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Sr. Referral Partner Development Manager - Restaurants

Remote, CA, USA | TSYS

  • Industry:
    Financial Services
  • Position Type:
  • Functions:
    Business Development
  • Experience:
    5-7 years
Job Description:
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Generates revenue through sales to new and/or existing key Integrated Partners.Collects information to better understand business opportunities and issues to identify sales prospects.Prepares quantitative, qualitative, and financial data for use in sales presentations and management reporting.Ensures sales plans and key account strategies are implemented and sales/financial goals are obtained.

What Part Will You Play?

Responsible and accountable for totality of Partner relationships; all TSYS products and services across all platforms, maximizing sales engagement.Ensures the appropriate support and service activities are provided for company products and services for Partner portfolio. Update Partner business groups as necessary during and after severity one incidents. Required to carry a cell phone and travel to Partner site(s) as necessary.

Acts as the Partner advocate in the Business Review from a strategic direction based on experience and trends. Aligns Partner’s needs with internal solutions. Ensures the complete setup and preparation for the Business Review, monthly and/or quarterly and annual Executive reviews, including collecting reporting from other areas, generating certain types of reporting, and understanding the output from that reporting. Manages the implementation, execution and follow up of actions associated to monthly/quarterly balanced scorecards and TSYS Inc. Partner survey. Assists with presenting specified sections of this information to the Partner with the intent to improve the Partner’s business.

Supports the Partner by acting as the voice of the customer, identifying product support and development needs and communicating needs internally.

Maintains long-term relationships with Partners. Ensures understanding of the Partner business and customer base to identify service needs, plan service delivery, and drive use of proactive service and support mechanisms to reduce Merchant downtime and support costs. Identifies new product services based on strategic direction of the Partner's business.

Acts as a single point of Partner contact to coordinate resolution of service incidents and escalation of technical issues and escalates issues that pose substantial regulatory or financial impacts to leadership.

Ensures quality service and operational performance is within the parameters of the Partner’s projects and service delivery standards.

Ensures accurate and timely forecasting of all revenue and production, on a monthly and quarterly reporting basis for assigned Partners. Validates monthly residuals to the Partner ensuring accuracy. Accountable for the negotiation and settlement of any direct loss claims or billing disputes for assigned Partner.

Has revenue targets for new and existing Partners.Extends TSYS revenue and footprint with the Partner to meet individual account revenue and strategic growth targets. Tracks and reports performance. Provides periodic reporting for internal management.

Develops an Account Plan and Relationship Map; fully understands the Partner organization and strategies to enable TSYS to engage and navigate throughout the enterprise. Defines relevant propositions for each Partner and qualifies opportunities to ensure high probability of win and successful delivery. Accountable for the profitability of the Partner; achieve agreed revenue targets.

Is accountable for renewal of Partner contracts and addenda to agreed retention, deal parameters, and financial and commercial points. Receives support from Legal and other key stakeholders for areas outside of the Relationship Management’s area of expertise.

Manages sales support resources and works with internal stakeholders to create and deliver propositions.

Stays abreast of industry trends, regulations and competitive products in order to strategically identify and target sales opportunities.

Implements creative strategies and works with SMEs and other RM’s to seek new Partner solutions where appropriate. Works to develop initiatives to improve communications, processes and workflow with Partners and within TSYS to create and maintain positive relationships. Delivers reports that provide revenue projection, product penetration rates and sales forecasts for senior executive management.

What Are We Looking For in This Role?

Minimum Qualifications

Minimum 5 Years relevant experience working with or for Referral Partners or related experience.

Restaurant vertical.

Bachelor's Degree in Finance, Marketing, Business, or a combination of relevant training and/or experience in lieu of degree

Experience in client facing roles and/or financial industry.

Able to travel extensively within North America

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