Head of Merchants

hace 6 días

Santiago de Chile Sodexo Benefits & Rewards Services A tiempo completo

**Head of Merchants** - Be the change. Let’s go above and beyond

Are you looking for your next challenge that makes sense, within a Globally renowned company with the fast-growing pace from a start-up? Yes, the best of all worlds exists

We are Sodexo Benefits and Rewards Services (BRS), an entity of Sodexo, we’re inventing entirely new ways to influence and enrich the lives of employees worldwide.

We bring to life benefit platforms and payment solutions to level up the quality of life at work for our 440,000 clients and 36 million of their employees in 31 countries.

As our new **Head of Merchants**, reporting to our CEO in Chile, you will be responsible for developing an effective merchants' go-to-market strategy to better utilize existing relationships with the merchants. Being a critical part of the country leadership team, he/she ensures that the network is efficiently maintained end expanded, while new sources of growth are effectively delivered to the merchants.

**How your next challenge looks like**:

- Execute the go-to-market strategy for merchants in line with country priorities & product roadmap.
- Build the merchant organization & coverage plan to foster sustainable and profitable commercial results through merchants’ business.
- Manage the merchant organization - attracting, motivating and & retaining key talents.
- Ensure effective execution & communication of BRS value propositions to merchants during negotiations while maintaining and increasing commission levels for our services
- Act as the first point of contact for merchants’ associations, manage relationships with them together with the CEO
- Develop an operating budget for the merchants division that meets business goals
- Contribute to financial forecasting in terms of reimbursement patterns, revenues and merchant sales activities
- Build methodologies to ensure efficient network coverage with an optimal cost structure.
- Execute a proactive affiliation strategy considering country strategic directions, identifying prioritized clusters of merchants while optimizing commercial conditions
- Define the commercial KPI's and targets regarding affiliation, sales, and revenue, co-design merchant sales incentive system with marketing, finance, and HR
- Use the appropriate metrics (leading and lagging KPIs related to the Sales Funnel) to review the performance of his/her sales team.
- Ensure effective coaching practices are in place for all sales-related activities.
- Create strong relationships with key merchant stakeholders at senior levels
- Ensure the correct adoption of processes, methods, tools, and rituals for retaining key merchants.
- Analyse merchant loss reasons, building action plans to prevent avoidable losses for key merchants.
- Ensure usage of the CRM for selected merchant activities (Key negotiations, new product sales, merchant acquisitions)
- Provide organized feedback to other functions in the company for improving value proposition, building new products / CSR initiatives, or fine-tuning other tools and processes for merchants
- Monitor competitors' merchant practices, fees, and commissions and alert marketing teams & country COMEX periodically
- Work in strong alignment with global and regional teams to exchange best practices in the BRS merchants’ community.

**You’re a match if you have**:

- Bachelor's degree in Sales, Business Administration, etc.
- Master's degree preferred
- Minimum 5-7 years of experience leading a sales teams
- Previous experience in a senior sales role with demonstrated ability to meet or exceed targets
- Previous experience in retail industries, fin-tech companies, or marketplace business models is preferred
- Intermediate English level (B2 equivalent).
- Knowledge of CRM Salesforce is highly valued.
- Competencies: Strong negotiation skills, stakeholder management, flexibility, and willingness to learn.
- Availability to work in Santiago in a hybrid working model

**How the process looks like**:
Video call with Global Talent Acquisition Expert

Video call with Hiring Manager and/or Local HRG-Talent Acquisition

**Happy at work**
- **A meaningful job**: build the future of employee benefits and contribute to the quality of life at work for others, you will impact positively local communities too. It counts
- **An attractive offer**: grow with us, competitive salary, multiple benefits (meal tickets, health insurance, etc...), parental benefits, internal events, and more
- **A great culture**: we respect and care authentically about our people, we embrace work-life balance, new ideas and we have a lot of fun

**Salary**: $4,000,000 - $5,000,000 per month

Application Question(s):

- Cuantos años de experiência tienes liderando equipos de ventas?
- Cuentas con experiência previa como vendedor senior en un rol hunter/farmer?
- Cuentas con experiência en la industria retail, empresas fintech, financieras o de marketplace?
- Tienes conocimiento de Salesforce o Hubspot (CRM)?
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