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Relationship Manager

Mastercard

London, England, United Kingdom

Who is Mastercard?

We are the global technology company behind the world’s fastest payments processing network. We are a vehicle for commerce, a connection to financial systems for the previously excluded, a technology innovation lab, and the home of Priceless®. We ensure every employee has the opportunity to be a part of something bigger and to change lives.  We believe as our company grows, so should you. We believe in connecting everyone to endless, priceless possibilities.

Job Title

Relationship Manager

Overview

•The SME Team consists of 70 accounts that use a wide range of our services generating revenue of £7.5m per annum from both our DataCash and TNS business acquisitions
•These accounts can be either Direct customers or Partner relationships and each account has a revenue spend of between £50k - £200k per annum
•Primary activity of this role is to effectively manage and develop a number of allocated Focus Accounts, ensuring their satisfaction with the Mastercard Payment Gateway Service whilst driving and increasing their profitability by selling additional services and solutions to them
•Focus will be on client retention to reduce losses and growth of existing revenue
•Have you ever managed a portfolio of account worth £2.5m?
•Are you motivated to be driving revenue from existing business via cross sales activity?
•Do you have the tenacity to actively drive additional revenue and create stickiness by selling additional products?

Role

•Managing a portfolio of 25 accounts and identifying new sales opportunities within the named accounts
•Building a strong relationship with allocated clients ensuring a thorough understanding of their business by arranging regular meetings to update clients on anything relevant and conduct comprehensive business reviews
•Creating a strong sales pipeline to increase revenue and grow the value of the accounts by identifying upsell/new business opportunities thorough understanding of clients’ business and requirements
•Regularly report against sales pipeline, key milestones and expected increased revenues from activities
•Ensure Salesforce is accurate at all times
•Work to understand the main drivers affecting clients and the market and demonstrate the value of the Mastercard as a value proposition
•Negotiating new commercial agreements and renewing existing contacts
•Providing pricing and preparation of proposals
•Point of contact for client escalations with operational issues
•Assist with the promotion and adoption of Masterpass within the base
•Building relationships with the operational teams to ensure smooth running of any service issue
•Ensure you are fully knowledgeable of the Mastercard Payment Gateway Services products offered and update this knowledge on a regular basis
•Ensure at all time MasterCard core values are known and demonstrated along with brand values

All About You

•Understanding and knowledge of payment industry including the 4 party eco system
•Demonstrable success at managing busy accounts and identifying up sell, value add and new business opportunities
•Experience working in a company with commitment to a metric-driven, quantitative sales process with demonstrable results
•Understanding of the main drivers affecting the industry and the ability to articulate these in detail
•Proven experience in developing relationships and building sustainable partnerships
•Good interpersonal and communication skills including both oral and written
•Strong customer orientation and successful negotiation skills
•Ability to build excellent relationships both internally and externally
•Ability to work under pressure and to tight deadlines
•Ability to translate technical product specification into sales messages for prospects
•Empowerment and Accountability
•Sense of urgency and ability to be flexible
Willing to travel as and when required

Equal Opportunity Employer

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