About This Opportunity

InComm InCentives is adding a Director of Business Development for B2B Channel Distribution to the team. The ideal candidate has an entrepreneurial mindset and comfortable in the "Hunter" role, responsible for pure acquisition of new accounts in the B2B and e-commerce arenas. InComm InCentives sells both platform solutions for rewards, loyalty, and incentives, as well as gift card products, dictated by the business customers' needs. They will help InComm InCentives aggressively expand into new verticals of physical and digital gift card sales, through building pipeline, cold calling, prospecting, and acquiring new business. This is an independent position responsible for researching potential opportunities and generating their own leads. High aptitude in understanding technology and selling software are required along with the ability to penetrate into new companies to find and engage with the appropriate contacts. Key attributes are strong work ethic and persistence to find new opportunities, creativity to navigate large organizations to find the appropriate buyers, good listener and curiosity to understand problems and pain points, and ability to position our market leading technology and team to win new business and move business from their current suppliers. Our Director of B2B Channel Sales will have a passion for sales, growing business, and making an impact for InComm and new customers.

Targeted customers range from gift card industry start ups / up and comers to large financial institutions and other large Fortune 500 companies. Typical targets use our products for rewards and incentives, rebates, promotions, customer acquisition, employee engagement, and consumer loyalty.

Responsibilities

• Identifying pipeline of B2B prospects suitable for API Solutions for Physical / Digital Gift Cards and a pipeline for full service / platform solutions including employee engagement and consumer loyalty
• Identify and pursue key accounts across many industries
• New account acquisition for B2B Resellers and Client Direct Accounts
• Negotiate contracts within the parameters provided by the General Manager
• Serve as subject matter expert related to product types, fulfillment options and API solution selling. This includes Open network prepaid cards (Amex, Visa, Mastercard) and Retail branded gift cards in both digital and physical format
• Work with Account Managers to define and refine customer handoff after contracts are executed.
• Follow business practices related to customer data including use of the InComm InCentives CRM.
• Other duties as assigned.

Qualifications

• 3+ years of experience in B2B technology sales with a strong network and contacts
• Proven book of business with contacts in relevant industries, including Software sales, Financial/Banking/FinTech, Rewards & Recognition, Consumer Loyalty, Healthcare, Rebates and Promotions industries
• Proven track record of sales success with in-depth knowledge of the lead generation and CRM
• Knowledge of gift card products and fulfillment
• Able to function in complex environments with minimal direction
• Solid individual performance while partnering with others
• Works well through self-directed effort
• Shares knowledge in area of expertise
• Advanced written and verbal communication skills, including presentations to all levels organizations
• Experience working with salesforce automation and Microsoft Office Tools (Word, Excel, Powerpoint, Outlook, etc).
• Demonstrated effective leadership and analytical skills
• Proven track record of success closing multi-million dollar deals as an individual contributor
• Experience negotiating contracts in collaboration with legal counsel
• Bachelor's degree and 10 - 20% travel required.

Preferred Qualifications:

• Experience selling retail, payments, gift card, or mobile technologies.
• The ideal candidate will be consultative, creative, and a strong communicator with the ability to build exceptional relationships and acquire new business. Our environment is fast-paced, and requires someone who is flexible, detail-oriented, and comfortable working in a team environment.
• A successful track record of developing and hunting new business partners and transitioning to Account Management Team upon contract signature.
• Strong business acumen, and excellent analytical skills.

*This position is eligible for the Employee Referral Bonus Program - Tier III

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