Our client, a leading Financial Services company is currently recruiting a Merchant Sales & Partnerships Manager.
The individual is responsible to ensure high level of acceptance across the assigned territory, builds and maintain strong relationships with key merchant groups and ensures that merchants receive the highest level of support and service to meet their expectations as well as meet the target and objectives set-up, including merchant signings, volume increase, higher activity ratio, and new channels expansion.
The individual is responsible for ensuring that effective plans are developed to achieve the targets and to maximize acquiring activity via these plans and tactical promotions.
PRINCIPLE ACCOUNTABILITIES
Principal Accountabilities
Manage all aspects of the Merchants Sales, Acquiring and Partnerships in Bahrain
Develop business account management and partnership with key accounts
Build and maintain relationship with key contacts
Lead POS saving initiatives and manage POS expense reduction
Drive and support key merchant business initiatives including new industry expansion
Manage outstanding merchant debit balance
Service Establishment (SE) Signing
Manage expansion pipelines, including: New Signings, Holdouts, Online Acceptance, new segment and B2B
Manage Merchant Relationship Executive on signing potential service establishments as per the prospect data base guidelines. Also ensure that all signings are based on sales alignment guidelines that will generate the required minimum DBV to determine profitability of accounts, across key geographical clusters
Lead holdouts (non-accepting SEs) management and signings (to convert them to accepting merchants)
Ensure sales calls and partnership visits are carried on regular basis through a systematic plan based on geographical area split that will result on reduction of unbiased acceptance and the maintenance of sales materials as well as point of sales visibility at all times
Ensure SE staff is educated on card acceptance procedure and fraud prevention during set-up and sales calls and partnership visits to maximize card usage and prevent chargeback
Review in-active SE’ on regular basis based on a structured plan and submit findings to leadership, sales development with his recommendation of canceling or re-selling for final decision
Execution of opportunities to improve merchant processes and satisfaction
SE Business Development
Drive discount business volume (DBV) through B2B transactions, merchant partnership enhancement and increase footprint in new industry growth
Conduct sales presentation to potential SE and to ensure maximum awareness of card acceptance
Identify, develop and implement (together with country manger, sales development and marketing staff) SE support programme to improve card acceptance and generate additional business
Lead online acceptance, driving new signings of online merchants and volumes from existing merchants
Prepare a daily/weekly schedule to visit all SE’s on assigned areas for Bahrain Market
Resell existing SE’ on the company’s benefits in order to avoid SE cancellation
Review monthly signing and DBV reports and take corrective actions based on market results
Analyze and track performance results against assigned goals to make appropriate business action plan
Ensure that adequate Selects partners are signed to ensure that enough Cardmember offers are prevalent in the market
Tie up with potential partners to create exclusive value campaigns and offers (premium and non-premium) for the Cardmembers locally to improve billing and DBV
Manage end to end resolution of reported Surcharge & Suppression cases
Reinforce and demonstrate the Value Story to retain key accounts and overall merchants, promote Card Acceptance while protecting the discount rate premium
Lead and support Perception of Coverage mall activity and ensure POS testing
Acquiring Bank Relationships
Manage the acquiring banks relationship
Ensure that all terminals launched by the banks are certified by the company accordingly
Provide market support to BOC Network &Technical Team
Manage Projects related to Acquiring and Sales Departments
Support online certifications, testing to ensure the company’s readiness for acceptance across online and POS channels.
Monitoring of POS disruption and business volume performance via Business Intelligence (BI) Tool
SE Fraud
Monitoring of Acquiring Fraud and ensure that adequate process in is place to manage and limit the fraud
Ensure that adequate training is provided to merchants for card acceptance to avoid fraud issues
Coordinate with the Local Police and Criminal Investigation Departments to ensure that fraud cases are reported instantly and provide support to engage the team
Centrally manage all card transaction disputes for the market in coordination with the ES Operation and the merchants to resolve individual cases amicably UNIQUE KNOWLEDGE & SKILLS
Mandatory Skills and Experience:
Good presentation skills
Good people management skills
Excellent interpersonal skills
Professional sales skills
Ability to analyse data and provide reports
Excellent product knowledge for use in card promotion and sales presentation
Overall knowledge of the company structure
Detailed knowledge of geographical area and potential key businesses within it
Knowledge of competitive activity
Constructive problem solving skills
Persuasive skills in anticipating customer needs and to overcome any negative situation
PROBLEM SOLVING / DECISION MAKING
Independently identify causes and find solutions for operational problems with SE’s.
To resolve and overcome objections to discount rates, speed of pay from existing SE’s and to be able to sign hold-outs
Supporting all plans with sound assessment of potential opportunities in the market
Recommend SE’s for inclusion in marketing campaigns
Recommend cancellation of establishment and advise manager of threatened account of cancellation and plan an action to resolve them
GENERAL
The position relies upon incumbent’s ability to work with his/her own initiative. He/she is an ambassador of the company and therefore it is essential that a professional and business like appearance is maintained at all time & should ensure that he understands and implement the the company’s strategic objectives.
CONTACTS
Internal
ESG Operations
Data Processing and Payments (Finance)
Regional Merchant Business Team
External
Merchants Finance, Marketing Managers
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