Commercial Card Sales Consultant

Term: 12 months

Start Date: 01 October or 01 November 2024 (depending on availability)

End Date: 12 months from start date, into 2025

Location: Johannesburg, South Africa

Scope

• Pre-sales, sales, and post-sales support, as articulated below under Job Description

Context

Mastercard is supporting the growth of their client's commercial card business by driving sales, activation and usage of its InControl for Commercial Payments (ICCP) platform licensed by the bank.

Job Description
The individual will be responsible for:

Market Analysis and Gap Identification
o Conduct market research to identify opportunities and gaps in the industry.
o Analyse competitor offerings and industry trends to provide insights into potential growth areas.

• Pipeline Development
  o Build and manage a comprehensive sales pipeline to ensure a steady flow of opportunities.
  o Collaborate with Client account/relationship managers and other segment, lead generation or coverage teams to identify and qualify new leads.
  Consultative Selling
  o Engage with prospects to understand their needs and tailor solutions that address their specific challenges.
  o Present and demonstrate Mastercard's commercial products and services effectively to decision-makers.
  

• Lead Conversion and Sales
  o Develop strategies to convert qualified leads into sales, achieving or exceeding sales targets.
  o Negotiate and close deals, ensuring mutually beneficial agreements with clients.
• Account Management and Action Planning
  o Develop and execute sales action plans to deepen relationships with key clients.
  o Monitor client satisfaction and ensure the delivery of exceptional service.
  
• Collaboration and Reporting
  o Work closely with cross-functional teams, including product development and customer service, to align solutions with client needs.
  o Prepare and present regular sales reports and forecasts to senior management.

To deliver on these responsibilities, the individual will manage the following activities:

• Engage Client stakeholders to position and grow the overall Commercial business for Mastercard.
• Develop sales content (for example e-mail templates, script guidelines, product sales material) leveraging Client and Mastercard material to shape content and narrative.
• Identify and prioritize prospects lists, managing the overall sales pipeline.
  Lead sales discussions and pitch Clients Mastercard products to end customers (including, for example, BillPay, Track, InControl for Commercial Payments).
• Take ownership of request for proposal (RFP) responses, as required.
  Support operational onboarding of new customers, working with Mastercard to implement deals up to the point of go-live.
• Follow up with onboarded customers to ensure activation and first usage.
  Support renewals for existing customers.
• Review and recommend improvements to the performance management framework.
• Monitor results and propose improvement measures.
• Report results to senior management of the Client and Mastercard.
• Develop training manuals for the various stages of the sales cycle.
• Conduct periodic training sessions with the Clients sales teams to increase their product knowledge.
• Provide regular status updates to Clients management and to Mastercard on progress against key performance indicators (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.

• Requirements
  
  
• 10 to 12 years of relevant experience
• Strong understanding of commercial banking products across SME and large corporates, with a knowledge of different industries (e.g., Travel & Entertainment, Transport & Logistics, Education, etc.)
  
• Proven sales and business development experience in commercial cards
  
• Proven project management skills
  
• People management skills
  
• Experience operating in a complex environment and matrix structure
  
• Strong team player, results driven and demonstrating a high-level of energy and initiative
  
• Excellent written and verbal communication in English, with ability to communicate in Afrikaans as a plus