Territory Manager - Major Accounts, NorthEast

Territory Manager - Major Accounts, NorthEast

You can feel the energy at the Deluxe family of companies! The creative environment and the sense of possibility here are what you'd expect at a start-up, yet, we offer all the resources and strength of a well established, publicly traded company. How strong are we? From locations across the United States, Canada and Ireland, we serve nearly 4,000,000 small businesses, more than 6,400 financial services companies, and 9,000,000 individual consumers.

As we move forward to our new future, we're launching new products, offering new services, and creating new ways to help small businesses and financial institutions succeed. We provide an environment that is dynamic, not bureaucratic and a structure that is rewarding, not routine, now we need you to provide the passion and expertise!

At Deluxe, your ideas are applauded. Your commitment, valued. Your efforts, recognized. Put simply, Deluxe is the place for you to actively build your future.

Deluxe is currently seeking a Territory Manager for our Northeast Territory. The Territory Manager within the National Account organization is responsible for maximizing Deluxe's business at targeted accounts within defined geographic markets. He or she is accountable for growing Deluxe's wallet share within large accounts that already do business with Deluxe, and for capturing new business from customers that have not previously worked with Deluxe.

Through effective account planning and the demonstration of superior selling skills, the Territory Manager will broaden customer business relationships to encompass all appropriate solutions offered by Deluxe. Because the focus of the National Accounts organization is on the largest accounts within their industries, candidates must possess strong business skills in each of the areas detailed in the Accountabilities section below.

Typically, a Territory Manager will be responsible for a small number of incumbent accounts, and as such will also be expected to grow the number of customers within his or her territory. The business development activities expected of the role will require significant cold calling skills and a high level of tenacity.

Accountabilities:

- Business Acumen: Adept at identifying and exploiting new opportunities within a customer's enterprise that are outside of the traditional departments doing business with Deluxe. Builds and utilizes knowledge of current and future industry practices and trends to position Deluxe as a trusted advisor and critical business partner. Effectively and quickly uncovers and manages new business opportunities. Actively demonstrates knowledge of competition to proactively position Deluxe against competitive forces.
- Engagement with C-level Officers: Adept at overcoming institutional barriers designed to protect senior management from vendors. Able to effectively leverage existing relationships to identify and engage with decision makers in other parts of the business. Skillfully interacts with decision makers, including C-level officers while demonstrating responsible decision making in stressful or unexpected situations. Understands the roles of all parties involved in a negotiation and their tactics, motivations, sensitivities and intentions.
- Drive for Results: Focuses energy on high return opportunities and is comfortable cold calling. Consistently demonstrates a passion for growing the business. Executes against the plan, adjusting as appropriate or as the business climate dictates. Takes initiative to work independently with a vision of the end state in mind. Motivates self and others to achieve maximum results. Effectively utilizes available resources. Perseveres in the face of obstacles.
- Services and Technology Expertise: Adept at translating the abstract values associated with services into concrete advantages for the customer. Outwardly conveys confidence and enthusiasm about the service capabilities of Deluxe. Demonstrates a strong understanding of the technologies associated with Deluxes offerings. Establishes clear linkage between services/technologies and business needs.
- Planning: Defines and prioritizes both new account and expansion opportunities in ways that maximize Deluxes likelihood of success, revenue and profit. Focuses on promoting the solutions which meet the specific needs of each customer and are aligned with Deluxe's ability to deliver.
- Communication: Actively investigates the clients needs through effective questioning and listening skills. Delivers clear, concise presentations with enthusiasm and passion that demonstrate knowledge of the business product and/or services. Restates main concepts and gains agreement from clients on actionable next steps toward advancing a sale. Proficient in clear and concise written communication, both with internal and external business partners.
- Solution Knowledge: Has a broad understanding of all solutions offered by Deluxe and is able to effectively articulate the business value of each in ways that resonate with customers. Able to effectively engage solution specialists in ways that best serve the interests of customers.
- Experience Selling to Large Companies: Understands and effectively maneuvers through the politics associated with large companies. Able to address the complexities associated with the decision making process. Differentiates between supporters and detractors and appropriately addresses each. Understands and exploits the customer purchasing process.
- Negotiating: Exudes confidence and trustworthiness. Remains professional under pressure and demonstrates responsible decision-making in stressful or unexpected situations. Diffuses conflict in ways that create additional value and leads to new opportunities. Understands roles of all parties involved in a negotiation and anticipates their tactics, motivations, sensitivities, and intentions. Makes good decisions based on experience, wisdom, and thorough understanding of the situation.
- Relationships: Builds effective relationships and collaborates with peers, managers and co-workers across all Deluxe organizations. Openly communicates, provides timely feedback and shares ideas.

Required:

- Bachelors Degree or equivalent in sales
- 5+ years experience in direct sales to large accounts

Service selling experience within a technology industry - Proven leadership and influencing skills - Excellent written and verbal communication skills - Strong consultative sales coaching/training skills; sales expertise/knowledge critical - Strong interpersonal skills - Ability to analyze data and results, identify trends and create plans for improvement - Must be PC literate and have strong MS Office skills (Word/PowerPoint/Excel) - Strong Account Management skills. Ability to create strategies and plans to maximize sales and retention performance of managed accounts - Proven sales expertise - Knowledge of Deluxe, its product lines and the business to business market desirable

Preferred:

- Ideal candidates will reside in the New Jersey area

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