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Vice President, Client Development

Fleetcor

This is a Full-time position in Louisville, KY posted April 13, 2021.

Identify, develop and secure new up sell and cross sell opportunities with existing clients.

Develop long-range course of action or set of goals to align with the organization’s vision.Key ResponsibilitiesMember of SVS sales team representing the full portfolio of SVS service solutions; sales and retention efforts will be focused on existing clients at the Enterprise level.Execute sales strategies and demonstrate classic “farmer” competencies while identifying, developing and securing new up sell and cross sell opportunities with existing clients.Will be assigned a book of business with an incremental annual revenue target and will consist of multiple customers.Manage the relationships of assigned SVS customer accounts where the retention, penetration and growth of the client’s business is of strategic importance.Conduct Business Review meetings and measures and analyzes client profitability on a quarterly basis and reports results to the senior leadership team.Monitor and oversee SVS and customer performance under the terms of the contract, including service delivery, service objectives and SLA’s, operating level compliance, approval of new requests and strategic issue resolution.Expected to understand and manage contract expiration and prepare and present SVS solutions in advance to retain relationship.Understands client needs, decision criteria, and processes and are expected to develop and nurture relationships with important decision makers and influencers.Expand and develop executive level relationships within assigned customer base.Serve as SVS’ business manager of the client relationships and is accountable for coordinating the strategic relationship with the customer and pursuing new opportunities within the accounts.Must ensure the smooth transition of newly “won” business to the appropriate implementation and/or client management resources.Responsible for building a pipeline of opportunities and closing direct sales of additional products/services to their portfolio of existing client relationships to meet and exceed performance expectations resulting in profitable growth.Must navigate the complex sales process encompassing: market development and positioning, client relationship building, opportunity validation/assessment, additional solution integration strategy development and execution, solution development and structuring consistent with both client needs and SVS product/service competencies, and proposal creation, pricing alignment with company objectives, and contract negotiations.Expected to establish and maintain relationships with clients seeking prepaid product and service solutions.QualificationsSeven plus years of direct/outside sales and/or account management experience in a competitive environment with a minimum of a bachelor’s degree.Qualified candidates will demonstrate such traits as assertiveness, strong listening skills, strong sense of urgency, high energy, persistence, exemplary professional standards and integrity, creativeness, flexibility, responsiveness, persuasiveness, be a self-starter, possess an ability to work with others, including internal cross functional resources, excellent written and verbal communication skills, ability to think outside of the box, strong analytical and problem solving skills.Demonstrate successful sales competencies, such as closing ability, adaptability, product knowledge, resourcefulness, excellent follow-thru practices.Thrive in high growth and complex environments.Ideal candidates will also be able to demonstrate direct industry experience or equivalent experience in working with and selling into senior representatives and C-level.Minimum requirements also include proficiency with the Microsoft Office Suite, such as Word, Outlook, Excel, Power Point, experience using a sales force automation tool similar to Sales Force.com, and the aptitude to quickly learn new systems as necessary.Travel
– 30 to 60%.Stored Value Solutions, a subsidiary of FLEETCOR, has been a trusted provider of gift card and stored value services for over 25 years to the world’s leading retail brands.

Our clients are located in more than 50 countries worldwide and we provide support in more than 26 languages and currencies.About the Company:FLEETCOR Technologies, Inc.

(“FLEETCOR”) is a leading global provider of business payment solutions.

We help companies of all sizes control, simplify and secure payment of various domestic and cross-border payables using specialized payment products.

We serve businesses, partners, merchants, consumers and payment networks in North America, Latin America, Europe, and Asia Pacific.* $2.6B Annual Revenue* 100+ Countries* 2.0B+ Transactions per Year* 8,500+ Employees(as of December 31, 2019)Our payment solutions provide our customers with a payment method designed to be superior to and more robust and effective than what they use currently, whether they use a competitor’s product or another alternative method such as cash or check.

We group our payment solutions into five primary categories: Fuel, Lodging, Tolls, Corporate Payments and Gift.

Each category is unique in its focus, customer base and target markets, but they also share a number of characteristics: customers are primarily businesses, have recurring revenue models, have specialized networks which create barriers to entry, have high margins, and have similar selling systems.FLEETCOR enjoys global recognition including:* Forbes Global Growth Champion
– FLEETCOR is one of the 250 fastest growing companies in the world as determined by Forbes and Statista* Forbes World’s Most Innovative Companies
– FLEETCOR has made this prestigious list of leading innovative companies 4 years in a row!* Fortune 1000 Company
– FLEETCOR was one of the largest movers in the new rankings of the largest companies in America, ranking #872* S&P 500
– In 2018, FLEETCOR joined the S&P stock index comprised of the 500 leading US stocks based on market cap (company value)Our VisionDespite many advances in our industry, the majority of business payments are still made with outdated and inferior payment methods, such as checks and cash.

We envision a business world where every purchase is controlled, every payment is digital, and every payment-related decision is well-informed.

In this future paperless state, payments will require little to no time to manage, leaving companies with more time for what matters most: activities that grow their businesses.Our MissionFLEETCOR’s mission is to provide businesses with a better way to pay, by replacing outdated payment methods such as checks and cash, and displacing the incumbent providers of those methods.

Through the digitalization of payments, we create and support robust ecosystems which benefit all participating constituents: payment-making customers, payment-accepting merchants, tax-collecting governments, and FLEETCOR.Our StrategyFLEETCOR is a growth company, and we employ a simple three-prong strategy for growing our business:* More Customers.

We invest more than $200 million per year in sales and marketing, predominately focused on new customer acquisition.

We continue to scale existing sales channels and headcount, enable our sales people with demand generation and other tools, and launch new distribution channels both internally and through partners such as ERP software providers, telematics companies, and banks.

We will also grow our customer base inorganically through acquisitions.* More Spend.

We seek to leverage our existing customer relationships and capture greater share of their business payment expenditures.

As such, we have developed various “beyond” initiatives, where we extend the utility of an existing payment product without degrading the core value proposition of the original product.

As such, a customer can “buy more stuff” without sacrificing the controls and reporting which attracted the customer to our product to begin with.

For example:* Our Fuel card customers can enable their cards to allow non-fuel purchases relevant to their business, like allowing a painting crew to buy supplies at a home improvement store, so they can finish the paint job.* Our Toll tag customers can use their in-vehicle RFID tags to make other “on the go” purchases like parking, fuel and fast-food.For our customers, these product extensions reduce payment friction, saving them time and operational headaches.

For FLEETCOR, these product extensions can increase our share of wallet with existing customers and can increase our products’ appeal and applicability to previously-unserved customer segments (e.g., non-toll urban dwellers).

We also create new product offerings, developed internally or in conjunction with partners, to cross-sell to our existing customer base.* More Geographies.

We continue to seek attractive entry opportunities in major international markets, which we intend to pursue through acquisitions and partnerships.Our Commitment to Diversity, Equality, Inclusion, BelongingTogether we can foster true belonging.

We know different ideas, perspectives and backgrounds lead to better innovation and results.

We are therefore committed to building and nurturing a culture of diversity, inclusion, and belonging by:* Welcoming people of different backgrounds, cultures, ethnicities, genders, and sexual orientations;* Empowering our people to share their experiences and ideas through open forums and individual conversations; and* Valuing each person’s unique perspectives and individual contributions.Embracing diversity enables our people to “make the difference” at FLEETCOR.Our ValuesFLEETCOR’s culture reflects our history of fast growth and our continued drive for results.

Our entrepreneurial spirit remains strong across our global workforce, and we reinforce these principles in our five core values:* Innovation: Figure out a better way* Execution: Get it done

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