We are seeking a highly ambitious and commercially driven Sales Manager to join our team, focused on aggressively hunting for and securing significant new revenue opportunities within WEX's Mid-Market businesses portfolio. You will be instrumental in unlocking the full potential of our current customer base by deepening our footprint, increasing WEX fuel card adoption, cross-selling new products, unlocking new payment flows and positioning WEX Motorpass as a key partner for our customers.
Reporting to the Head of SMB (Small-Medium Businesses), the successful candidate will be a seasoned sales professional with a deep understanding of B2B solution selling, a proven track record in identifying and converting revenue opportunities, and exceptional commercial acumen in a complex sales environment.
Portfolio Expansion & Revenue Generation
Actively prospect and identify high-potential revenue opportunities within a large portfolio of existing WEX Motorpass customers.
Lead the end-to-end sales cycle for all expansion opportunities, from discovery and qualification to solution design, proposals, and commercial negotiations.
Drive significant upselling (e.g. increased card usage, higher share of wallet, adoption of premium features) and cross-selling (e.g. new WEX products, value-added services).
Develop and execute bespoke client growth strategies, creating compelling business cases that demonstrate measurable value and ROI for adopting additional WEX solutions.
Work collaboratively with internal commercial, marketing, product and operations teams to design and optimize best-in-class customer journey touchpoints for WEX.
Proactively engage with senior stakeholders (CFOs, Fleet Managers, Procurement Heads) within existing client organizations to understand their evolving business objectives, challenges, and strategic priorities.
Position yourself as a strategic advisor who can uncover and solve new problems with WEX solutions, rather than just managing existing services.
Drive client loyalty by fostering strong, trust-based relationships at multiple levels within the client organization, including executive leadership.
Facilitate regular, high-impact presentations and other strategic meetings, showcasing WEX Motorpass value, performance insights, and future opportunities.
Performance Analysis & Insights:
Utilize transactional data to gain insights into client behavior, spend patterns, and profitability.
Present compelling, data-driven insights and recommendations to clients to help them optimize their fleet management and payment processes.
Provide accurate forecasting and reporting on portfolio performance, revenue growth, and retention metrics to WEX leadership.
Skills & Experience:
Bachelor's degree in Business, Commerce, Marketing, or a related field.
5 - 8+ years of sales experience with a demonstrated track record of consistently hitting and exceeding revenue targets
Successfully upselling and cross-selling experience, specifically within Mid-Market and/or Enterprise segments.
Exceptional ability to uncover needs, build value, and close complex deals with senior-level client stakeholders (e.g. CFOs, Fleet Managers, Procurement Heads).
Strong commercial acumen and negotiation skills, with extensive experience managing contracts and large-value expansion deals.
Highly proficient in CRM systems (e.g. Salesforce) for pipeline management, forecasting, and reporting on growth opportunities.
Excellent analytical skills, with the ability to interpret complex data, generate actionable insights, and present compelling business cases for expansion.
Proactive, results-oriented, and able to manage multiple opportunities simultaneously in a fast-paced, dynamic environment.
Exceptional communication, presentation, and interpersonal skills, with the ability to influence and persuade at all levels, both internally and externally.
Willingness to travel as required across Australia to engage directly with customers and drive positive outcomes.
Experience within the Financial Services, Payments, or Fleet Management industries in Australia is highly regarded.
