Commercial Card Sales

1. Term: 12 months
2. Experience requirement: 10-12 Years
3. Job location: Dubai, UAE
4. Project scope: Commercial card sales

Purely banking experience in UAE market is a must-have.

Role:

• 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 contents 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 Clients 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 Clients management on progress against KPIs, through:
  • Progress update meetings
  • Steering committee meetings
  • Regular reporting on progress status
• Leverage Mastercard assets and resources, when applicable, to deliver the support on the above-mentioned responsibilities

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
  Ability to interact with external clients
  Successful salesperson with ability to generate and follow up on leads independently
  Good communication skills and active participation to contribute to team settings
  Proactivity, curiosity to learn and eagerness to innovate
• 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