Dealer Business Development Manager

Summary

Description Summary of This Role

Guides and undertakes business development efforts of prospective clients and distribution channels partners. Plans, identifies, and executes due diligence and implementation of strategic business development objectives. Researches, evaluates, and manages new strategic business opportunities, entry into niche or new geographic markets, new business platforms, major segment initiatives, and key partnerships and alliances pursuant to the mid- to long-range strategic plans of the segment and enterprise. Coordinates with Corporate Strategy & Development team in mergers, acquisitions, and/or joint ventures. Establishes policy and strategy implementation. Manages financial feasibility studies to include market analysis, monitoring of competitive activity, and identifying customer needs. Assists with special studies or key projects in areas such as operational effectiveness, capacity utilization, cost containment, etc. as required.

What Part Will You Play?

• Identifies, negotiates and secures new business relationships with non-traditional prospects with new ideas for new product solutions to create and new business opportunities.
• Champions work with product managers, sales, clients, relationship management teams, consultants, and internal and external partners to help define growth strategies, product marketing positioning objectives, pricing strategies, partnerships, communications, industry events, and/or strategies for products and services.
• Coordinates qualified opportunities with various internal teams for product design and detailed solution analysis. Evaluates new ideas to determine technical feasibility, possible deployment options, potential implementation costs and/or high level effort estimates and market potential.
• Assists Strategic Marketing in the market assessment and market analysis process to determine target market and client reaction to new solution concepts which are consistent with the organization's long range and strategic plans. Identifies and investigates emerging market and niche opportunities. Oversees market analysis, monitors competitive activity, and identifies needs relative to organization's capabilities and alignment. Provides recommendations (i.e., go/no go, buy, build or partner) to executive management for the delivery of new solution ideas based on the potential return on investment.
• Directs commercial and contractual negotiations to secure a profitable financial return on the investment and on the resources deployed into the sign up and the implementation of new clients and new business. Conducts full due diligence throughout the whole negotiation phase leading into contract stage.
• Provides the oversight and coordinates with other teams across the sales process including qualifying opportunities against established criteria, developing terms sheets, coordinating solution design, formulating RFP/RFI responses, structuring pricing, and guiding legal/ commercial negotiations.
• Monitors revenue generation in order to secure delivery of financial objectives established in the annual budget. Secures invoicing and revenue recognition.
• Identifies, negotiates and secures potential business partnerships in order to accelerate revenue.
• Provides industry knowledge, market understanding and strategic product management expertise to identify market trends and innovation needs that align to the ongoing strategic marketing plan for the business. Delivers industry thought leadership by authoring white papers, case studies and industry publication articles while regularly speaking at financial services industry events, trade shows and client conferences.
• Not an exhaustive list; other duties as assigned.
  
  

What Are We Looking For in This Role?

Minimum Qualifications

• Bachelor's Degree
• Relevant Experience or Degree in: Computer Science or equivalent field from an accredited university is required; however, relevant experience in lieu of a degree may be considered.
• Typically Minimum 10 Years Relevant Exp
• Experience in technology and a good grasp of financial services technology preferably across all phases of the B2B product lifecycle within the Payments space.
• Strong understanding of the fintech environment and of the emerging players entering the payments space (Google, Facebook, Apple, etc.)
• Prior sales, business development or M&A experience is valuable.
• Any start-up, executive management or P&L management would be additive.
• Understanding of sales management and reporting, ability to drive reviews of sales activity across a broad stakeholder group. Experience driving management reporting and dashboards for consumption at a senior leadership level.
  
  

Preferred Qualifications

• Master's Degree typically, related field of study from an accredited university.
• Typically Minimum 12 Years Relevant Exp