Business Development Executive – Retail and Connectivity

An extraordinarily talented group of individuals work together every day to drive TNS' success, from both professional and personal perspectives. Come join the excellence

Overview

Overall Objective:

This position is accountable for the execution of TNS' Complete Commerce Go-to-Market strategy and is responsible for the generation and closing of new opportunities for the sell-in and sell-through of multiple payment and network products and services provided by the company.

Complete Commerce is TNS' unified payment and connectivity platform that enables businesses to accept any type of transaction, connect any device, and orchestrate any transaction in a fully PCI-DSS compliant solution stack. It simplifies payments by integrating multiple providers and technologies into one secure, managed solution - ideal for omnichannel environments - and specializes in verticals like unattended payments, specialty retail, parking, and fuel and convenience.

Responsibilities

The full complete commerce solution stack includes the following TNS products, with Connect being the lead products for this role:

Accept any transaction

• TNSPay Unattended
• TNSPay Attended (integrated)
• TNSPay Fuel
• TNSPay BYOT (bring your own terminal)
• TNSPay Checkout (online)

Connect Any device, any location, anywhere

• Smart multi-carrier global SIM
• TNSLink - Unattended
• TNSLink – Retail
• TNSConnect
• Secure Internet Gateway (SIG)

Orchestrate omnichannel transactions

• TNSPay Orchestration
• TNSPay Protect (Tokenization & P2PE):

The position will have a leadership role in setting and executing the tactical and long-term go to market direction for Complete Commerce, including undertaking business development opportunities directly and will carry a business development sales quota and lead sales KPI objectives.

The role will see success through:

1. Exceeding projected revenue goals in APAC

2. Landing new logo customers for TNS offerings

3. Being seen as a Complete Commerce specialist in the market, relevant to industry engagement, and domain subject matter expertise.

The Role:

• Participate as a member of a world-class sales organization who is a leader in the global payment and network business providing community-based networks and processing solutions to the Payments Industry.
• Collaborate with experienced pre-Sales support and a high-quality Partner organization for whom TNS solutions are part of a broader customer proposition.
• Experience income and career growth potential within a company who is a leader in the marketplace.
• Sell a portfolio of leading solutions into a rapidly growing marketplace.
• Benefit from a customized B2B selling process that includes Sales Aids, guidance, a Playbook, and a tightly linked CRM.
• Sell a broad portfolio of products and solutions that are constantly being upgraded, improved and new products are being released.
• Experience career potential in a high-growth company.

Accountabilities:

The Business Development Executive is the catalyst behind TNS' success as an organization. As a consultative sales professional, the Business Development Executive is responsible for driving revenue growth and bringing in net new business from prospects. This role helps solve the business needs of prospects and customers by aligning those needs and objectives with TNS Complete Commerce solution(s). The Business Development Executive will source and own all opportunities and will be responsible for coordinating resources and managing the sales campaign across the entire opportunity pipeline, internally and externally at TNS.

Our expectations of you include...

• You will need to have a detailed understanding of the Retail & Connectivity industry in the product sets outlined in this job description
• Provide guidance on customer and prospect corporate strategic initiatives
• Identify customer needs and effectively understand and respond to customer objections
• Connect client's business objectives with TNS offerings and solutions
• Effectively sell a broad portfolio of products across a wide range of industries
• Assist the customer in maximizing the return of their investment with TNS
• Be proactive in all aspects of opportunity development
• Build and expand relationships with Economic Buyer in prospect and customer accounts
• Establish yourself as a 'Trusted Advisor' to the prospect or customer
• Collaborate with peers and management around ways to continually improve the sales organization
• Provide expertise around areas of interest to discuss industry's best practices and development of high-level strategies
• Support in retaining current customer base and expanding footprint through cross/up sell opportunities
• Bring in net new and innovative ideas to the both the internal TNS team and the customer
• Assist in creating an environment of teamwork and continuous improvement
• Demonstrate a commitment to excellence (i.e. strong business acumen, resilience and determination)
• Partner with sales and additional pre-sales engagement members to align goals and ensure ongoing refinement

Key Performance Indicators (KPIs): Specific quantifiable measures define success for this role:

Renewal - Annual Contract Value of $X

Pipeline - Maintain pipeline to quota ration of at least 4x; Add $X of pipeline per month; Convert X% of leads

Development - Complete all required sales training modules

The Ideal "You" …

Experienced Performer

• 7+ years of Retail and Connectivity and network experience, with 5+ years of software or complex solutions sales experience.
• Customer Focused: Approaching all opportunities through the lenses of the prospect or customer.
• Strategic: Able to prioritize and manage multiple opportunities within territory.
• Persuasive: Achieves 'win-win' positioning, guiding others to change status quo.
• Resourceful: Able to overcome obstacles and barriers to find appropriate sales solutions.
• Discipline and focus to execute to an agreed GTM plan and not simply chasing opportunities that are not on strategy.

Closer of Deals

• You turn as many opportunities into closed-won deals as possible.
• Once an opportunity has been closed, you help manage the initial phases of post-sales support and ensure implementation is set up accordingly.
• You tenaciously manage all opportunities and accounts assigned to you which are likely fall across a myriad of industries.

Hi-EQ Communicator.

• You judge well, both what to say and how to say it.

Talent Magnet

• Your presence at TNS makes other A-Players want to join one of the best companies in the world

Competencies Required: Summary of competencies necessary to be successful in this position:

Selling Skills:

Sales Approach

Handling different sales scenarios; setting agenda; following complex sales process guidance; presenting company value propositions

Active Listening

Capturing verbal queues; repeats back input; working with reluctant talkers; frequency of interruption; obtains (and documents) insight from verbal interactions with peers, superiors, and subordinates

Closing Ability

Concluding sales successfully after they have progressed past Needs Development; closing late-stage deals; developing reasons for prospects to act

Objection Handling

Handling competitive price, resource, and risk challenges to proposed solutions; presenting responses to objections; gaining prospect/client acceptance to proposed solutions

Negotiating

Using give-get frameworks; representing company interests; leaving clients, partners, and prospects with feelings about how a deal was obtained but not at cost of corporate well-being

Cost Justification

Understanding and presenting cost justification methodologies relevant to the business; quantifying cost information that is relevant to the buyer, utilizing a value case to differentiate a solution from competitive offerings; building multiple evaluation criteria that are compelling to the buyer; developing business models that can be replicated and used by others

Managing Sales Support Resources

Managing the impact of internal resources in a sales campaign; gaining cooperation of external resources to participate as a sales campaign resource; maintaining business relationships with internal support staff

Selling Knowledge:

Learn New Products

Absorbing new product/service information; presenting and closing deals on new offerings; incorporating positioning for new offerings into existing sales campaigns

Convert Strategy to Tactics

Developing tactics to implement internal corporate sales strategy; linking customer strategic goals into solutions

Competitive Intelligence

Knowing the key competitors for each market space; predicting what competitors will do in select sales situations; leveraging competitive success; articulating differentiators between their solutions and the competitors; acquiring insight from sources of intel and putting that into play in sales campaigns

Intellectual:

Strategic Skills

Managing territory; understanding and adopting corporate strategic goals; conducting business conversations with account executives based on their strategic goals; mapping solutions to address them

Personal:

Adaptability

Accepting guidance; making behavior changes; response to company environmental changes; response to management initiatives; adopting customer 'perspectives'

Motivational:

Tenacity

ability to stick to a plan; overcoming adversity; avoiding obstacles in pursuit of a goal; pursuing customer or partner objectives

Passion

Exhibiting passionate intensity in work life; describing job, role, work and company to others; translating to customers an infectious enthusiasm for the solution/product; leaving impression in language, tone and behavior; presenting professional content in a zealous and passionate way; exhibiting high spirits in situations where others are downcast or negative

Please note: We are not engaging recruitment agencies at this stage and will not accept resumes or applications submitted through agencies. All applications must be submitted directly by candidates.

Qualifications

If you are passionate about technology, love personal growth and opportunity, come see what TNS is all about

TNS is an equal opportunity employer. TNS evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic.