Director - Sales and Account Management - PayPal - Hong Kong

Job description
The Director of Large Merchant (LM) position is a critical component of the PayPal Merchant Services team. This experienced Sales leader will be responsible for developing and implementing strategic business plans for both acquiring and engaging Merchants. The Director of Large Merchant must quickly become an expert about PayPal, alternative payment products and the payment industry. He / she needs to possess strong business acumen, with a demonstrable track record of strong performance as a leader of sales and client management teams. Domain expertise is not essential but a fluency in e/mCommerce ecosystem knowledge and familiarity with a variety of services that Merchants would utilize together with PayPal (i.e. shopping carts, payment gateway services) would be very beneficial.
Responsibilities include, but are not limited to:

l Partner closely with Regional teams to develop a robust value based sales approach to both existing customers and prospective customers. Enable the experienced team to sell based on quantifiable value-add to their customers.

l Using proven sales methodologies coach the team to help drive further penetration into Share-of-checkout for PayPal for new and existing customers.

l Identify, analyze and develop new business opportunities with Large Merchants or Merchants in emerging / complimentary industries by direct sales or via partners (e.g. e-commerce platforms, system integrators, web developers, payment Service providers etc.)

l Provide Merchants with consultation of PayPal based payment solution, quantify and articulate value.

l Plot acquisition strategy for targeted Merchants, conduct customer/partner meetings, negotiate commercial terms/contract documents, and close deals in timely manner.

l Develop network to reach targeted Merchants, maintain strong client relationships with executive level decision makers with Large Merchants, and key industry partners.

l Coordinate operation support team and integration support team to provide necessary support for setting up PayPal at each LMs

l Mine and develop existing LM (Large Merchant) / Key Account relationships to grow and retain their sales, propose effective payment solutions and KPI initiatives.

l Ongoing contact point with LMs for major issues such as about contract, joint marketing, product, integration, and/or operation.

l Act as primary, business development liaison with internal key contacts (Sales, Marketing, Integration, Product, Operations, Finance, Legal, Risk, Compliance etc) for Merchant acquisition and problem resolutions.

l Improve business by generating new and practical ways of doing things in order to solve problems and gain advantage in competition.

l 15 years+ of experience in a Corporate Sales or Solution Sales is required. Experience in e-commerce / e-marketing, mobile, telecommunication, digital goods, financial industry, or Payment Service industry is a plus.

l Proven success track record in business development and / or corporate sales is preferred, both in leadership of sales and account development.

l Familiarity with leading sales methodologies and experience leading teams to utilize best practice e.g. SPIN, TAS

l Proven experience of developing high performing sales and client management teams.

l Experience in interacting directly with business customers, consultative selling, and / or contract negotiation is preferred.

l Must have deep insight and broad knowledge with regards to Internet / Mobile, such as Mobile ecosystem, Online / Social Gaming, Digital Goods, e-Commerce.

l Entrepreneurial mindset and business acumen; insights into what drives our Merchants' businesses required.

l Working cross functionally in a complex, matrixed MNC required. Ability to 'case build' and influence both internal and external stakeholders is required.

l Fluency in English and Cantonese required. Mandarin and other Asian languages highly preferred.

l Experience using Microsoft Office products, including: Excel, Word, Outlook, and PowerPoint.

l Successful completion of the university Bachelor's degree, post graduate credentials a plus.

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