FCM - Director of Enterprise Sales - Chicago, IL

FCM - Director of Enterprise Sales - Chicago, IL

Job no: 529195-E
Brand: FCM
Work type: Full time
Location: Illinois
Categories: Sales and Customer Service

As Director of Enterprise Sales, you will manage a portfolio of multinational global prospects, defined by the complexity and scope of their business travel programs and alignment with FCM’s large market growth strategy and challenger mindset.

This is a senior role within the established US Enterprise Sales team and an exciting opportunity to help shape and deliver on a strategy that focuses on customer success by driving the use of FCM’s proprietary technology, and global expertise in the complex world of travel management.

The ideal candidate will have a proven track record in converting high value multinational accounts with strong consultative sales experience, a mature understanding of segment‑specific challenges, strong relationships at the Enterprise stakeholder level and an influential presence within the travel industry and/or technology community.

• Lead and project manage complex sales cycle for Enterprise prospects, maintaining robust long‑term pipeline, active sales funnel and documenting accurate CRM records.
• Generate and qualify suitable Enterprise prospects across portfolio of industry sectors, building multi‑level relationships over 2‑5 year sales cycles.
• Well networked and strong communication skills. Ability to develop and cultivate multi‑level business relationships with senior stakeholders and key decision makers across organizations and global markets.
• Detailed capture planning and creative approach to account acquisition strategy based on understanding of client business, travel program strategy and objectives.
• Articulate FCM differentiators and create compelling value propositions to key stakeholders and C‑suite decision makers including customized solutions, service configuration and appropriate technology products.
• Partner and collaborate with regional sales counterparts and cross‑functions to formulate joint strategies to effectively communicate and win at global scale.
• Participate in sales and marketing initiatives, represent the FCM brand at major industry events, conferences and trade shows.
• Results driven, motivated to achieve and exceed results against set objectives and revenue targets. Achieve individual financial targets and KPI’s, active contribution to Enterprise team goals and FCM’s growth strategy and wider business plan.
• Manage multinational contract negotiations and seamless handover to onboarding, operational and business success teams.
• Represent FCM at major industry events, conferences and trade shows.

• 10 years professional B2B global sales, including a minimum of 2 years related to acquiring enterprise size multinational customers.
• An existing book of relevant contacts at flagship companies, ability to get key meetings and close leads.
• Extensive experience as an individual contributor to targets with strategic & consultative selling expertise.
• Track record of success running high value complex sales cycles end‑to‑end in the corporate travel sector including technology sales.
• Exceptional communication and presentation skills at C‑Suite and senior stakeholder level.
• Excellent contract/commercial negotiation skills for high value multinational accounts.
• Proven ability to meet deadlines, exceed revenue targets and grow account base.
• Demonstrated success building relationships across internal and external organization.
• Solid computer skills including MS Office;
  Word, Excel and Power Point and proficient in all sales enablement tools (e.g. Salesforce, Highspot, Wrike, RFPIO).
• Ability to travel nationally and internationally to meet the demands of the role.
• A Bachelor's degree is preferred; however, a candidate will be considered if he/she has outstanding and proven sales experience.
• Demonstrates understanding of the FCM business and competitive landscape, can determine what opportunities are a good fit and how to position FCM’s value.

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