Sales Lead, Financial Services Sector At Interswitch

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Interswitch is an Africa-focused integrated digital payments and commerce company that facilitates the electronic circulation of money as well as the exchange of value between individuals and organisations on a timely and consistent basis. We started operations in 2002 as a transaction switching and electronic payments processing, and have progressively evolved into an integrated payment services company, building and managing payment infrastructure as well as delivering innovative payment products and transactional services throughout the African continent. At Interswitch, we offer unique career opportunities for individuals capable of playing key roles and adding value in an innovative and fun environment.

We are recruiting to fill the position below:

Job Title: Sales Lead, Financial Services Sector

Location: Lagos Office
Job Type: Permanent

Summary

• To articulate and facilitate the implementation of an effective sales strategy to meet defined revenue targets in line with the division/group’s objective to drive business growth for all Interswitch solutions.
• To coordinate account management function of team members and manage relationship with identified key accounts.

Responsibilities

• Strategy Development & Planning ,Understands the vision and strategy for the Sales Networks
• Works with the Group Head to ensure execution of sales strategies to improve market share for products
• Communicates the sales strategy, direction and objectives to the team members
• Draws up weekly sales plan for the Team: Draws up an activity list of prospective clients and reviews with Group Head for possible inputs and approval
• Team Coordination and Leadership
• Engages the Group Head for discussions, presentation and negotiation on team performance
• Manages and presents all related products within the team
• Supervises activities across various businesses within the team Sales Activities
• Coordinates sales activities (presentation, prospecting) using the Miller Heiman sales methodology
• Prospects for new opportunities and identifies new profitable customers for Interswitch products/solutions in the assigned sector
• Solicits for customers
• Cross-sells and up-sells group’s products & solutions to existing clients/customers
• Identifies networking opportunities, sales conferences and events that would provide positive impact to the sales bottom line in assigned sectors
• Attends exhibitions to generate sales leads/opportunities that can be converted to sales post event
• Carries out external presentations to potential customers; performs customer demonstrations
• Follows up on leads and opportunities
• Develops proposals for customers
• Negotiates contract & payment terms with clients, reviews and prepare tenets of agreements MOU/NDA and works with Legal team to finalize and execute the contracts with client
• Ensures that relevant documents and agreements with clients/sales opportunities are executed and linked to customer profile on CRM
• Actively uses the CRM tool to manage sales process and maintain accurate & up to date information on all clients ( customer database)
• Prepares and attends Performance Evaluation sessions with Team Lead, Group Head and Divisional CEO, Sales Networks Business Development
• Generates demand by pro-actively reaching potential customers to make them aware of the company’s products and solutions
• Customer Relationship and Account Management
• Develops, manages and sustains accounts relationships for future business success
• Develops and maintains strong relationship with key customers of products in assigned sectors
• Liaises with relevant internal teams to ensure customer issues and complaints with clients in assigned portfolio are properly resolved ( escalates where necessary)
• Carries out account management activities using the key account management framework Market Polling
• Carries out research with existing clients to gather market intelligence in relation to our products and services
• Provides client feedback about the various products to the relevant groups
• Provides market feedback to Group Head that will aid the sufficient visibility of payment products in assigned portfolio
• Receivables Management; Drives the process of receivables collection by working with Finance team to receive balance payments for all projects completed with sign off in assigned sector/portfolio within stipulated time
• Competition/Market Feedback Analysis; Monitors trends in client buying behaviour and provides relevant market feedback about competing products & solutions to Group Head/relevant internal teams
• Understands industry trends and sells value proposition based on case studies
• Provides input about competitor product (features/pricing/strategy) that can aid Interswitch offering/sales efforts
• Event Management & Product Visibility; Identifies networking opportunities, sales conferences and events that would provide positive impact to the sales bottom line on assigned portfolio
• Works with Group Marketing to ensure market visibility of products of assigned portfolio Risk Management & Compliance
• Promptly flags off any risk or compliance issues likely to affect sales opportunities (existing/potential)
• Ensures proper agreements & MOU are duly executed with clients and securely filed.
• Works with Group Head to close any risks/compliance issues identified during the risk assessment and audit exercise
• Regulatory Activities
• Liaises with regulatory bodies to facilitate approvals for Interswitch requests and protect the interest of Interswitch during formulation of regulatory policies
• Provides feedback to the Group Head promptly about policies and topical issues regulatory bodies are considering from time to time
• Performance Review and Monitoring
• Carries out daily review of open opportunities for the team to ensure they are closed in the month of consideration
• Reviews set targets against actual with the Group Head with respect to sales turnover and revenue generated using CRM
• Reviews possible revenue lines and income for the coming quarter
• Monitors sales performance & deviations from budget
• Conducts daily review of open opportunities for the team to ensure they are closed in the month of consideration
• Reporting; Prepares and submit weekly, monthly reports on the sales activities to the Group Head
• Prepares reports on all team activities, budget allocation and execution to the Group Head
• Prepares reports on growth and opportunities in sector
• Prepares periodic report on revenue analysis

Requirements

• Strategic Thinking
• Sales Forecast
• Market Research and Understanding
• Information Gathering
• Sales Cycle Management
• Business Development
• Sales operations
• Knowledge of payment and e-commerce products and services
• Strategic & Conceptual selling
• Project Management
• Financial and Business acumen
• Knowledge of Microsoft Office tools
• Report/Business writing