Director, Business Development, Global ATM
About BrinksBrinks is the global leader in security, logistics and ATM portfolio management services, trusted by banks, financial institutions and businesses in both public and private sectors.
We deliver the currency of the world to businesses in our communities.
We do it because were needed.
We do it because were trusted and valued.
We do it because it makes us proud.
Brinks Proud.SUMMARY:
Establish effective business development partnerships with leaders and management teams across multiple countries in Latin America.Act as a Subject Matter Expert in the ATM business broadly, the ATM business as it exists within multiple Latin American countries, ATM outsourcing for Financial Institutions, and ATM deployment in retail venues.Represent the value proposition that Brinks is taking to the market in the ATM industry for both Financial Institutions and Retailers.Work with country leaders and management teams to:
Help identify and assess prospective customer opportunitiesHelp in the discovery and due diligence process to assess the attractive of the opportunityHelp pursue these opportunities through direct conversations with prospective customers, presentation of materials, preparation and presentation of proposalsHelp close on these opportunities through development and negotiation of deal and contract terms, interface with legal resources to build contractual agreements, and direct discussions with prospective customers to support successful final negotiationsUtilize a consultative solution-based sales approach to influence solution design and win new business in collaboration with local business development teamsBe accountable for achieving revenue goalsMaintain high levels of customer satisfaction and loyaltyDevelop business plans and strategies for the Latin American RegionKNOWLEDGE, SKILLS & ABILITIES:
The competencies required for success in the Business Development role include:
Negotiating:
Negotiate skillfully in complex and competitive environments with executives and their management teams; be able to settle differences with minimum noise; win concessions without damaging relationships; be both direct and forceful as well as diplomatic; gain trust quickly of other parties to the negotiations; have a good sense of timingDrive for Results:
Be counted on to exceed goals; remain very bottom-line oriented; steadfastly push self andothers for resultsPresentation Skills:
Be effective in a variety of presentation settings:
one-on-one, small and large groups, with peers, direct reports, and executives; be effective both inside and outside the organization, on both cool data and hot and controversial topics; command attention and manage group process during the presentation; change tactics midstream as situations dictateWritten Communications:
Be able to write clearly and succinctly in a variety of communication settings and styles including formal RFP response frameworksPerseverance:
Pursue everything with energy, drive, and a need to finish; seldom gives up before finishing, especially in the face of resistance or setbacksDeal with Complex Sales:
Be able to deal with a complex sales cycle, including the ability to flex with specific customer and vendor requirements, technical environments and inputsDeal with Ambiguity:
Cope with change effectively; shift gears comfortably; decide and act without having the total picture; is not upset when things are up in the air; does not have to finish things before moving on; can comfortably handle risk and uncertaintyIndustry Acumen:
Understands how Financial Institution and Retail ATM networks and card schemes operate; knowledgeable in current and possible future policies, practices, trends, technologies, and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace and the structure of payments/processing standards and platformsGlobal travel:
Periodic Regional travel should be expected MINIMUM QUALIFICATIONS:
At least three years relevant experience in the ATM industry (domestic and/or international) Experience leading/supporting solution-selling sales teams Ability to develop and close large, complex ATM Managed Services deals Ability and willingness to travel Expertise with solution selling Must be able to speak Portuguese and SpanishBrinks, Incorporated is an Equal Opportunity / Affirmative Action Employer, and is committed to maintaining a drug-free workplace.
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