Sales Manager

4 months ago

Sydney, Australia Global Blue Full time

Purpose of the role
Nature and aim of the position.
Global Blue (GB), a leading provider of multi-currency payment solutions and hotel & retail gateway solutions, is seeking a Sales Manager. The role involves managing and cross selling our solutions to direct merchants, existing financial institution partners, increasing the acceptance of Dynamic Currency Conversion (DCC) at our partner merchants, and selling our multi-currency and gateway solutions to new merchants and financial institutions within Australia.
Context of the role
Reporting to the Country Manager, this Sydney-based position involves selling our multi-currency and gateway solution to new financial institutions and payment service providers, as well as managing relationships and cross-selling our solutions to existing partners. A strong understanding of the financial institutions' payment and retail ecosystem, and payment value chain within Australia, is required.
The Sales Manager will seek out new partners through both cold outreach and existing opportunities. The candidate must be target-driven, passionate, and committed to achieving sales goals. This hands-on role requires deep involvement in execution and leading by example. Additionally, managing existing partners necessitates excellent relationship and interpersonal skills. The role also involves driving DCC and Hotel & Retail Gateway sales by working with acquiring sales teams, providing training, and offering support to ensure their teams have a solid understanding of GB products and are confident in selling the solutions to merchants.
This is a commercial role responsible for driving business growth and revenues.
Key Responsibilities
• Oversee a direct sales pipeline of new clients and manage plans beyond our current partnerships.
• Identify and approach potential acquiring partners to align with Global Blue, promoting a comprehensive range of solutions, including DCC, Multi-Currency Pricing (MCP), and the Hotel & Retail Gateways.
• Develop and execute the overall sales and business development strategy for Global Blue across the Financial Institution/Payment Service Provider market in Australia.
• Create and maintain annual account plans with each acquiring partner.
• Collaborate with acquiring partners to implement strategies that retain merchants by integrating products and solutions that add value and strengthen relationships.
• Increase DCC opt-in levels by working closely with Merchants and Acquirers.
• Support Acquirers in selling DCC and other solutions through effective sales pitches.
• Manage the day-to-day activities of existing partners using the Global Blue product suite, working closely with C-suite management.
• Ensure excellent communication and internal coordination to roll out new services, considering market specifics such as regulations and competition.
• Manage new accounts to maximize revenue through cross-selling and up-selling opportunities, enhancing customer satisfaction.
• Provide timely reports to the Country Manager and Relationship team on performance, sales activity, account management, strategy, and local industry trends.
• Maintain strong communication between customers and back-office services to facilitate issue resolution.
• Effectively communicate partner needs to the support team.

Qualifications and Education Requirements
At GB we set out clear expectations for the business and you to succeed, it is equally important for us in defining not only the nature of the role responsibilities but that the cultural fit in working style and approach is a match So please read carefully below before putting yourself forward
• Strong academic background, such as a degree in Business, Economics, Engineering, Computer Science, or an equivalent field.
• 3 - 5+ years of B2B business development experience covering a multi-region remit within the payments industry.
• Strong existing network of PSPs, Acquirers, Banks, Tier one Merchants, and Marketplaces in the Australian finance industry.
• DCC/MCP knowledge and understanding preferred.
• Extensive experience in negotiations with C-level executives.
• Demonstrated success in initiating and growing sales with complex enterprise clients.
• Strong balance of both strategic planning and active hands-on approach is a must.
• Must possess a can-do, entrepreneurial drive, focusing on solving problems creatively with a high level of energy.
• Strong organisational skills, management of priorities, and the ability to work under pressure.
• Ability to influence and build credibility across all levels, fostering collaborative relationships.
• Proven ability to operate in a fast-paced, global, complex, and geographically diverse company.
• Able to work autonomously.
• Excellent verbal and written communication skills in English.

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