Division Sales Manager - Merchant Services

Company: Heartland
Location: Stanford
Posted on: April 8, 2021

Job Description:

Merchant Services Division Manager - Payments

Overview
Division Sales Managers (DMs) are senior leaders of our organization whose responsibility is to deliver a replicable growth strategy that produces margin and builds infrastructure for Heartland's current and future goals. A Division Manager must manage and achieve their Division's productive sales and recruiting goals on a monthly basis. The DM leads and manages a team of Territory Managers (TM) and Sales Professionals (RMs) who are responsible for the direct sale of Heartland's solutions and related products offered in a specified region or major geographical area.
The Division Manager also leads and manages a team of Territory Managers, Financial Institutions (TM-FI) and Sales Professionals, Financial Institutions (RM-FI) who are responsible to engage, partner and support Heartland's Financial Institutions (FI's) and to direct sell Heartland's solutions and related product offerings to the assigned FI's clients.Formal placement into the Division Manager role requires successful completion of Heartland's Division Manager Advancement Program. This program guides DM participants through the selling and recruiting aspects of the position. Completion of this entire program takes place over the course of approximately 10 months
Essential Duties

• Conducts Daily and Weekly Division level emails (production updates, important announcements, celebratory emails) to entire team
• Models and teaches the Heartland mantra of Entrepreneurs Respectfully Service Entrepreneurs by listening and gauging the customers needs in order to offer appropriate solutions and products to elevate the customer's business
• Participates in weekly and/or monthly Division level calls/meetings
• Responsible for business plan development for TMs and RMs within their greater span of control
• Guides TMs on building business plans for those RMs who are not direct reports to the Division Manager
• Conducts daily coaching calls/meetings with TMs and RMs and performs in-person coaching and support as needed
• Responsible to source, recruit and hire to grow the active headcount of TMs, RMs, TM-FI's and RM-FI's selling Heartland solutions and supporting Financial Institution partnerships where applicable
• Owner of Associations, VARS, and other partner relationships
• Provides guidance to team on Multiple Product distribution
• Manage internal referral partnerships within the Division
• Train, support, and coach RMs-FI and TMs-FI in supporting Financial Institutions assigned to them using the FI-DM and RM-FI playbook
  Other Duties
  
  • Attends semi-annual Division Manager training
  • Offers guidance for his/her division to execute with corporate training resources Ensure their team's adherence to corporate sales policies
  • This is an outside sales leadership position
    Required Qualifications
    
    • Four-year college degree or a combination of formal training and relevant work experience
    • A minimum of 3 to 5 years outside sales experience
    • A thorough understanding of how to effectively manage the entire sales cycles is imperative
    • Strong industry knowledge, as well as a working knowledge of the sales process
    • Proven track record of success in building an effective sales team in business equipment/payment systems environment
    • Basic PC skills and the ability to work with Word and Excel or other similar software, e-mail and the Internet
    • Ability to manage multiple tasks simultaneously so that sales results remain consistent month over month
    • Strong selling skills to close around objections
    • Strong interpersonal skills and the ability to take charge and complete objectives
    • Entrepreneurial orientation, customer focus and strong work ethic
    • Pro-active thinker
    • Ability to develop "innovative approaches" to problem solving. Effectively manage change
    • Exceptional written and verbal communication skills including effective speaking before groups
    • Strong leadership skills, organization "savvy" and the ability to work independently a must
      Preferred Qualifications
      The ideal candidate has a proven track record of success in the business equipment/payment systems environment plus two years of management or related work experienceExperience in managing and supporting Financial Institutions in preferred but not required
      Career Path
      Executive Leadership
      Competencies
      Determined by Talent Management

Keywords: Heartland, Lexington , Division Sales Manager - Merchant Services, Sales , Stanford, Kentucky