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Strategic Sales - North Carolina

North Carolina, USA Req #1270
Thursday, May 27, 2021

Summary:

The Director of Strategic Sales for the Corporate Payments division is a critical part of this division’s growth engine and is responsible for building a new book of business in a specified territory. We need someone who excels in relationship building, pipeline management, and can help a client navigate the first few weeks of implementation to ensure a quick and complete realization of revenue.

The Director of Strategic Sales is continually learning and has an expertise in our ever-changing industry with the ability to be a thought leader in the payments space. In this role, you will add measurable value internally to our organization as well as positioning our suite of products to win with our prospects and clients alike. We are an innovative organization and need a Director of Strategic Sales that is energized by our fast-paced environment and driven to exceed goals.
 

Job Duties:

  • Builds new business in a specified territory
  • Helps candidate navigate the first few weeks of implementation to ensure a quick and complete realization of revenue
  • Drive new business growth by selling solutions to large and mid- market commercial accounts based within the specified market
  • Collaborate with SDR
  • Research and understand the prospective client’s business goals, objectives, and challenges
  • Collaborate with our marketing team to improve and/or create internally generated marketing and sales collateral to highlight product/services value proposition  
  • Propose solutions of our suite of products to deliver quantifiable business value through an integrated relationship both internally and externally  
  • Communicate accurate and timely forecasts to multiple layers of leadership both internally and externally
  • Preparation of and execution of sales plans, events, campaigns
  • Actively use professional networking and social media platforms to expand our reach to prospective clients and future team members
  • Deliver strong performance against required sales/revenue targets

Candidate Profile:

  • Stable job history with proven sales excellence
  • Fintech/Payments/SAS background
  • B2B commercial sales professional who has experience selling into CFO office
  • Experience selling into a matrixed environment
  • Ability to self-generate leads and build pipeline using all available internal resources
  • 5 years sales business/experience for mid-market and 10+ for large market
  • Prior payments experience in industry where self-generation of sales opportunities was required
  • Ability to perform effective sales meeting/presentations via virtual platforms a must
  • Communicates effectively to the appropriate levels of leadership within the prospective company
  • Entrepreneurial with negotiation skills and virtual selling experience
  • Financial thought process, has done deal design and understands financials
  • Proven ability to partner successfully with cross departmental teams
  • Takes initiative and is looking for a life changing/income producing opportunity
  • Ability to work the process, stay engaged and quarterback the situation with an eye for details
  • Continuous learner who shows learning through examples.  Specifically important when coming from an outside the industry
  • College degree preferred but not required

Requirements:

  • A Bachelor's Degree (Preferred; we will accept experience in lieu of a degree)
  • 5+ years of direct consultative selling; knows how to fill a pipeline and can show a track record of solid results against goals/plan
  • Experience selling to or managing all levels of relationships with corporate clients in the banking or finance industry preferred
  • A passion for the activity needed to excel - making one more phone call, one more visit, etc.
  • Excellent verbal, written, interpersonal, relationship building, and presentation skills
  • Strong organizational, interpersonal, and time management skills
  • Knowledge of commercial payments and services preferred
  • The ability to travel extensively within the territory when/where permitted
#LI-ES1
#remote 

About the Company:

FLEETCOR Technologies, Inc. (“FLEETCOR”) is a leading global provider of business payment solutions. We help companies of all sizes control, simplify and secure payment of various domestic and cross-border payables using specialized payment products. We serve businesses, partners, merchants, consumers and payment networks in North America, Latin America, Europe, and Asia Pacific.

  • $2.6B Annual Revenue
  • 100+ Countries
  • 2.0B+ Transactions per Year
  • 8,500+ Employees

(as of December 31, 2019)

Our payment solutions provide our customers with a payment method designed to be superior to and more robust and effective than what they use currently, whether they use a competitor’s product or another alternative method such as cash or check. We group our payment solutions into five primary categories: Fuel, Lodging, Tolls, Corporate Payments and Gift. Each category is unique in its focus, customer base and target markets, but they also share a number of characteristics:  customers are primarily businesses, have recurring revenue models, have specialized networks which create barriers to entry, have high margins, and have similar selling systems.


FLEETCOR enjoys global recognition including:

  • Forbes Global Growth Champion – FLEETCOR is one of the 250 fastest growing companies in the world as determined by Forbes and Statista 
  • Forbes World’s Most Innovative Companies – FLEETCOR has made this prestigious list of leading innovative companies 4 years in a row!
  • Fortune 1000 Company – FLEETCOR was one of the largest movers in the new rankings of the largest companies in America, ranking  #872
  • S&P 500 – In 2018, FLEETCOR joined the S&P stock index comprised of the 500 leading US stocks based on market cap (company value)

Our Vision

Despite many advances in our industry, the majority of business payments are still made with outdated and inferior payment methods, such as checks and cash. We envision a business world where every purchase is controlled, every payment is digital, and every payment-related decision is well-informed. In this future paperless state, payments will require little to no time to manage, leaving companies with more time for what matters most: activities that grow their businesses.

Our Mission

FLEETCOR’s mission is to provide businesses with a better way to pay, by replacing outdated payment methods such as checks and cash, and displacing the incumbent providers of those methods. Through the digitalization of payments, we create and support robust ecosystems which benefit all participating constituents: payment-making customers, payment-accepting merchants, tax-collecting governments, and FLEETCOR.


Our Strategy

FLEETCOR is a growth company, and we employ a simple three-prong strategy for growing our business:

  • More Customers. We invest more than $200 million per year in sales and marketing, predominately focused on new customer acquisition. We continue to scale existing sales channels and headcount, enable our sales people with demand generation and other tools, and launch new distribution channels both internally and through partners such as ERP software providers, telematics companies, and banks. We will also grow our customer base inorganically through acquisitions.
  • More Spend. We seek to leverage our existing customer relationships and capture greater share of their business payment expenditures. As such, we have developed various “beyond” initiatives, where we extend the utility of an existing payment product without degrading the core value proposition of the original product. As such, a customer can “buy more stuff” without sacrificing the controls and reporting which attracted the customer to our product to begin with. For example:
    • Our Fuel card customers can enable their cards to allow non-fuel purchases relevant to their business, like allowing a painting crew to buy supplies at a home improvement store, so they can finish the paint job.
    • Our Toll tag customers can use their in-vehicle RFID tags to make other “on the go” purchases like parking, fuel and fast-food.
For our customers, these product extensions reduce payment friction, saving them time and operational headaches. For FLEETCOR, these product extensions can increase our share of wallet with existing customers and can increase our products’ appeal and applicability to previously-unserved customer segments (e.g., non-toll urban dwellers). We also create new product offerings, developed internally or in conjunction with partners, to cross-sell to our existing customer base.
  • More Geographies. We continue to seek attractive entry opportunities in major international markets, which we intend to pursue through acquisitions and partnerships.
Our Commitment to Diversity, Equality, Inclusion, Belonging


Together we can foster true belonging. We know different ideas, perspectives and backgrounds lead to better innovation and results. We are therefore committed to building and nurturing a culture of diversity, inclusion, 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; and
  • Valuing each person’s unique perspectives and individual contributions.

Embracing diversity enables our people to “make the difference” at FLEETCOR.
 

Our Values

FLEETCOR’s culture reflects our history of fast growth and our continued drive for results. Our entrepreneurial spirit remains strong across our global workforce, and we reinforce these principles in our five core values:

  • Innovation: Figure out a better way
  • Execution: Get it done quickly
  • Integrity: Do the right thing
  • People: We make the difference
  • Collaboration: Accomplish more together

These values guide all of our employees and are infused in all aspects of our Company.  We are, as a team, united through these shared values and our mission to provide “a better way to pay.”

Our values foster an inclusive culture through the expectation that all employees will treat each other with respect and appreciate the diversity of identities, thoughts, backgrounds and styles. Our commitment to fostering an inclusive culture has never been more essential than in this moment of national reflection. We must always celebrate the diversity of our company and our communities.

We strongly believe that the quality and diversity of our workforce provide FLEETCOR with a competitive advantage, and that our problem-solving and solution-building efforts are greatly enhanced when we harness the collective thinking of a diverse group of people with unique experiences and perspectives.

FLEETCOR’s COVID-19 Hiring Guidelines:

Due to COVID-19, most of our employees are temporarily working from home. In addition, FLEETCOR implemented a virtual interviewing and hiring process, engaging with talent by phone or video and onboarding new employees remotely. We value the safety of each member of our community because we know we’re all in this together.

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.

For more information about our commitment to equal employment opportunity and pay transparency, please click the following links: EEO and Pay Transparency.

Other details

  • Job Family Sales
  • Pay Type Salary
  • North Carolina, USA