SVP, Shipper Sales Leader
TriumphPay is expanding our solutions for global enterprise shippers! Come be part of the team that is creating the first payments network for global logistics and help us define, build, market, sell, deliver and support solutions that provide payment automation, fraud risk reduction, and working capital improvements to global shippers and their LSPs. The TriumphPay network already spans over 160,000 LSPs and touches over $37 billion in freight today. But we’re only getting started. So if you are committed to personal excellence, humility and the success of your fellow team members and customers, we want you to be part of TriumphPay - where everyday, we are helping people TRIUMPH!
Position Summary: The SVP, Shipper Sales Leader oversees the Shipper business development and customer acquisition function for TriumphPay and drives the organization’s revenue, sales planning, and sales team effectiveness, while contributing to the organization’s vision, direction, and regulatory compliance to support the organization’s overall strategy, growth, and operations.
Essential Duties and Responsibilities
Lead the growth and development of the Shipper vertical within TriumphPay, including direct responsibility for direct and channel pipeline creation, direct and channel qualification and sales processes, identification, and support of upsell/cross-sell initiatives, and the overall attainment of revenue objectives.
Work closely with matrix reporting leaders to provide a seamless client experience, from first touch to long-term retention.
Participate as part of management team on planning, evaluating new opportunities and processes, and in achieving overall sales goals and objectives.
Maintain pricing requirements to meet fee and target yields.
Overall goal setting, development, and monitoring for BDOs.
Identify and communicate product and functionality needs to shape development priorities through collaboration with our Product team.
Collaborate with Marketing to develop messaging and materials to support sales efforts.
Collaborate with Operations leadership team to ensure a scalable operations center is designed and implemented to support the vertical.
Collaborate with Sales Engineering team to ensure timely and successful implementation of new clients.
Collaborate with Contracts and Underwriting teams to ensure timely closing processes that reduce risk while facilitating new business acquisition goals.
Identify, hire and train new BDOs, as necessary.
Work closely with the leadership teams of our valued channel partners to support their sales efforts of TriumphPay solutions.
Visit prospects, clients, and referral sources to support BDOs as needed.
Identify/evaluate new marketing opportunities and channel marketing partners.
Carry the TriumphPay culture into and through all activities performed for the company.
Expected travel to prospects, clients, partners, and presence in the corporate head-quarters office would be a minimum of 50% of the time.
Qualifications: To perform the job successfully, an individual should demonstrate the following competencies:
Business Acumen - an understanding of all areas of a business' operations and how they are interconnected; recognition of the financial elements of the business; and making decisions to maneuver a business through appropriate strategy.
Sales Leadership - Ability to create the Shipper Sales plan to generate predictable and repeatable revenue for the company.
Communication / Presentation - Excellent written and verbal communication skills that convey confidence with articulate, and professional speaking abilities (and experience). An empathic listener and persuasive speaker with excellent presentation and negotiation skills
Critical thinking - actively and skillfully conceptualizing, applying, analyzing, synthesizing, and/or evaluating information.
Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions.
People Skills - Focuses on solving conflict, not blaming; Maintains confidentiality.
Matrix Reporting Collaboration - Works well and partners with others in both hard line and dotted line reporting relationships
Change Management - Develops workable implementation plans; Communicates changes effectively; Builds commitment and overcomes resistance; Prepares and supports those affected by change; Monitors transition and evaluates results.
Strategic Thinking - Develops strategies to achieve organizational goals; Understands organization's strengths & weaknesses; Analyzes market and competition; Identifies external threats and opportunities; Adapts strategy to changing conditions.
Quality - Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality.
Continuous Improvement - Pursues training and development opportunities; Strives to continuously build knowledge and skills; Shares expertise with others.
Adaptability - Changes approach or method to best fit the situation.
Experience and Education
The successful candidate will possess extensive sales leadership experience in B2B sales environments, selling to global Fortune 2000 enterprises. Must have demonstrable success leading and growing small sales teams to achieve increasing success over several years, scaling the business significantly. Must have experience recruiting and leading strong teams of professionals capable of achieving above target results consistently. Must have demonstrable success leading direct and channel sales motions, navigating potential channel conflict, and helping channel partners achieve positive partnership outcomes.
Additionally, the ideal candidate should possess the following:
Bachelor’s degree in business, Finance, Supply Chain, or a related field. Graduate degree is preferred.
10 years of sales experience and 5 years of management experience.
Formal sales and management training.
Evidence of previous sales/management success and strong work ethic.
Detailed understanding existing supply chain finance solutions is strongly desired.
Experience selling into environments with multiple senior decision makers (CFO, Treasurer, Chief Supply Chain Officer, Chief Procurement Officer) across different silos is strongly desired.
Experience with selling working capital solutions, including knowledge of how large enterprises manage their banking relationships and working capital needs, is a strong positive.
The work environment characteristics described here may be encountered while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Moderate noise (i.e., business office with computers, phone, and printers, light traffic).
Ability to work in a confined area.
Ability to sit at a computer terminal for an extended period. Occasional stooping or kneeling may be necessary.
While performing the duties of this job, the employee is regularly required to stand, sit, talk, hear and use hands and fingers to operate a computer keyboard and telephone.
Specific vision abilities are required by this job due to computer work.
Light to moderate lifting is required.
Extensive travel is required.