VISA Commercial Pay (VCP) solution sales to existing and prospective card issuers
Including Online, Control & Mobile
Managing sales cycle from prospect stage to delivery
Generation of opportunities, exploring direct relationships and leveraging card network, B2B and T+E partnerships
Responsibility for negotiation of commercial and contractual frameworks
Success demonstrated in number of converted issuer opportunities
Revenue generation
Identify opportunities for professional services revenue
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
Working closely with Customer Success to get Issuers skilled up on VCP products
Targeting of corporate clients, addressing pain points with current payment processes
Development of VCP marketing plan in partnership with the respective issuer
Formation of engagement plan with relevant stakeholders to ensure solutions are leveraged fully
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
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
Conduct regular review sessions with issuer and network partners’ Sales and Account Management Teams to ensure solutions are adopted and actively positioned
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