Dealer Account Manager

Every day, Global Payments makes it possible for millions of people to move money between buyers and sellers using our payments solutions for credit, debit, prepaid and merchant services. Our worldwide team helps over 3 million companies, more than 1,300 financial institutions and over 600 million cardholders grow with confidence and achieve amazing results. We are driven by our passion for success and we are proud to deliver best-in-class payment technology and software solutions. Join our dynamic team and make your mark on the payments technology landscape of tomorrow.

Dealer Account Manager (DAM)

Type: Full-time

Job Overview:

The Dealer Account Manager assists our Dealer Channel with all HPOS sales and lead related matters for the Heartland Commerce products. This position works with dealers on all POS sales related questions as well as educate them on product benefits, sales materials and ordering procedures in order to influence the constant upward trajectory of new sales. The DAM is responsible to effectively direct leads to Dealers as well as work with Dealer's Merchants and Prospects to close and or / enhance overall sales.

The DAM is responsible to handle and immediately resolve individual RM and SPA inquiries about certain HPOS leads and transactions for their processing / payroll Merchants. This position also works with the Non-Heartland POS Dealers who purchase PCA through Distributors to promote greater revenue. This position is responsible for influencing a large monthly increase to New recurring revenue sales (Margin).

This position requires very little travel out of the Pearl River, NY office. The DAM's main objective is to drive and grow daily new sales with various staged Dealers that require more hand holding, i.e. new Dealer, Top performer with large opportunity, new vertical opportunity, and/or Dealer that is shorthanded and needs help turning leads, working quotes and putting in orders. They are the Inside Dealer Manager and work hand in hand with the DBDMs who are the Dealers' Outside Manager. This position has intimate knowledge of product and process, how to demo it, the existing channel and uses their relationships and knowledge to influence change while maximizing revenue.

Why this role is valuable to the company

The Heartland POS Dealer Account Manager serves as an integral role in the successful new sales growth of our HPOS Dealer channel. This role is critical in growing revenue as well as driving the Dealers' transition into selling SaaS, PaaS and AUX adoption. This position is a pure sales play for POS as opposed to the DBDM which is a pure business development play. This position serves as the driver of day to day sales whereas the DBDM is responsible for long term overall Dealer recruitmentment and revenue growth.

Scope of responsibilities

* See below attached DAM Task List.

Requirements

* 2 plus years in inside sales, preferably POS related

* Enjoy growing revenue and responsive to resellers communications

* Extremely organized with professional follow-up habits

* Enjoy problem solving and lead generation

* Hospitality & food service and / or retail experience is helpful

* Experience with MS Office, Salesforce.com, LinkedIn and social media

* 4-year college degree or equivalent experience

Compensation and Benefits

This person will work from Pearl River office. This position is a salary plus commission position

Dealer Sales

* DAM is responsible to make sure they fully understand pricing, sales ordering process and order documentation.

* DAM is responsible to know technique, selling points and marketing collateral for each product they are responsible to assist Dealer to resell.

* DAM is responsible to develop close selling relationship with the Dealers they are assigned to.

o DAM needs to expeditiously touch base with Dealers as they hit touch points on tetris sales performance lines (up move than 25% of pace, down more than 25% of pace)

o DAM is responsible to make sure that the Dealer knows to call them for anything sales order related including discounts as they are the Dealers' sales advocate.

o DAM is responsible to overcome any Dealer sales blocks and make sure that they help the Dealers grow sales in products they are responsible for.

* DAM is responsible to communicate with DBDM and SVP of program if Dealer is having a major challenge or if they sense a trend among many Dealers that could negatively affect revenue.

* DAM is responsible to communicate with DBDM (and stay on top of) if they have any new Dealer opportunity or existing Dealer that wants to sell an additional product and / or grow territory.

Dealer Communication

* DAM is responsible to assist Dealer in finding resources or people responsible with any day to day issues or issues that are blocking Dealer from selling, demoing or supporting individual merchant (end user).

* DAM is responsible in helping Dealer close large opportunities that require special pricing and resources and communicate progress to the Dealer so they are aware of their progress.

* DAM is responsible for Dealer's new sales production and must influence and communicate progress to the Dealer so they are aware of their progress.

* DAM is responsible for Dealer's lead closure ratio production and must influence and communicate progress to the Dealer so they are aware of their progress.

* DAM in assigning "in que" leads received to Dealer and update in SF.com and communicate progress to the Dealer so they are aware of their progress.

* DAM is responsible to assist in launches of new sellable products to all Dealers they are assigned to. This can include helping them sell the first one, getting them to training, finding resources and making sure they are comfortable selling it.

o Monitor Dealer revenue increase and decrease as well as funnel and discus recent past performance as well as immediate future performance and communicate progress to the Dealer so they are aware of their progress.

Marketing

* DAM is responsible to know all marketing collateral available and make sure Dealers know where to find it, how to use it to drive sales.

* DAM is responsible to look for and communicate opportunities for success stories, marketing opportunities. Re-amplification of quality marketing work that Dealers have created.

* DAM needs to be active in the suggestions of any marketing materials that they see would benefit the team's sales.

* DAM needs to be active in the suggestions of any marketing materials that they see would benefit the Dealers' sales.

Trade Shows

* DAM may be asked to work occasional tradeshow that will require travel outside their office.

* DAM is responsible to aid DBDM in assuring Dealer participation in all tradeshows and events that require Dealers.

Documentation & Tools

* SF.com, DAM is responsible to enter, maintain and keep historical notes as well as status changes on all Dealer and Dealer prospects assigned to them. Additionally, DAM is responsible to learn and fully understand how a Dealer needs to use SF.com Portal as well as train and monitor Dealer KPIs.

* DAM is responsible to learn and fully understand how a Dealer needs to use Knowledge Portal.

* DAM is responsible to learn and fully understand how a Dealer needs to use Dealer Exchange.

* DAM is responsible to learn and fully understand Google Drive and where to access all documents and know each documents' content.

Other Responsibilities

* Professional Communication - DAM is responsible to respond professionally, courteously and ethically to all communication they receive within 24 hours

* If the DAM is out of office, it is their responsibility to request and find a team member who can handle their communication while they are out.

* DAM will respond to communication in the same way the communication came in. IE phone - return by phone

* DAM will cc executives on communications as necessary

* DAM will always copy and get back to all people on the thread. So, that no one is left without a response to an email they were originally copied on.

Vacation, Travel and Expenses

* DAM is responsible to make their own arrangements for Travel via Concur.

* DAM will arrive no less than 12 hours before the start of their responsibility or appointments when traveling that involves taking a flight to the appointment / event.

* DAM is responsible to submit travel for approval that is not requested of them before booking.

* DAM will not accrue expenses over without SVP approval. (Dinner, Room Service, etc.)

* DAM is responsible to make manager aware and follow company procedures to take PTO.

Global Payments Inc. is an equal opportunity employer. Global Payments provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex (including pregnancy), national origin, ancestry, age, marital status, sexual orientation, gender identity or expression, disability, veteran status, genetic information or any other basis protected by law. If you wish to request reasonable accommodations related to applying for employment or provide feedback about the accessibility of this website, please contact jobs@globalpay.com.