Grow, maintain, convert, and track a healthy pipeline of Large Market/B2B opportunities for the FI. Meet and exceed KPIs on Pipeline Value, Conversion rate, time-to-revenue and Y1/Y2 revenue.
Develop sales content for the FI– utilizing MA material to shape and influence the messaging and narrative
Create, drive, and win deals with Financial Institution (FI) partners (for both card & invoice led flows)
Take responsibility for training the sales teams inside the FI partners and supporting their ongoing product knowledge development to enable them to sell into their customer base.
Define the sales opportunities and the prospects for the bank in alignment with the MA strategy for the bank – including OTA and B2B flows between the Buyers and Suppliers
Engage & identify the right stakeholders at the bank to grow the business for MA
Identify and prioritize prospects lists
Create sales pipeline and liaise with the Commercial BD team to ensure that all opportunities are recorded and updated in SFDC
Lead sales discussions and pitch Client’s products to end customers
Support operational onboarding of new customers by engaging the MA Program Management Commercial Team
Follow up with onboarded customers to ensure activation and first usage and identify what the issues and challenges are and engage with the relevant Commercial Product team to give feedback and resolution
Where it is optimal, undertake Direct -to-Corporate (D2C) activities, working directly with Large Market/Mid-Market corporates that have significant procurement activity.
Follow up with onboarded customers to ensure activation and first usage and identify what the issues and challenges are and engage with the relevant Commercial Product team to give feedback and resolution
Review and recommend improvements to both the bank and MA
Monitor results and propose improvement measures
Report results to Top Management via dashboard to be shared with MA Commercial team
Provide regular status updates to Client’s management on progress against KPIs, through:
Progress update meetings
Steering committee meetings
Regular reporting on progress status
Skills
Qualifications/ expectations required:Strong understanding of the commercial and corporate cards business spanning different industries (Travel, Oil & Gas, Education, etc. ) (required)
10-12 years Relevant sales and business development experience in commercial cards (required)
Strong team player, results driven and high level of energy & initiative
People management skills
Excellent written and verbal communication in English (Arabic is a plus)
Self-motivated with a demonstrated track record of success
Proactivity, curiosity to learn and eagerness to innovate
Ability to interact with external client
Good communication skills and active participation to contribute to team settings
Successful salesperson with ability to generate and follow up on leads independently
Strong execution capabilities
Superior interpersonal and communications skills and an ability to bring together internal and external stakeholders to create solutions for customers and have them implemented.
Experience in identifying strategic opportunities and of managing multiple stakeholder projects.
KPIs
GDV
Pipeline size & conversion of pipeline deals
Deal activation rates
Other strategic & tactical KPIs that may be added from time to time.
