Head of Desk - Corporate FX & Payments

IFX Payments; Greater London; On-site; GBP 120,000 - 160,000; Full time

Job summary

IFX Payments in London seeks a dynamic Head of Desk (Sales) to lead a team focused on selling payments, FX and cross-border services to corporates and financial institutions. The role demands a proven sales leadership track record, deep FX/payments knowledge, and the ability to drive performance against ambitious targets.

The candidate will shape sales strategy, oversee forecasting, and collaborate with cross-functional teams to deliver differentiated client propositions and strong revenue

Qualifications

• Proven experience leading high-performance sales teams in FX/payments.
• Strong understanding of regulatory requirements in financial services.
• Ability to develop and execute sales strategies for SMEs and corporates.

Responsibilities

• Set targets and KPIs for the team with measurable outcomes.
• Lead recruitment, workload distribution and performance reviews.
• Forecast sales and manage the pipeline to hit targets.
• Oversee client acquisition and consultative selling of FX and payments solutions.
• Collaborate with marketing, product and support to align objectives.
• Ensure CRM usage and accurate reporting of results.
• Manage budgets and control costs to maximize ROI.
• Drive continuous improvement and innovation in sales processes.

Skills

Sales leadership

FX market knowledge

Regulatory compliance

CRM proficiency

Strategic planning

Negotiation

Job description

Head of Desk - Corporate FX & Payments

Department: Revenue

Employment Type: Permanent - Full Time

Location: London

Reporting To: Ciaran Pennington

Description

Overview of the role We are seeking a dynamic and results-driven Head of Desk (Sales) to lead and manage a team of Business Development Executives focused on selling payments, FX and cross-border services to corporates and financial institutions. The ideal candidate will have a proven track record in sales management, a deep understanding of the FX and payments market, and the ability to drive team performance to achieve ambitious sales objectives.

Key Responsibilities

Management

• Set the context for your team members to perform by setting targets and KPIs that are effectively measurable and ensure the necessary support framework to perform is in place (tools, training, process documentation, structure etc).
• Create clarity by regularly feeding forward the expectations to your team members (responsibilities, KPIs, priorities etc) and feeding back on their performance through regular conversations (1:1, monthly reviews, etc).
• Drive results by distributing workload, hiring team members, resolving/escalating issues.
• Generate energy and engagement, reward high performance and promote a safe work environment for people to thrive.
• Actively support and encourage your team members' personal development and career growth to make it count.

Sales Strategy and Planning

• Strategy Development: Develop and implement sales strategies tailored to the SME market, considering the unique needs of these businesses in the UK.
• Market Analysis: Conduct regular analysis of market trends, competitor activities, and customer needs to adjust strategies accordingly.
• Sales Forecasting: Accurately forecast sales revenue and manage the sales pipeline to ensure consistent achievement of targets.

Customer Relationship Management / Sales Execution

• Client Acquisition: Oversee efforts to acquire new SME clients by identifying opportunities and developing tailored propositions.
• Solution Selling: Guide the team in adopting a consultative sales approach, helping SMEs understand the benefits of the FX and payments solutions offered.

Sales Operations

• CRM Management: Ensure that the team effectively uses CRM systems to manage leads, opportunities, and client interactions.
• Reporting: Regularly report sales performance to senior management, providing insights and recommendations for continuous improvement.

Collaboration and Communication

• Cross-functional Collaboration: Work closely with other departments, such as marketing, product development, and customer support, to align sales efforts with overall company objectives.
• Communication: Keep the team informed of company updates, product developments, and market changes that could impact sales activities

Compliance and Risk Management

• Regulatory Compliance: Ensure that all sales activities comply with relevant regulations and company policies, particularly in the financial services sector.

Product Knowledge

• Expertise: Maintain a deep understanding of the FX and payments products offered, including features, benefits, and differentiators.
• Training: Ensure the sales team is well-versed in the products and services they are selling, able to address customer inquiries effectively.

Business Development

• Partnerships: Help the team identify and pursue strategic partnerships that could expand the company’s reach within the SME sector.
• New Markets: Assist the team to explore opportunities for market expansion within the UK, leveraging the company’s FX and payment solutions to tap into new customer segments.

Budget Management

• Sales Budgeting: Manage the sales budget effectively, allocating resources to the most promising opportunities and ensuring a good return on investment.
• Cost Control: Monitor and control sales-related expenses to maintain profitability while achieving growth targets.

Innovation and Continuous Improvement

• Feedback Loop: Gather feedback from the sales team and clients to identify areas for improvement in products, services, and sales processes
• Innovation: Encourage the team to propose and implement innovative approaches to selling, keeping the company competitive in a rapidly changing market.

Skills, Knowledge and Expertise

• Experience in leading and developing high performance teams with the ability to inspire, motivate, and energise teams to achieve high performance within the foreign exchange (FX) or financial services industry
• Ability to create context and clarity for team members and handle difficult conversations
• Ability to create a results-orientated environment where success is celebrated and rewarded appropriately
• Strong understanding of the FX market, including products, services, and regulatory environment in the UK and Canada
• Excellent communication, negotiation, and interpersonal skills Strong analytical skills with the ability to interpret sales data and market trend
• A true team player with a winning mentality and strong work ethic committed to continuous improvement and high performance
• Adaptable, tenacious and flexible who is able to perform under pressure