Overview

Client: one of the largest global payments firms

Objective: drive commercial payment growth including T&E, B2B and G2B payments in Malaysia with new customers

Background: our client is creating a business development team in Malaysia to drive their expansion into carding of yet uncarded T&E payments and business-to-business payments in the MNC, Large & Government segment. Solving for their payment needs across the procurement cycle with current and future platforms and products. The focus of this team is to go beyond their core customers (Issuers and Acquirers) and engage directly with potential Buyers & Suppliers to deliver accelerated commercial solutions GDV & Revenue growth.

To support this they are now seeking to hire a Manager, Business Development (Commercial Payment Solutions) for Malaysia who'll be responsible for delivering new or incremental GDV & Net Revenue KPIs for the market.

Role Scope:

Working in direct collaboration with our Fintech Partners:

• Lead the strategy to grow, maintain, convert and track a healthy pipeline of Large Market, Government T&E and B2B commercial payments opportunities across all issuers in the market.
• Support issuers through the commercial solutions journey by clearly and simply articulate the value that the organisation can bring around Product and other value added services: New Payment Platforms, etc.
• Undertake Direct-to-Corporate (D2C) activities by working directly with MNC, Large and Government organisations that have significant procurement activity. Assist them in identifying pain points in their procurement processes, articulate solutions that leverage the organisations platforms & products and secure commitment towards their powered solutions. Thereafter, introduce Buyers to Issuers/FI partners in a completely agnostic manner to initiate buyer review and product roll out.
• Own deal implementation and go-live in partnership with Issuer and the internal account manager for the Issuer.
• Co-create, drive, and win deals with Financial Institution (FI) partners (for both card and invoice led flows) and own the response to RFPs 
• Build a strong pipeline of large buyers and a solid network of C-level contacts within those organisations through combination of direct engagement, 3rd party partner led referrals and participation in relevant business forums and events
• Create and track progress of pipeline opportunities consistently, through a disciplined approach of leveraging Sales Force.

KPIs:

• GDV
• Net Revenue
• Pipeline size & conversion of pipeline deals
• Deal activation rates
• Other strategic & tactical KPIs that may be added from over time e.g. selling value added service

Expertise & Experience required:

• Good knowledge of the Government and Commercial Large Market segment and its Account Payables/Procure-to-Pay and Account Receivables/Order-to-Cash cycle pain points.
• In-depth experience executing and managing business development strategies for large or complex clients/industry verticals.
• Strong working knowledge of the Commercial Card / Transaction Banking industry, specifically in North Malaysia market, with a demonstrated experience in sales/product/customer management in these businesses.
• Demonstrated success in selling commercial card and other T&E payment solutions to large corporates, government and TMCs
• Track record in achieving business development targets and building customer relationships.
• Strong network in the government and large client space and prior experience in engaging CXOs of large companies
• Successful salesperson with ability to generate and follow up on leads independently.
• Good communication and value driven presentation skills with experience in deal negotiation
• Ability to bring together internal and external stakeholders to create solutions for customers and have them implemented.
• Experience in identifying strategic opportunities