Key Responsibilities
- Partner with Corporate Banking Coverage teams to identify opportunities within existing client relationships and build a consistent internal referral network.
- Assess client payment flows and identify cardable spend across supplier payments, procurement, accounts payable and other B2B use cases.
- Lead joint discovery meetings to understand client needs, payment processes, working-capital objectives, decision-makers and adoption barriers.
- Qualify and prioritise opportunities based on potential volume, strategic fit, readiness, feasibility and probability of conversion.
- Develop opportunity sizing, account pursuit plans, client value propositions, business cases and tailored commercial card proposals.
- Lead or co-lead client presentations, solution workshops and commercial discussions with senior Finance, Treasury, Procurement and Accounts Payable stakeholders.
- Manage opportunities from identification through proposal, negotiation, conversion and implementation handover.
- Coordinate with Credit, Risk, Legal, and Implementation teams to progress deals.
- Maintain accurate pipeline reporting, volume estimates, forecasts, next actions and target conversion dates.
|
Qualifications and Experience
- Bachelor’s degree in Business, Finance, Economics, Banking, Marketing or a related discipline.
- 7 to 10 years of relevant experience in B2B sales, commercial cards, corporate payments or Corporate Banking.
- Demonstrated success developing and converting complex B2B opportunities involving large corporate or institutional clients.
- Strong understanding of commercial card solutions, preferably including purchasing cards, virtual cards, supplier payments and accounts-payable use cases.
- Experience partnering with Corporate Banking Coverage teams, Relationship Managers or product-sales specialists to generate and close cross-sell opportunities.
- Proven full-cycle sales capability, including discovery, opportunity sizing, solution development, proposal preparation, negotiation and conversion.
- Strong executive presentation, consultative-selling, influencing, objection-handling and stakeholder-management skills.
- Commercial and analytical capability to assess payment flows and estimate cardable volumes.
- Disciplined pipeline management, forecasting and follow-through.
Success Measures
- Qualified opportunities and potential cardable volume added to the pipeline.
- Client meetings, proposals and business cases completed.
- Pipeline progression, conversion and forecast accuracy.
- Incremental commercial card accounts, payment volume, issuer revenue.
|
