Purpose of the role
Nature and aim of the position.
Global Blue (GB) a leading provider of multi-currency payment and hotel & retail gateway solutions is seeking a Sales & Relationships Manager to manage our current financial institution partners, increase the acceptance of Dynamic Currency Conversion (DCC) at our partner merchants and sell our multi-currency and gateway solutions to new financial institutions within Singapore. The role will also be responsible for business development activities in Indonesia, selling our hotel and retail gateway solution to merchants.
Context of the role
Reporting to the Regional Head of Commercial APAC, this is a Singapore based position to sell our multi-currency and gateway solution into new financial institutions and payment service providers as well as relationship manage and cross-sell our solutions into existing partners. A good understanding of the financial Institutions payment and retail ecosystem/payment value chain within Singapore is required.
The Sales & Relationship manager will hunt for new partners both cold as well as from existing opportunities. The person will need to be target driven and have a passion and ownership to deliver numbers. This will be a hands-on role with deep involvement in execution, leading from the front. As well as manage existing partners, so will need good relationship and interpersonal skills. Must be able to drive DCC and Hotel & Retail Gateway sales by working with acquiring sales teams and providing training and support to enable their teams to have strong GB product understanding and be comfortable in selling the solutions to merchants.
The role will also be responsible for business development activities in Indonesia, working with our Payment Service Provider Partner, Yokke to selling our hotel and retail gateway solution to merchants.
This is a commercial role and responsible for driving business growth and revenues.
Key Responsibilities
- Identify and approach potential acquiring partners to align with Global Blue and promote the full range of solutions, including DCC, Multi-Currency Pricing (MCP) and the Hotel & Retail Gateway.
- Creating and executing the overall sales and business development plan for GB across the Financial Institution/Payment Service Provider market in Singapore.
- Develop and maintain yearly account plans with each of our acquiring partners, namely DBS and UOB.
- Implement strategies jointly with acquiring partners to retain merchants by embedding products and solutions that provide merchants with added value and strengthen acquiring relationships.
- Increase DCC opt-in levels by working with Merchants and Acquirers.
- Assist Acquirers to sell in DCC and other solutions by supporting sales pitches.
- Hands on management of day to day activities of existing partners in relation to the GB product suite they utilise, working closely with C suite management.
· Business development activities in Indonesia, working with our Payment Service Provider Partner, Yokke to selling our hotel and retail gateway solution to merchants.
- Ensuring excellent communication and internal coordination to roll-out new services, considering market specificity (regulation, competition etc.)
- Managing the new accounts to maximise revenue through cross and up selling opportunities and maximising customer satisfaction.
- Providing timely reports to the head of regional sales team regarding performance, sales activity, account management and strategy, as well as advise on local industry trends.
- Initiate and maintain a strong links between customers and back-office services to ease communication and facilitate the resolution of any issues.
- Effectively communicate the needs of your partners to the support team.
Qualifications and Education Requirements
At GB we set out clear expectations for the business and you to succeed, it is equally important for us in defining not only the nature of the role responsibilities but that the cultural fit in working style and approach is a match! So please read carefully below before putting yourself forward
- Strong academic background, such as a degree in Business, Economics, Engineering, Computer Science, or an equivalent.
- ~3-5+ years of B2B business development experience covering a multi-region remit within the payments industry.
- Has a strong existing network of PSP’s, Acquirers, Banks, Tier one Merchants and Marketplaces in the Singapore finance industry.
- DCC/MCP knowledge and understanding preferred.
- Extensive experiences of negotiations with C-level executives.
- Demonstrated success in initiating and growing sales in complex enterprise clients.
- Strong balance of both strategic planning and active hands-on approach is a must.
- Must possess a can-do, entrepreneurial drive, focusing on solving problems creatively with a high level of energy. This is critical both as a cultural fit and based on the nature of internal business growth plans.
- Strong organization skills, management of priorities and the ability to work under pressure.
- Ability to influence and build credibility across all levels, hence building collaborative relationships.
- Proven ability to operate in a fast paced, global, complex, and geographically diverse company.
- Able to work autonomously.
- Excellent verbal & written communication skills in English.
