HEAD - FARMING AND MERCHANT ACQUISITION
Location
Mumbai | India
Job description
Designation / Position : HEAD - FARMING AND MERCHANT ACQUISITION
'Job Description :
' 'Global Fintech and Technology MNC requires Head - Merchant Acquisition and Farming-Bangalore / Delhi /Mumbai
One of our client a global Fintech and technology MNC operating in over 30 countries worldwide and a world leader in shaping and influencing customer behaviour to drive revenue and add value for clients. Its breadth of expertise in Loyalty, Lifestyle Benefits, Insurance and Assistance creates an unrivalled level of insight into affluent consumers and frequent travellers. Working across these practice areas, the group leverages these synergies to develop and deliver market-leading products and services that create engagement, value and loyalty for hundreds of the world's leading companies with millions of end customers across the world.
We are looking out for Head - Merchant Acquisition and Farming for Delhi or Mumbai locations PFB the details:
1) Client - Global CRM and Fintech MNC
2) Role/Job Title- Head : Merchant Acquisition and Farming
3) Locations- Bangalore/ Mumbai or Delhi
4) Experience-9- 14 years' experience in related roles with at least 4 years of experience managing teams
6) Compensation- Competitive
7) Qualification- Mgt Qualification preferred
8) Industry preferred - Fintech/ Payment solutions/ Loyalty Marketing/ Digital / Reward Mgt
THE JD is as follows : - The Head of merchant acquisition is primarily responsible for increasing company revenue by managing merchant accounts to ensure best discounts and options for redemption are available. As a part of extended Leadership Team in India this -role would own end to end development of supply by managing Merchants, offering redemption options to clients of in India.
- The role would also be accountable to ensure optimized availability of reward redemption options for clients on the reward catalogue and manage relationships to ensure the merchants are offering us the redemption options at the best possible price point.
- To be successful as a director of Merchant services you should be persuasive and have strong business acumen with great relationship management skills. This would be in addition to demonstrating excellent communication, leadership, and problem-solving skills.
- Ultimately, an exceptional director of merchant services should be adept at negotiating sound business deals, provide value to merchants and able to place maximum merchants on client catalogues.
Responsibilities for the role : -The overall purpose is to take responsibility for the generation of profitable revenue from new named business.
- Contribute to new business strategy.
- Develop a highly qualified approach to targeting new opportunities and identifying prospects.
- Contact prospects to open and build relationships in a proactive and value added manner
- Building relationships and convincing potential clients of our capabilities so that they provide us with the opportunities to pitch our value to them.
- Supporting the pitch process using target customer and market insight plus clear understanding of client needs to leverage the right capabilities to differentiate and win new business
Key responsibilities : - To execute the strategic business development plan including target sectors, contact strategy and follow-up activities
- To identify selected prospective clients, target client contact, manage initial contact, building relationships with key contacts then proactively supporting the closing of agreements to secure profitable revenue.
- To research and understand potential client needs in targeted industry sectors consider solutions and turn these into powerful and inspiring briefs, Develop new business through existing clients
- Develop new business through research, prospecting and networking
- Support the development of presentations and business development tools
- Respond to inbound RFP's working with planning/ presales/ product team and other stakeholders where required
- To support the team on the preparation of proposals for new business. To provide feedback relevant to where market demands for new relevant client requirements and ideas for new product / proposition development
Performance measures :
- Pipeline generation – Contacts, Leads, Prospects, Pitches, Closes – measured at every stage of the sales process
- Sales Net Revenue (Gross Margin) from new named accounts
Knowledge, skills and experience required :
- 9- 14 + years experience (or equivalent) in sales and marketing working with benefits / Fintech/ SAAS/ Payment solution or loyalty or similar set of companies
- Ability to sell services to a client, with credible and professional selling skills, developing strong relationships and close business to ensure a successful and complete sale
- Entrepreneurial nature with excellent commercial acumen
- Excellent people and relationship development skills comfortable in a matrix environment
- Confident, self motivated and excited by this opportunity to take the message to market
- Excellent computer skills including a good knowledge of Microsoft products including; Excel, Word, PowerPoint
- Fluent in English (writing and speaking)
Other information : - There is potential for any opportunity to lead to further work outside of loyalty and benefits and this is within scope but not the specific purpose Create and execute a strategy to develop and optimize merchant relationships partnerships in line to the Business Targets.
- Build and manage a robust team for optimizing revenue potential of the merchant network (Hunting, Farming, product innovation and roll out, catalog optimization, support to Business Development and Clients Account Management teams)
- Ensure team efficiency, performance, allocation of targets aligned with Company's merchants' strategy and Dream Team commitment.
- To understand and generate Market study in terms of competition mapping, market intelligence of merchant offerings.
- Maintain direct and active relationships with merchant partners, including proactively resolving business and technical issues and serving as an internal advocate.
- Remain knowledgeable on relevant market and industry trends, developing a deep understanding of customer/ clients and merchant needs, priorities, and pain points.
- Build trust and great working relationships with your direct team and key merchants
- Leverage data to gain a better understanding of existing merchants and to enhance, maximize potential from merchants.
- Create differentiation with optimized merchant mix for clients
- Identify and launch opportunities to enhance revenue from existing set of merchants, including constant renegotiations on existing commercial terms
- In full connection with Product teams, develop and roll out innovative rewards products in India, ensure key Merchants on boarding in program pilots and market roll out
- Identify data-powered merchants' solution, develop business case, set up monitoring KPIS and validate Go to market approach
- Ensure merchant portfolio profitability and optimization by managing tiered merchants' segments - KA, mid-market and long tail merchants
- Ensure Merchants portfolio coverage of India clients market need: geographical, industry, price range, redemption profile
- Ensure renewal of key merchant deals while coordinating requirements; developing and negotiating contracts; integrating contract requirements with delivery teams to ensure deal profitability.
- Ensure Proper awareness of Merchant portfolio and catalogue to the Business Development and Account Management Team - propose merchants bundle to ensure benefits to clients and prospects and optimize project margins.
Key Attributes: Who you are: - Combination of customer-obsessed, and business-focused
- An effective communicator and collaborator, with excellent negotiation and presentation skills, with the ability to confidently share your vision to all audiences.
- Comfortable taking the reins on initiatives, and thriving in an autonomous, unstructured environment.
- Passionate about India merchant ecosystem and consumer behavior developments
- Able to prioritize merchant strategy and day-to-day team activities.
- Excellent data-driven problem-solving/decision-making and strategic thinking skills.
- Detail-oriented with excellent organizational skills.
- Ability to handle stress and conflict
- Ability to influence at all levels
- Proven successful Merchant C-level interactions
- Proven Track Record of Hunting, Farming and product Team Management
- Past Experience in handling Merchants in a loyalty / reward ecosystem
Knowledge & Experience: - You have 9- 14 years' experience in related roles with at least 5 years of experience leading teams
-Acquiring new profitable SE's & maintain strong relationships; identify, develop, strengthen, and retain the Merchants
Driving end to end SE acquiring, early engagement & activation activities - Ensure all new merchants are activated within the SLA and expected KPI on merchant activation are met
- Ensure all laid down internal processes, regulatory guidelines and bank processes are adhered to
- Work together with internal and external stakeholders to improve the service to the merchants and bring in new concepts and automation resulting with cost savings to the business
- Have an understanding of the Rewards Ecosystem in India & preferably have/ are working in this sector.
- Have been exposed to merchant solutions with a successful business development, account management, client servicing and marketing acumen.
- Have worked in Merchant Services in rewards, payment of FinTech companies.
- Experience in working with senior level executives across an organization.
- Have a Master's in Business Administration specializing in Sales & Marketing or General Management
'
Keywords MERCHANT ACQUISITION , BRAND ALLIANCE : Mandatory Key Skills (atleast 1) : MERCHANT ACQUISITION , BRAND ALLIANCE
Work Experience Required : 9-14 years
Job Location(s) : DELHI, MUMBAI
Industry Type : FINTECH, LOYALTY, PAYMEMNT SOLUTIONS ,SAAS
Functional Area : BUSINESS DEVELOPMENT , CLIENT ACQUISITION
Qualification MBA / PGDBM IN MARKETING
Job tags
Salary
