Company Description
Hi. We’re OFX, a global provider of online, international payment services. We solve the complexity of moving money and enable better decisions. Headquartered in Sydney with offices worldwide, we’re a customer-focused business that is all about inspiring customer confidence.
At OFX, you’ll have the opportunity to reach beyond your role and function across disciplines. Make use of your diverse skill set at a business that values your expertise and turn your potential into reality.
Job Description
As the Head of Existing Client Growth, North America, you will drive and manage the ongoing growth and success of OFX’s North America’s commercial business through the leadership of OFX business activities in the region.
In this exciting new role, you will develop and execute against the go-to-market strategy for OFX’s existing clients and for delivering key financial outcomes across Canada and the U.S. You will lead several senior level client growth teams (sales/account management), working closely with other leaders in the North American market to create aligned strategies to meet client needs, developing and maintaining key client relationships, and building and developing talent to deliver on our ambitious growth targets.
What you'll do:
- Develop a targeted and compelling go-to-market strategy for existing clients, building on OFX’s value proposition, enabling OFX to deliver faster growth.
- As a member of the North America Leadership Team, spearhead the development and implementation of strategies aimed at maximizing revenue through upselling and cross-selling opportunities within our existing client base.
- Lead, develop, coach, and provide guidance to sales/account management talent with a focus on attracting and retaining top talent.
- Focus on creating a positive, engaging, collaborative work environment.
- Actively identify ways to grow client accounts to maximise wallet share and commercial revenue.
- Work closely with Sales Operations and Finance to understand and influence forecasting, revenue distribution, revenue growth, profitability by client, client retention, product adoption, sales productivity, pricing, and revenue against targets.
- Understand key market trends and competitors and leverage learnings to capitalize for success.
- Partner closely with Marketing to actively shape and expand the OFX brand and stimulate demand generation in the marketplace.
- Act as key brand ambassador and spokesperson for the OFX business.
- Be directly responsible for all leading input measures (activity and pipeline) and outcome measures derived from the existing clients.
- Partner with the Product, Client Experience, and Operations teams to ensure OFX provides an efficient and productive end-to-end commercial process, minimizing risk, protecting clients, and providing an exceptional client experience.
- Ensure existing operating and sales processes are well understood and that there is always continuous improvement plan in place.
- Partner closely with the President, leadership team and other global internal partners to create a strategy for product expansion.
- Operate as a key member of OFX’s Senior Leadership Team (SLT)
Qualifications
What you bring
- Post Secondary degree in business, finance, or related discipline and/or equivalent experience.
- Proven track record of senior sales management experience within B2B Payments and/or SaaS businesses.
- Minimum 8-10 years of progressive sales experience selling direct through B2B channels.
- Experienced leading large commercial teams with a strong understanding of the sales process and how to manage, motivate and inspire a sales team.
- Strong financial acumen and an ability to understand, analyse and work with all relevant sales and financial data.
- Demonstrated experience implementing a strategy around product expansion for existing and new clients.
- Demonstrated ability to create and maintain an engaged and collaborative culture.
- Effective coach and an ability to develop talent at all levels.
- Key account experience, comfortable in negotiating key commercial terms.
- Exceptional communication skills, proven ability to communicate effectively across all levels of the organization. Comfortable presenting to large audiences.
- Skilled negotiator and influencer.
- Strong relationship management skills at every level.
- Ability to work well under pressure, and willing to ‘roll up your sleeves’ to get stuff done.
- Energetic, resilient, and strong accountability.
Additional Information
What it's like working at OFX
We’re OFXers because we want to make a difference. We see challenges as opportunities and we’re not afraid to roll up our sleeves to get stuff done. We’re committed to making things easier for our clients, pushing boundaries and continuing to move with the times so that we can continue to inspire confidence every day and through every transaction.
We operate as one team, cross-functionally and globally, to drive outcomes that deliver excellence for our customers. We're curious self-starters who love learning and sharing our knowledge with others. We embrace change and use our initiative and resilience to overcome challenges.
- Always keep learning. We offer a wide range of learning and career development opportunities to help every OFXer build their capacity and career, with leadership training, secondments, internal mobility and access to a large library of online learning.
- Make a difference. Through our Make a Difference program, we encourage OFXers to give back to causes and communities that are important to them. We celebrate this with an annual volunteer day, which OFXers can use together or individually, as well as matched giving and the opportunity to nominate charity of choice every quarter.
- Reward and recognition. We recognise a job well done. OFXers are encouraged to celebrate their peers’ effort, technical expertise or support through a range of global and regional channels and awards, including quarterly and annual awards, milestones and shout outs.
- Showing our social side. Our Good Vibes employee-led committees around the globe organize events to help keep our employees engaged inside and outside the office. Whether it’s a wellbeing activity, end of year celebration, or a monthly team get-together, our team wants you to feel welcome!
- Benefits that mean something. We offer a range of fantastic benefits, including health insurance, primary and secondary gender neutral carer parental leave (16 weeks) or birthday leave, you'll feel well-supported at OFX.
- A great work environment. Enjoy work-life balance and flexibility with our hybrid work model, in an inclusive, diverse and non-hierarchal culture.
At OFX, we are committed to fostering a diverse, inclusive and accessible workplace where we value, respect, and encourage our people to be their authentic selves. With an employee base as diverse as the clients we serve, we know that fostering an inclusive workplace is fundamental to our continued success. If you require accommodation for any portion of the recruitment and hiring process, please email us at people.culture@ofx.com.
We encourage you to apply if this role aligns with your career aspirations.
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