Commercial card sales

Commercial card sales

 Dubai, AE

 

Contract

Role Overview:

We are seeking a highly experienced Senior Commercial Cards Sales Specialist to support the growth of our commercial cards portfolio across the UAE and Oman markets. The ideal candidate will have 10-12 years of experience in the B2B travel payments and financial services sector, with a strong understanding of the commercial cards business across various industries including Travel, Oil & Gas, Education, and Government.

Key Responsibilities:

1. Develop sales materials such as client presentations, prospect emails, and other documents to support prospect understanding of the commercial card product.
2. Identify and prioritize prospect lists by collaborating with GPS business management teams and running reports to highlight opportunities.
3. Work closely with Corporate Client Relationship Managers and Corporate Coverage Leaders to drive successful sales of commercial card products.
4. Lead sales discussions and pitch commercial card solutions to potential clients.
5. Oversee the operational onboarding process for new customers, working with implementation and back-office teams.
6. Ensure activation and ongoing usage of onboarded clients through follow-up and support.
7. Review and recommend improvements to the performance management framework.
8. Monitor the performance of onboarded clients, proposing strategies to improve usage.
9. Develop comprehensive training manuals for various sales cycle stages.
10. Conduct periodic training sessions for GPS Sales and Corporate Coverage teams.
11. Provide regular status updates to senior management on progress against key performance indicators (KPIs).
12. Present updates to the Regional Head of Cards, including reporting on sales performance and key initiatives.
13. Support the preparation of materials for Steering Committee meetings and present as needed.
14. Leverage Mastercard’s assets and resources to enhance sales efforts.
15. Develop monthly and quarterly performance reports, outlining key business achievements and initiatives.

Required Experience and Skills:

1. 10-12 years of strong commercial payments experience, particularly in B2B travel payments and the financial services sector.
2. Deep understanding of B2B payments within the travel and hospitality industry, including Travel Management Companies (TMCs), Online Travel Agencies (OTAs), bed banks, suppliers, airlines, and hotels.
3. Expertise in commercial payment products and platforms, particularly commercial cards and the associated ecosystem.
4. Proven experience in the commercial and corporate cards sector, spanning industries such as Travel, Oil & Gas, Education, and Government.
5. Extensive sales and business development experience in commercial cards, particularly in the UAE market.
6. Strong project management skills.
7. Excellent communication and people management abilities.
8. Results-driven team player with high energy and initiative.
9. Fluent in English, with proficiency in Arabic being an advantage.
10. Ability to guide business management teams in generating reports to identify business opportunities.

Key Performance Indicators (KPIs):

• Gross Domestic Volume (GDV)
• Pipeline size and conversion rates
• Deal activation rates
• Strategic and tactical KPIs