Role Description
· VISA Commercial Pay (VCP) solution sales to existing and prospective card issuers
o Including Online, Control & Mobile
o Managing sales cycle from prospect stage to delivery
o Generation of opportunities, exploring direct relationships and leveraging card network, B2B and T+E partnerships
o Responsibility for negotiation of commercial and contractual frameworks
o Success demonstrated in number of converted issuer opportunities
· Revenue generation
o Identify opportunities for professional services revenue
o Success demonstrated in implementation fees and user licenses in line with strategy and budget
· Creation of VCP product suite go-to-market strategies for individual issuer partners
o Working closely with Customer Success to get Issuers skilled up on VCP products
o Targeting of corporate clients, addressing pain points with current payment processes
o Development of VCP marketing plan in partnership with the respective issuer
o Formation of engagement plan with relevant stakeholders to ensure solutions are leveraged fully
o Success demonstrated in number of new Issuers signed up to VCP, but most importantly the number of new Corporates boarded onto VCP and making deployments and transactions
o Another key success factor is mobile specific, with Conferma looking for a growing number of active users through the App, using both eCommerce and Digital Wallet routes to pay
· Performance accountability for mobile solutions
o Conduct regular review sessions with issuer and network partners’ Sales and Account Management Teams to ensure solutions are adopted and actively positioned
o Continuous review of adoption and revenue through automated reporting and internal workgroup sessions
Other Responsibilities
· Identifying new opportunities for product improvement and to make recommendations on the most effective solutions by identifying corporate customer and partner needs.
· Maintaining awareness of competitor capability and activity in order that Conferma retains the leading edge and revenue generation is maximised.
Experience
To perform this job successfully, an individual must be able to perform each duty efficiently and independently. The requirements listed below are representative of the knowledge, skill, and/or ability required;
· 5 years in commercial card or associated industries in a business development or account development capacity
· A strong understanding of either virtual card within B2B payment or within Travel.
· Experienced in delivery of presentations to Senior Management teams and a knowledge of product development would be desirable.
· Preferred experience in: Financial Services, Travel, Card Payments, wider payments environment, travel product knowledge, GDS, Expense management systems, business development, Project Management, product development and enhancement.
Essential Skills and Competencies
· Strong commercial acumen
· Negotiation and Sales skills
· Exposure to commercial payment products (Visa, MasterCard, American Express))
· Strong communication and interpersonal skills
· Confident presentation skills
· IT literate minimum Word, Excel and PowerPoint intermediate
· Analytical and problem solving skills
· Organisation and planning ability
· Ability to anticipate and identify people’s needs
· Customer focus
· Creative
Behaviours
The successful candidate will demonstrate the following behaviours:
· Communication: Delivers critical information in an effective and succinct manner to ensure key messages are reflected
· Clarity of Thinking: Thinks clearly and swiftly about issues. Has an eye for detail and identifies critical information within complex scenarios. Uses the relevant information to make the balanced judgment and follows through to action
· Empowerment: Understands when to consult or involve others. Remains aware of the bigger picture and identifies key items. Helps others to resolve complex problems
· Team working: Contributes to team and business objectives
· Change: Demonstrates commitment to process improvement and efficiency in all respects. Identifies barriers to improvement and works to remove them
· Knowledge: Demonstrable product knowledge to aid with sales cycle and representation of product capabilities
· Self-Improvement: Commitment to continuous development of skills and experience
Key Relationships
Builds and develops strong and professional relationships with Chief Executive Offer, Managing Director, Chief Product Officer, Director of B2B, Director of Banking Networks, Financial Controller, Chief Operating Officer, Director of Marketing
