protected characteristics.

The 20 000 employees of Worldline are all different but share the same values. You can see it in the way we behave. We are curious and humble – we are learning every day, we keep things simple and everyone engaged. In our fast-moving industry, we are adaptable and life-long learners. Everyone demonstrates the same dedication to quality and efficiency. We have an entrepreneurial spirit and sense of service. Above all, we never turn our back on a challenge. These values nurture a dynamic and innovative team where everyone can develop and grow.


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