Our client is a global payments firm and they are looking out for commercial card relationship management and sales professionals to be based in UAE and help develop the business segment while managing the banking relationship assigned to them. This is a 12-month (extendable) contractual assignment and is part of a key initiative.

Term: 12 months

Experience requirement: 11-15 years

Job location: Abu Dhabi, UAE

Project scope: Commercial card sales

Clients: Prominent banks in UAE are the end clients of the payments firm

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 financial institution utilizing firm's material to shape and influence the messaging and narrative
• Create, drive, and win deals with financial institution partners (for both card & invoice led flows)
• Take responsibility for training the sales teams inside the financial institution 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 firm's strategy for the bank – including B2B flows between the buyers and suppliers
• Engage & identify the right stakeholders at the bank to grow the business for the firm
• Identify and prioritize prospects lists
• Create sales pipeline and liaise with the Commercial Business Development 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 firm's 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 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 firm
• Monitor results and propose improvement measures
• Report results to top management via dashboard to be shared with firm's 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
• Leverage firm's 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 the 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

Pipeline size & conversion of pipeline deals

Deal activation rates

Other strategic & tactical KPIs that may be added from time to time.