Your role

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The mission for the Director of Sales, North America is to grow the PayByPhone business in the US and Canada. As a commercially focused executive level sales leader, this role is demanding, challenging and fast-paced. The role requires someone who can build a high-achieving sales team from the early stages, as well as participate in active selling.

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Key Responsibilities

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What you'll be doing

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• Execute the commercial strategy to ensure achievement of PayByPhone’s commercial objectives  
• Ensure that all commercial activities meet or improve on KPI targets in line with business objectives, from corporate office  
• Understand the value drivers of the business and identifying profitable commercial opportunities to grow revenue and market share  
• Day-to-day leadership of the Sales team based in North America, including tracking and managing team KPI’s and resolving any blockers of success  
• Define outcomes, targets, and processes to Sales team members to ensure they have a clear definition of expectations in their roles  
• Partner closely with Director, Client Success to manage key customers (existing and new) to improve retention and profitability  
• Collaborate cross-functionally to ensure that core teams (Marketing, Client Management, Product Management, Tech, etc.) are brought into sales strategies and sales related processes are streamlined  
• Review existing products, services and markets and producing business cases and/or recommendations for business development opportunities  
• Open up and cultivate partnership opportunities in the market  
• Develop and maintain an excellent understanding of the key customers and clients to meet needs and retain business  
• Ensure adherence to all laws and regulations in all markets of operation  
• Advocate internally for the needs and requirements of customers and clients  
• Drive product development roadmap through well-argued business cases for US and Canadian market  
• Drive use of central CRM system [Salesforce.com] to track and monitor sales activities across the US and Canada  
• Stay up to date with external factors and advancements in relation to commercial activities which impact the business (including competitors, technology, government, current and proposed legislation)  
• Represent the company externally to raise the company’s profile and advance business development opportunities  

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Required Qualifications

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Essential Knowledge, Skills, and Experience

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Demonstrated experience / projects

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• Demonstrated experience developing and implementing commercial strategies that achieve business objectives  
• Proven track record of growing a customer base, building and executing commercial deals, exceeding KPI’s, and achieving company goals  
• Experience in growing and scaling a sales team from the early stages  
• Track record of consistently achieving of goals and targets  

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Technical / Hard Skills

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• Experience with enterprise level CRM systems  
• Exceptional business judgement/critical thinking skills  
• Strategic project management experience  
• Effective networker  
• Fluent in English  

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People Management experience (if applicable)

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• Strong people management experience, including managing remote team members  
• Enthusiastic and motivational leadership style  
• Experience coaching and providing feedback to manage performance and develop team members to grow their careers  

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Years of Experience

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• 10+ years B2B or B2C sales experience  
• 5+ years sales leadership experience across North America  
• Experience in the digital payments industry will be highly regarded  
• Parking industry experience would be an asset but not required  

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Education (post-secondary, certification, etc.)

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• Bachelor's degree in Commerce, Business Management, MBA, or equivalent experience  

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Approach And Abilities

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Role Specific

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• Entrepreneurial spirit with a get-it-done attitude  
• Able to combine business, technology, finance, and legal concepts to lead complex, multi-faceted deals  
• Expert negotiator and able to influence both internal and external stakeholders  
• Able to build strong relationships with prospective and existing clients and partners  
• Proven strategic aptitude and ability  
• Commercially astute and customer focused  
• Self-motivated, tenacious and competitive  
• High level of self-awareness coupled with emotional intelligence  

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Communication

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• Exceptional communication and interpersonal skills with the ability to communicate a compelling vision  
• Able to network across our business and ensure buy-in from key stakeholders internally to ensure sales strategy is properly executed  

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Level of Ownership (of tasks, projects, portfolios, and/or strategy)

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• Owns execution of sales strategy  
• Owns adherence to law and regulations  

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Level of Leadership

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• Lead successful teams across large geographical distances  
• Natural leader and motivator of people  

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Success in the role 

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What does success look like in the role?

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• A highly motivated sales team is actively working the prospect list  
• A well-managed and growing pipeline, with reporting metrics identified  
• New business opportunities and verticals identified and gtm plan in place  
• Sales processes and standard materials have been designed and are being used  

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About Corpay

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Corpay is a global technology organisation that is leading the future of commercial payments with a culture of innovation that drives us to constantly create new and better ways to pay. Our specialized payment solutions help businesses control, simplify, and secure payment for fuel, general payables, toll and lodging expenses. Millions of people in over 80 countries around the world use our solutions for their payments.

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All offers of employment made by Corpay (and its subsidiary companies) are subject to the successful completion of satisfactory pre-employment vetting by an independent supplier (Experian). This is in accordance with Corpay's Resourcing Policy and include employment referencing, identity, adverse financial, criminal and sanctions list checks. We do this to meet our legal and regulatory requirements.

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Corpay is dedicated to encouraging a supportive and inclusive culture among our employees. It is within our best interest to promote diversity and eliminate discrimination in the workplace. We seek to ensure that all employees and job applicants are given equal opportunities.

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Notice to Agency and Search Firm Representatives: Corpay will not accept unsolicited CV's from agencies and/or search firms for this job posting. Resumes submitted to any Corpay employee by a third party agency and/or search firm without a valid written & signed search agreement, will become the sole property of Corpay. No fee will be paid if a candidate is hired for this position as a result of an unsolicited agency or search firm referral. Thank you.