Microfinancial Inc. Regional Account Manager in Burlington, Massachusetts
Regional Account Manager
Salary Plus Commission
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Job Title: Regional Account Manager
Reports To: VP Sales
Location: Burlington, MA
Join TimePayment in our mission to expand our top-quality service to the nation’s equipment buyers and sellers. For more than 30 years, we have provided equipment lease financing options to over 800,000 customers. Our unique blend of dedicated team members and market leading technology has earned us accolades from over 30 different industries. Through our network of 10,000+ independent equipment vendors, and utilizing our multi-level credit scoring model, we are able to provide finance solutions to a wide range of customers - from large corporations, to small businesses, including new entities.
Our diverse team of employees work hard, but we know how to keep it fun. We enjoy a generous benefits package, a casual working environment, and opportunities for career growth. TimePayment is conveniently located with plenty of nearby amenities. Whether you are looking for a strong training program that encompasses a “classroom to office” transition, you’re a seasoned professional looking for career advancement, and/or are looking to work on new and exciting projects, we've got a place for you. Apply to join our dynamic team today!
TimePayment Corp. is a private company owned by Fortress Investment Group of New York. Fortress is a leading, highly diversified global investment firm with $36.1 billion in assets under management and operates within The SoftBank Group as an independent business. The SoftBank Group is comprised of a global portfolio of companies, which includes advanced telecommunications, internet services, AI, smart robotics, IoT and clean energy technology providers and has over $93 billion in committed capital.
Our sales professionals are a critical connection between TimePayment and the many equipment vendors and dealers who rely on our lease financing options to increase their bottom line. The Regional Account Manager will proactively develop and implement TimePayment’s sales strategy by creating and sustaining relationships and alliances with their regional and/or national accounts. Join our dynamic sales team and help our vendors benefit from TimePayment’s services.
Initiate and develop high-level relationships with equipment vendors/dealers. The main responsibilities of this role are nurturing existing customer retention, and driving adoption and growth.
Attain 100% of assigned individual funding quota by initiating outbound calls to existing vendors and new accounts to sell TimePayment’s value proposition as a monthly payment option.
Develop and implement account plans and forecasts for high potential relationships
Enhance profiling and identification of initial CTQs (Critical to Quality)
Build pipeline of potential future business equal to two times of monthly quota
Forecast month and quarter originations to within 10% of actual results
Exceed outbound call objectives through call cadence with assigned vendor accounts
Identify business opportunities, develop pipeline, forecast originations each month and develop incremental action plans to close gaps between forecast and actual quota
Identify best products and services for the vendor
Coordinate training for vendors and dealers
Ensure appropriate vendor coverage (based on segment and cover model)
Penetrate key accounts and grow the territory and actively monitor account activity
Diligently use sales management database (Salesforce) for sales processing; capture relevant data, keep comprehensive and accurate notes in database
Effectively use Internet and other resources to research vendor accounts and to better understand vendors’ industries and businesses. Must be skilled at using referral prospecting
Work effectively as part of a team with Sales Acquisition reps, Account Specialists and Vendor Funding Reps and exert positive influence and serve as a team resource to support TimePayment’s mission
Maintain intelligence on competition, understand competitors' strengths and weaknesses, and effectively articulate TimePayment’s competitive advantage
Keep management informed about geographic and market opportunities
Maintain positive outlook and professionalism, as well as technical and product knowledge
5+ years strong outbound telesales account management on monthly quota
Successful track record exceeding 100% of quota
Consultative sales and needs analysis approach
Proficiency in Customer Relationship Management (CRM) - (Salesforce is preferable)
Accustomed to forecasting and understands forecasting methodology
Functions successfully in deadline oriented, high activity work environment
Outbound call cadence and referrals
Adept at building and tracking a strong pipeline of prospects
Achieves call data standards including dials and talk time
Uses time management skills for prospecting through existing vendors and administrative duties
Measures of Success:
Achievement of quota
Improved penetration rates for key vendors
New vendor adoption
Detail oriented with strong follow up and pleasant persistence
Driven to succeed and financially motivated
Strong business acumen and sense of urgency
Enthusiastic, engaging and able to positively influence decisions
Responsible, reliable (pride in work) and loyal
TimePayment is an equal opportunity employer. Applicants and employees are considered for positions and are evaluated without regard to mental or physical disability, race, color, religion, gender, national origin, age, genetic information, military or veteran status, sexual orientation, marital status or any other protected federal, state/province or local status unrelated to the performance of the work involved.
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