Working Capital Sales Director

About the Role
The company Commercial Solutions (VCS) team is a world-class commercial organization experiencing tremendous, double-digit growth as we expand into new payment flows and continue to grow our core card solutions. B2B Acceptance and working capital solutions are critical enablers of commercial payments, and the Working Capital Sales Director plays an integral role in the company Commercial Solutions B2B Acceptance organization. This role focuses on growing commercial payment volumes by addressing corporate working capital needs with tailored commercial payment solutions.

Key Responsibilities

• Sales and Business Development:

  • Sell commercial card products, platforms, industry partnerships, and solutions to targeted prospects to drive commercial payment volume.
  • Develop acceptance deals with suppliers to position the company as the preferred method for commercial payments (receivables and payables).

• Building and Managing Relationships:

  • Build and manage a portfolio of top B2B suppliers in [Region/Country], ensuring strong engagement and satisfaction.
  • Develop, expand, and deepen relationships with executives within top B2B suppliers.

• Identifying and Expanding Opportunities:

  • Identify B2B expansion opportunities and expand commercial volume through acquisition, partnership, or relationship management.
  • Develop and execute strategies to move opportunities forward and optimize acceptance environments.

• Consultative Approach:

  • Oversee merchants with a consultative and strategic approach to understand their card acceptance processes and challenges.
  • Ensure suppliers optimize their payables environment using appropriate tools and solutions.
  • Collaborate with internal and external partners to understand business needs and local market conditions.

• Analytics and Deal-Modeling:

  • Drive deep analytics and deal-modeling, partnering closely with regional account executives, business development teams, pricing, and other functions.

• Leadership and Contribution:

  • Contribute active leadership to the broader B2B Acceptance team and VCS organization.

The company requires at least 3 days in the office; expectations of these days will be confirmed by your Hiring Manager.

Qualifications

• Basic Qualifications:

  • 10 or more years of work experience with a Bachelor’s Degree, or at least 8 years of work experience with an Advanced Degree (e.g., Masters/MBA/JD/MD).
  • Experienced sales and business development professional with the ability to identify opportunities, develop creative tactics, and manage cross-functional teams.
  • Expertise and experience in building and managing relationships with stakeholders across large businesses.
  • Experience and expertise in commercial payments with B2B merchants.
  • Strong analytical and problem-solving skills with a challenger mindset.
  • Exceptional communication skills (written, oral, and presentation).

• Preferred Qualifications:

  • Master’s degree.
  • Client management experience, especially in a consulting environment.