Vice President - Mid-Market Sales
Our Company & Purpose:
FLEETCOR is a global leader in business payments, laser focused on developing smarter ways for businesses to pay their expenses. Since 2000, FLEETCOR has developed innovative digital solutions that help businesses better track, manage, and pay their expenses. Today, FLEETCOR is an S&P 500 company and on the Forbes Most Innovative Companies list. We have hundreds of thousands of customers using our products in over 100 countries.
Companies of all sizes, industries and geographies rely on our product portfolio to manage spending more quickly, efficiently, and securely than ever before. We embrace a culture grounded in five key values: integrity, collaboration, innovation, execution, and people. These values offer you the opportunity to ‘thrive & grow’ through career development, volunteer, community, and wellness initiatives. This allows you to create a balance between professional goals and personal achievement.
FLEETCOR is also committed to building and nurturing a culture of diversity, inclusion, equality, and belonging by:
- Welcoming people of different backgrounds, cultures, ethnicities, genders, and sexual orientations
- Empowering our people to share their experiences and ideas through open forums and individual conversations
- Valuing each person’s unique perspectives and individual contributions.
Embracing diversity enables our people to “make the difference” as FLEETCOR and its more than 8,000 employees continue to shape the future of global payments.
What We Need:
FLEETCOR is seeking to recruit a Regional Manager of Sales for the North America Fleet Business. The sales teams are vital to FLEETCOR’s organic growth and help provide “a better way to pay” for B2B Fleet clients in North America.
The Regional Manager – Mid-Market Sales, is responsible for the management of all Mid-Market sales and business development functions in the assigned geographic territory. While this is primarily an outbound sales motion, there will be direct support from marketing to curate demand in the segment. Specific areas of responsibility include talent acquisition and retention, sales process execution, business development, channel strategy, performance management, revenue attainment and profitability of the regional sales organization.
This job will have a primary focus on creating & monetizing demand for the North American Fleet business for FLEETCOR. The role leads a sales organization of approximately 10-20 sales associates that target Mid-Market prospects and leads - with plans to grow in 2024 and beyond.
Role Responsibilities:
- Attaining revenue and profitability targets set by the SVP – Mid-Market Sales
- Developing the sales strategy and providing leadership for the regional sales team
- Managing multiple managers and/or directors
- Collaborating with marketing team leadership on the outbound demand creation strategy and overseeing execution
- Leading the regional sales organization in the acquisition and onboarding of new customers
- Collaborating with the sales operations and sales enablement functions as they drive incremental sales productivity
- Contributing to the creation and administration of the sales compensation plan, policy and procedures
- Participating in sales management sessions and applicable projects
- Leading regional sales associates in orchestrating internal and external resources throughout the sales process
- Ensuring regional sales associates are accurately capturing and reporting account and opportunity information within Salesforce.com
- Providing ongoing, accurate pipeline and forecast reports to sales leadership
- Ensuring all service-level agreements (SLAs) related to lead management are met
- Working with sales operations to design and monitor the conversion of leads and applications
Qualifications & Skills:
- Five to seven years of sales management experience with a track record of quota achievement
- Three to five years of field sales management experience
- Experience selling financial services or SaaS product/solution offerings to B2B companies, with a strong record of quota attainment
- Strategic planning
- General management
- Customer relationship management
- Strong in-person and virtual communication and presentation skills
- Ability to leverage data in the management of a sales team
- Coaching
- Team building
- Problem solving
- Ability to coach sales leaders on articulating relevant value messaging to the buyer
- Ability to lead a team on pipeline/forecast management
- Time management
- Implementing and driving the adoption of technology to increase the productivity of field sales roles
Behaviors:
- Start-up mentality
- Strong leader
- Strategic thinker
- Mentor/coach
- Authoritative
- Achievement-/goal-oriented
- Competitive
- Self-motivated, disciplined
- Entrepreneurial
- Resourceful
- Empathetic
- Ethical
- Passionate
- Self-aware
- Ownership
- Team player
Benefits & Perks:
- Medical, Dental & Vision benefits available the 1st month after hire
- Automatic enrollment into our 401k plan (subject to eligibility requirements)
- Virtual fitness classes offered company-wide
- Robust PTO offerings including: major holidays, vacation, sick, personal, & volunteer time
- Employee discounts with major providers (i.e. wireless, gym, car rental, etc.)
- Philanthropic support with both local and national organizations
- Fun culture with company-wide contests and prizes
Equal Opportunity/Affirmative Action Employer:
FLEETCOR is an Equal Opportunity Employer. FLEETCOR provides equal employment opportunities to all employees and applicants without regard to race, color, gender (including pregnancy), religion, national origin, ancestry, disability, age, sexual orientation, gender identity or expression, marital status, language, ancestry, genetic information, veteran and/or military status or any other group status protected by federal or local law.
If you require reasonable accommodation for the application and/or interview process, please notify a representative of the Human Resources Department.
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