|Job Title:||International New Business Manager|
|Description:||International New Business Manager - Northampton, Northamptonshire
Our client was founded in 1966 and is the leading credit card provider in the UK with 8.4 mln customers. 1 in 5 credit cards in the UK are issued by our client.
Develop & aggressively deploy key business strategies to recruit & implement acquiring solutions within the International Large Business market, operating with the largest, most complex clients within this sector, typically with card turnover in excess of £10m, to achieve challenging objectives & goals.
Sales and Marketing - 50%
Recruit New International or Currency Business, exchanging legal contracts with the largest companies within the International Large Business market (anticipated BMS turnover of up to £50m per annum, although focus will predominantly be on situations with turnover in excess of £10m per annum). Situations managed will typically be the most complex acquiring solutions provided by BMS.
New International Business situations will be complex and within defined parameters– these are likely to be the most valuable of all corporate clients recruited by and managed within BB.
New International Business generation will also include Project GoldStar activities with Group, therefore focusing on the most valuable corporate clients managed by the Group.
Actively and aggressively market/sell Business Acquiring solutions to achieve New Business targets.
Own/Direct/Produce and deliver new business quotations/proposals, presentation material, RFPs, ITTs etc
Proactively create and develop new business relationships with Large Business companies. New Business opportunities will generally have long gestation periods/sales cycles which will require long term investment in building relationships with key prospects.
Build close working relationships with Large Business teams and other Group/external key business influencers within target markets/sectors to create New International Business opportunities – Group activity will be focused upon key Senior Corporate and Relationship Directors within the Business Bank.
Attend relevant events to develop New Business opportunities.
Provide allocated Large Business teams with dedicated contact for Business Acquiring products, staff training and management information to develop New Business opportunities.
Recommend best practices to Large Business teams to drive accelerated growth and support initiatives to develop New International Business opportunities.
Provide evidence of customer demand to influence new business product enhancements/solutions to Line Management, Marketing and Business Development.
Negotiation - 15%
Negotiate at board level with strategically important clients. Handled incorrectly could result in considerable losses to the Group in revenue and brand reputation and negotiations will be complex and with the most senior client contacts.
Discuss with Line Management the provision of services and integrated solutions for sale to potential new customers.
Ensure that the best returns possible are achieved when marketing and selling
Business Acquiring solutions and services.
Many negotiations are conducted with non-Bank customers and present cross sale opportunities to secure new business and increase revenue.
Negotiate full commercial terms, which meet Corporate and Group expectations.
Negotiate full implementation and programme requirements, including service levels within the company Business Acquiring/ Corporate’s capability to meet client expectations.
Planning/Operational - 25%
Personal time management of day-to-day activities to maximise return on resources and achieve New Business objectives.
Lead tracking, contact management and sales management reporting.
Responses to tenders, often at short notice and working to strict dead lines.
Performance Development, Self Development, Product, Industry and Economic Knowledge.
Attend regular Sales Team & New Business team meetings.
May also involve interaction with key decision makers and influencers within Group relative to the Large Business market/business - activity will be focused upon key Senior Corporate and Relationship Directors.
Sales Skills course
Advanced negotiation course
Presentation Skills course
Procurement Best Practices
Relationship Management course
Knowledge and Expertise (relating to specialist knowledge and expertise required to undertake the role. May include knowledge of the Bank’s products, services and policies)
Knowledge of the company Acquiring solutions.
Working knowledge of acquiring schemes, their drivers, industry dynamics, interchange, competitor solutions and future product service deliverables.
An up to date knowledge of Industry related technical development
Knowledge of the Business to Business sector.
Fully aware of Industry trends (overseas and UK).
Knowledge of relevant third party suppliers (e.g. technology) and partners.
Knowledge of the Group and Corporate strategies relating to both overseas.
Awareness of Bank’s payment and collection strategies and services
A good working knowledge of the Banks products and services is important, as there are often opportunities to open new banking links with prospective clients.
Total awareness of the interests and relationships in existence within any prospective client.
Working knowledge and practical understanding of Law of contract and legislation and regulation as it applies to the industry.
Experience, qualifications and other requirements specific to the role
Satisfies the FSA criteria for an approved person, both initially and ongoing
An exceptional New Business and profit performance record.
Proven success rate in negotiating at the highest level.
A full New Business and business development background.
May have experience in the Business to Business Financial Services Sector.
Proven experience in forecasting and costing.
Key Issues over the next 12-24 months
To develop key strategies to maximise New Business generation and opportunities within target markets and sectors.
To develop strong relationships within the New Business team and wider business to deliver bespoke client solutions effectively and achieve objectives and goals.
To develop a high profile presence within target markets and sectors, and develop industry knowledge, through research, networking and other relevant opportunities i.e. events.
Additional details of exceptional aspects of the demands of the role
The role holder will be expected to attend/present at industry and trade seminars to represent the group at a variety of forums.
There is a need for flexibility and to be able to work to challenging deadlines when these arise.
Itinerant working involving business travel throughout the UK and Europe.
Attendance at events, entertaining and other business activities often outside business hours.
The Company Behaviours: of particular importance to this role
Drive Performance – role model, highly motivated, proven track record. Expected to deliver outstanding performance and profit contribution.
Delight Customers – role model, must demonstrate understanding of Corporate decision making/procurement processes, enterprise wide role functions, technical infrastructure and expense management.
Execute at Speed – role model, ability to deliver professional presentations and service delivery to Executives/Senior Management contact points.
Grow Talent and Capability – role holder must take responsibility to develop both themselves and colleagues.
Protect and Enhance Our Reputation – role holder must apply attention to detail. Highest standards of corporate governance is expected whilst working with Larger Business customers and Group.
Build Pride and Passion – role holder will aspire / deliver the Group and Company Visions and Strategic Plans.
|Salary Range:||£28000 - £45000/annum bonus,|
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