Every day, Global Payments makes it possible for millions of people to move money between buyers and sellers using our payments solutions for credit, debit, prepaid and merchant services. Our worldwide team helps over 3 million companies, more than 1,300 financial institutions and over 600 million cardholders grow with confidence and achieve amazing results. We are driven by our passion for success and we are proud to deliver best-in-class payment technology and software solutions. Join our dynamic team and make your mark on the payments technology landscape of tomorrow.
Job Overview:
The Dealer Business Development Manager (DBDM) plays a pivotal role in managing and supporting our Dealer Channel, specifically focusing on maximizing revenue generated through Heartland payments and Synergy solutions. This position serves as a dedicated advocate and ambassador for our Dealers, championing all aspects of reselling our payments products and driving additional revenue through card and payroll referrals.
Responsibilities:
Managing Dealer relationships: Overseeing contracts, quotas, assigned territories, and recruitment/termination processes.
Product expertise and training: Thoroughly understanding and effectively communicating all our policies, procedures, and product advantages to enable revenue growth for assigned Dealers.
Dealer Program representation: Acting as the primary point of contact for the Dealer Program within your assigned divisions, addressing all Heartland payments-related inquiries.
Attention to detail: Ensuring efficient and professional communication and mentorship for all Dealers and prospective Dealers.
Resource mastery: Demonstrating in-depth knowledge of all Dealer-facing documentation, including the Dealer Manual, processes, price lists, authorized Dealer list, and training materials.
Sales and support: Assisting Dealers in lead submission and fostering relationships with Inside Heartland card and payroll partners.
Escalation resolution: Serving as the primary contact for resolving any Dealer-related escalations.
Travel: This position requires extensive travel throughout the US, potentially exceeding 24 weeks per year.
Why this role is valuable to the company
The Heartland POS Dealer Business Development Manager role is critical in keeping the Dealer Channel running smoothly and plays an integral part in the individual Dealers’ successful growth and development of revenue. This role will develop relationships with many diverse resellers, merchants and colleagues. This position serves as an evangelist for the HPOS Dealer Program including recruitment, large end-user opportunities, trade shows, training and new product launches, etc.
Requirements
• 2-5 years in Payments OR POS Dealer management OR channel management experience
• 4-year college degree or equivalent experience
• Enjoy problem solving and channel management
• Have experience with contracts and negotiations
• Extremely organized with professional follow-up habits
• Experience with Google Suite, Salesforce.com, LinkedIn, and social media
• Hospitality and food service and / or retail experience is helpful
• Ability to travel as needed
Compensation and Benefits
This person will work from home office. This position is a salary plus bonus position.
Dealer Business Development Manager’s Responsibilities
This team’s mission is to drive installed margin through the Dealer Channel within the Heartland Trusted Dealer Program as well as from payroll referral.
Dealer Development
• Recruit New Dealers to cover all products in all major markets of divisions covered.
• Foster positive and respectful relationships with all existing Dealers in their division.
• DBDM needs to touch base with every Dealer in their divisions 1-2 times a month
• DBDM should strategically coordinate visits timed with events where their Dealers will be present.
• DBDM is responsible for creating community and harmony between individual Dealers and other divisions, such as card and payroll.
• DBDM is responsible for encouraging respectful behavior and enforcing rules when Dealers violate engagement rules.
Dealer Revenue
• DBDM is responsible to increase and maximize total Dealer revenue in each division across all products
• DBDM is responsible to monitor and influence revenue increases opportunities within their divisions. This includes helping Dealer close large opportunities and creating new local leads as well as monitoring Dealer pipelines.
• DBDM is responsible for Dealer’s minimum and targeted quotas. Must influence and communicate progress so that the Dealer is aware of status changes and or progress.
• DBDM is responsible to expose, train and assist in launches of new sellable products to all Dealers in their division.
Dealer Communication
• DBDM is responsible to notify relevant managers about Dealer boarding, termination, remediation, legal escalation whenever a Dealer has a change of status or issue.
• DBDM is responsible to share the following content in their periodic communication with the Dealers in their divisions:
• Go over all leads received since the last time you talk to Dealer. And update notes in SF.com
• Go through revenue increase and decrease as well as funnel and discus recent past performance as well as immediate future performance.
• Operation issues - check on general state of support, product quality, documentation. Additionally, make sure they are aware of any news releases on product or any new products that might help their Dealer.
• Revenue – DBDM is responsible to know if any campaigns have been run by the Dealer and speak to them about results of campaign run and help them run new campaigns more effectively. Initially DBDM is responsible for boarding and training Dealers on the Revenue marketing cube tool.
• Upcoming events- DBDM is responsible to make sure Dealers are aware of training classes, trade shows, Dealer events, industry events.
• Contest and ranking- DBDM is responsible to inform Dealers of any contests in their product and their status and ranking if Diamond. DBDM should keep Dealer informed throughout the entirety of the contest.
• News – DBDM is responsible for communicating to their Dealers all general industry trends, Dealer & Heartland POS success stories and content of any communication bulletins that have come out since the last they spoke.
Marketing
• DBDM is responsible to know all marketing collateral available and make sure Dealers know where to find it, how to use it and what is available.
• DBDM is responsible to look for and communicate opportunities for success stories, marketing opportunities. Re-amplification of quality marketing work that Dealers have created. And be a liaison for marketing work in their division.
• DBDM needs to be active in the suggestions, creation and production in any marketing materials that they see would benefit the team at large
• DBDM needs to be active in the suggestions, creation and production in any marketing materials that they see would benefit the Dealers
Trade Shows
• DBDM is responsible to work and oftentimes setup and teardown trade shows in their divisions and work all national trade shows called on to work.
• DBDM is responsible to insure Dealer participation in all tradeshows and events that require Dealers
• DBDM is responsible to coordinate communication between all Card and Payroll colleagues local to the event in advance to show as to set expectations and foster collaboration.
• DBDM is ultimately responsible to make sure Dealers have made all plans necessary for getting to the event and assist when necessary.
• DBDM is responsible to suggest and request any additional events that would help Dealer revenue in their divisions.
• DBDM will be occasionally required to help plan events for Heartland Commerce.
Documentation & Tools
• SF.com DBDM is responsible to enter, maintain and keep historical notes as well as status changes on all Dealer and Dealer prospects in their division. Additional DBDM is responsible to learn and fully understand how a Dealer needs to use SF.com Portal as well as train and monitor Dealer usage.
• DBDM is responsible to learn and fully understand how a Dealer needs to use Knowledge Portal as well as train and monitor Dealer usage.
• DBDM is responsible to learn and fully understand how a Dealer needs to use Dealer Exchange as well as train and monitor Dealer progress.
• DBDM is responsible to learn and fully understand how to use Google drive and know where to access all documents and their content.
Education
• DBDM is responsible to make sure Dealers are aware of training class schedule and that Dealers signup as well as understand travel logistics.
• DBDM is responsible for making sure Dealers in their divisions know where to find all training resources and help them with any training needs.
• DBDM is responsible to make sure all Dealers know how to order product.
• DBDM should know and understand all Dealer Manuals and Contracts.
• DBDM is responsible for driving attendance to product panels along with the broader team.
Other Tasks
• DBDM will be assigned various projects to help facilitate the Heartland Dealer Channel and are expected to complete these projects in a timely manner.
• Professional Communication – DBDM is responsible to respond professionally, courteously and ethically to any and all communication they receive within 24 hours
• If the DBDM is out of office, it is their responsibility to request and find a team member who can handle their communication while they are out.
• DBDM will respond to communication in the same manner in which the communication came in. IE phone – return by phone
• DBDM will cc executives on communications as necessary
• DBDM will always copy and get back to all people on the thread. So that no one is left without a response to an email they were originally copied on.
Vacation, Travel and Expenses
• DBDM is responsible to make their own arrangements for Travel via company provided systems.
• DBDM will arrive no less than 12 hours before the start of their responsibility or appointments when traveling that involves taking a flight to the appointment / event.
• DBDM is responsible to submit travel for approval that is not requested of them before booking.
• DBDM will not accrue expenses over $250 per event without SVP approval. (Dinner, Room Service, etc.)
• DBDM is responsible to make manager aware and follow company procedures to take PTO.
The position listed in this requisition is ineligible for the new hire referral bonus award program.
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