Merchant Service Director 247 views

We are seeking a Merchant Service Director who will have a strong track record of growing the business and expanding the team, someone who has a passion for revolutionizing commerce. Reporting to the Managing Director & Executive Vice President of Clickatell Transact, you will leverage your significant sales and leadership expertise to help define and drive strategy and processes. The ideal candidate will have a strong history of winning in B2B sales leadership and a proven track record of consistently exceeding goals in driving net new MRR and customer growths.


The role of our Champion

Develop and Lead our Merchant Services Strategy

  • Develop a thorough understanding and improve Clickatell Transact (i.e. products, services, and vertical value proposition), as well as industry /market forces and the key attributes and needs of Clickatell Transacts Merchants.
  • Define, plan and execute a holistic Merchant sales strategy and process that aligns with key revenue, customer experience and LTV: CAC objectives.
  • Understand, develop, and optimize merchant sales productivity, analytics, conversion, ideation classification and scoring, and Merchant business closing increasing LTV & lowering CAC
  • Forecast sales targets and merchant incentives as well as work as key stakeholder and decision maker on Merchant discount rates (MDR) framework development
  • Drive revenue through new merchant acquisition and own success of team by meeting or exceeding all targets and performance metrics.
  • Collaborate cross-functionally with key internal partners, including Marketing, Finance/Analytics, Product, as well as other members of the Sales team to increase velocity of the sales funnel and revenue pipeline.
  • Lead the day to day operations of the team to ensure effectiveness, efficiency and scalability including developing and maintaining accurate forecasts and managing team metrics using various reporting methods.
  • Collaborate with other senior leaders to establish tactical and strategic plans and objectives (including but not limited to planning, staffing, budgeting, managing expense priorities).
  • Draw on established sales methodology to the lead a team on all aspects of the sales process including discovery, competitive differentiation, client presentations, proposals, contract negotiations and closing of the business.
  • Build a culture of accountability, role model best practices, and assist in negotiations of complex high value sales with stakeholders including executive management, business and technical stakeholders.
  • Cultivate an environment of teamwork, openness, creativity, and continuous improvement.
  • Leverage tools and resources to develop and implement effective processes, policies, and training to scale your businesses.

Deliver Insights to Inform Strategy

  • Provide strategic insights on Merchant sales, customer needs, competitive strategies, win/loss reasons, sales enablement priorities, product roadmap inputs, to the rest of the business with a goal of maximizing profitable growth in the Merchant Services segment
  • Provide high level of visibility to lead generation process, sales pipeline and client satisfaction/retention
  • Partner with other internal groups – including Marketing, Business Development, Product/Engineering and Finance – to conduct research, analyze trends, and make recommendations to the leadership team on which merchants and features to prioritize
  • Effectively communicate findings via reports and presentations to inform strategies and drive revenue growth.
  • Provide Business Support to drive the Clickatell product plan
  • Support product with requirements needed to enter new payments verticals successfully
  • Support marketing in developing successful go to market plans with new and existing merchants to help drive up processing value and transactions
  • Lead negotiations with merchants on incentives and lead the business contracting with merchants that are new to business
  • Set targets for success of new and existing merchants
  • Negotiate the necessary merchant discount rates together with product leads to ensure that profitability is met and support the design of GP targets and profiles in different merchant categories
  • Own the resolution of merchant issues, contract renewals and other pertinent activities that may impact our banking network clients performance
  • Influence decisions and directions within the merchants organization
  • Understand and keep abreast of industry activity and provide guidance and recommendations to executives

The capabilities of our Champion

  • You have a keen understanding of the payments ecosystem
  • You are honest and have integrity
  • Proven negotiation skills
  • Propensity for working in highly disruptive and rapidly changing environments
  • Strategic foresight
  • Relationship building and customer centricity
  • High levels of creativity and innovation
  • Strategic skills, understanding the nature of the sale.
  • Should have the flair, aptitude and focus on delivering win-win relationships with longevity.
  • Build relationships and inspire people to collaborate

Our Champion’s journey so far

  • 10+ years payments and merchant services experience
  • Proven experience and success in creating successful commercial agreements with large brands and creating long lasting relationships
  • Proven ability to lead Merchant sales teams into multiple markets at scale and pace in accordance with market opportunity
  • Bachelor’s Degree or similar in relevant industry experience.
  • Proven ability to lead businesses to success, influence products & go to market plans and solutions, collect and use feedback and deliver results.
  • Ability to lead commercial negotiations and have a track record of managing complex business relationships from end to end.
  • Understanding of the global mobile industry, players, client and merchant pain points and direction of target segments


Why you will love being here:

  • Competitive salary paid monthly
  • Medical aid contributions
  • Quarterly performance incentives
  • Pension fund contribution
  • Group life cover
  • Communication allowances
  • Half day off on your birthday
  • 5 “personal” days leave a year, over and above your normal annual leave.
Only candidates can apply for this job.
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