Commercial Card Sales

Job Title: Commercial Card Sales 

Term: 12 months 

Location: Dubai

Relevant experience: 8-10 years relevant sales and business development experience in commercial cards (required). 

Mandatory requirements: Purely banking experience in UAE market is a must have. 

Tasks: 

1. 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.
2. Develop sales contents for the FI– utilizing MA material to shape and influence the messaging and narrative
3. Create, drive, and win deals with Financial Institution (FI) partners (for both card & invoice led flows)
4. 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.
5. 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
6. Engage & identify the right stakeholders at the bank to grow the business for MA
7. Identify and prioritize prospects lists
8. Create sales pipeline and liaise with the Commercial BD team to ensure that all opportunities are recorded and updated in SFDC
9. Lead sales discussions and pitch Client's products to end customers
10. Support operational onboarding of new customers by engaging the MA Program Management Commercial Team
11. 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
12. Where it is optimal, undertake Direct -to-Corporate (D2C) activities, working directly with Large Market/Mid-Market corporates that have significant procurement activity.
13. 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
14. Review and recommend improvements to both the bank and 
15. Monitor results and propose improvement measures
    
16. Report results to Top Management via dashboard to be shared with MA Commercial team
17. Provide regular status updates to Client's management on progress against KPIs, through:
    a. Progress update meetings
    b. Steering committee meetings
    c. Regular reporting on progress status
18. Leverage Mastercard assets and resources, when applicable, to deliver the support on the abovementioned responsibilities

Knowledge and Experience

• Strong understanding of the commercial and corporate cards business spanning different industries (Travel, Oil & Gas, Education, etc. ) (required)
• 8-10 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
• Self-motivated with a demonstrated track record of success
  a) Ability to interact with external clients
  b) Successful salesperson with ability to generate and follow up on leads independently
  c) Good communication skills and active participation to contribute to team settings
  d) 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