Business Development Sales Representative
About Pelican
Pelican is a leading provider of payment & compliance solutions to corporates and financial institutions of all types and sizes in the Americas, Europe & Middle East, and Asia-Pacific. Pelican puts intelligent automation, compliance and control firmly at the heart of payments & other transactions processing. Financial institutions and corporate’s worldwide rely on Pelican to manage & control their payments securely, improve operational efficiencies and lower risk & IT costs.
Aims & Goals
- The Business Development Sales Representative (BDSR) sells a subset of the firm’s product and services offerings to tier two and tier three banks and mid to small sized prospects.
- The BDSR may have a secondary focus on penetrating certain assigned customers with significant growth opportunity, as assigned by management.
- Reporting to the Global Sales Manager, the BDSR closes and implements growth opportunities of moderate complexity within an assigned geography.
- The BDSR’s most important means of interacting with customers and prospects is through face-to-face meetings and any form of interaction through the innovative use of digital communications.
- Must be familiar with selling SaaS based products on Cloud.
- The BDSR is responsible for achieving an assigned sales and profit goal.
Key Responsibilities
- Acquires new customers from an assigned geography, and/or a set of names prospects. ·
- Leads all aspects of the sales process, while calling upon other company sales resources to assist in solution development, proposal delivery, and implementation, as needed or as directed by management.
- Sells a subset of company products and services to assigned opportunities.
- Refers opportunities for growth in products and services to other company sales resources as appropriate.
- Managing customers’ expectations and satisfaction with the implementation process.
- Ensures a seamless transition of customer responsibility to the Account Manager.
- Assist other sales and services resources when called upon by the Global Sales Manager
Accountablities and Performance Measures
- Achieves assigned sales quota
- Contacting potential clients to establish rapport and arrange meetings.
- Planning and overseeing new marketing initiatives.
- Researching organizations and individuals to find new opportunities.
- Increasing the number of qualified opportunities.
- Finding and developing new markets and improving sales.
- Attending conferences, meetings, and industry events.
- Developing quotes and proposals for clients.
- Has a consistent closing rate of better than 1:4
- Is diligent in updating and accuracy of the Company forecasting tool.
- Meets assigned expectations for profitability
- Achieves new account acquisition targets
- Completes required training and development objectives within the assigned time frame
Organisational Alignment
- Reports to the Global Sales Manager
- Enlists the support of pre-sales specialists, implementation resources, service resources, and other sales and management resources as needed.
- Transitions new accounts to the Account Manager.
- Works with Customer Service Representatives to ensure customer satisfaction and service resolution objectives are met.
- This position has no direct reports.
Experience Level & Qualification:
- Experience Level
- Minimum Four years of outside sales experience in a business to business sales environment
- Minimum Four years of outside sales experience in a business to business sales environment
- Educational Background
- Bachelor’s Degree from an accredited institution
Essential Skills
- Prior track record of achievement in positions with significant accountability
- Knowledge of the financial compliance or payments industry is preferred.
- A quick learner and high ability to take features or benefits and convert them into reasons to buy.
- Strong communication skills and IT fluency.
- Excellent organizational skills.
- Ability to flourish with minimal guidance, be proactive, and handle uncertainty.
- Proficient in Word, Excel, Outlook, and PowerPoint.
- Comfortable using a computer for various tasks.
Additional Skills
- This position may require frequent travel
- Candidates must have a valid driver’s license and passport
- All prospective employees must pass a background check.