VP, Account Management

Summary: 

The Vice President of Account Management will lead a team consisting of Account Executives that are commercially oriented and Client Support Managers and Specialist that provide important service and support to our clients  Collectively these teams are responsible for the commercialization of new wins that originate in the New Business Sales organization; and the retention, growth, cross-sell and upsell within Onbe’s existing client portfolio. This leader will mentor, develop and lead their teams to deliver Onbe’s objectives for client retention and satisfaction, performance to budget and revenue growth performance goals. Onbe’s solutions focus on payments to consumers, workforces, and service providers. These payments are often in the form of refunds, rewards, and payroll solutions delivered both digitally and physically. This team leader will hold a strategic position within Onbe reporting to the Chief Client Officer, helping drive the revenue growth of the company.

This role is a hybrid role that will work onsite 1 day per week at our Buffalo Grove, IL location. Occasional travel may be required as part of this position. 

Responsibilities:

• Leads, motivates and empowers a skilled Account Executive team to develop strong relationships and identify business growth and expansion opportunities through partnerships, cross-selling, and up-selling initiatives, thereby creating additional revenue opportunities within Onbe’s enterprise business portfolio. 
• Ensure that the revenue goals for Onbe’s existing portfolio of clients are achieved
• Owns the plan for execution of the yearly signings goal for established clients
• Provides the leadership and vision so that team cultivates the unique ability to anticipate and resolve obstacles to ensure clients reach their full potential, and results are achieved (newly won business).
• Owner of the monthly Budget vs Actual process which uncovers trends – ensures partner is performing to plan and acts when underperformance is detected.
• Maintain overall health, engagement, and retention of client portfolio.
• Proactively address potential risks associated with attrition or competitive threats.
• Stay informed of client news, payments industry trends, and market shifts.
• Provides leadership with contract renewals, pricing initiatives, and participate in RFP exercise.
• Key participant in annual client budget planning and quarterly forecasts for issuance
• Deliver team revenue objectives for client budget performance and net new revenue quota attainment. 
• Understand key target verticals regarding the industry landscape, payments capabilities, and marking a flawless delivery of services and solutions.
• Foster strong partnerships between Account Executive and Client Support team members to deliver seamless operations and support to Onbe's clients, further strengthening key business relationships.
• Develop and implement a comprehensive client success strategy that aligns with business goals, develops client dedication, and drives long-term revenue growth.
• Lead the account planning process to guide the Account Executive team’s expansion efforts into new buying centers and product applications. Tailor solutions and approaches to buying personas with clear ties to prospect's business objectives.
• Cultivate and grow an accurate team sales pipeline. Maintain a data-driven culture that uses analytics to measure results and accurately forecast.
• Coach and upskill the Account Executive and Client Support teams to maximize performance. Build and grow the team for current and future success.
• Represent and advocate for the Account Executive and Client Support teams on intra-company projects and initiatives.
• Lead by example by identifying, recommending and implementing critical operational efficiencies and process improvements across the Account Executive and Client Support teams to meet and exceed business and talent development objectives.
• Collaborate diligently and act as a leader with vision, providing a customer-level perspective in order to help guide strategy and product development.
• Collect regular and meaningful client feedback and recommend and implement relevant action plans to address client concerns or comments.
• Administrative duties that include quarterly commissions calculations, annual budgeting of client issuance and quarterly re-forecasting of issuance, performance reviews and talent assessment.

Qualifications:

• 10+ years of applicable leadership experience selling to Fortune 1000 companies.
• Experience in payments and disbursements with in-depth understanding of financial products, services, and technologies within the industry preferred.
• Proven track record of meeting or exceeding defined team revenue goals/quota attainment.
• Highly passionate about results, finding a way when others only see the challenges. 
• Possess a highly developed desire to collect and analyze data to problem solve and advise decision making. Experience utilizing Microsoft Dynamics preferred.
• A hard-working person who can influence others into getting behind the mission
• Proven ability to mentor others in selling to multiple C-level personas, including finance, marketing, and digital engagement personas.
• Bachelor's degree required

The base salary range for this position is budgeted for $240,000 to $260,000 with eligibility for incentive compensation program (commission). The actual base salary offered depends on a variety of factors, including but not limited to the qualifications of the individual applicant for the position, years of proven experience, specific and unique skills, level of education attained, certifications or other professional licenses held, business needs, and market demand. Our competitive benefits include medical, dental, vision, wellness, 401(k) matching, open paid time off, generous parental leave, and more! Our job titles may span more than one career level. All candidates are encouraged to apply.

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