Merchant Sales & Partnerships Manager

ManpowerGroup Middle East

Bahrain

Ref: HP647-1439

Job description / Role

Employment: Full Time

Our client, a leading Financial Services company is currently recruiting a Merchant Sales & Partnerships Manager.

The individual is responsible to ensure high level of acceptance across the assigned territory, builds and maintain strong relationships with key merchant groups and ensures that merchants receive the highest level of support and service to meet their expectations as well as meet the target and objectives set-up, including merchant signings, volume increase, higher activity ratio, and new channels expansion.

The individual is responsible for ensuring that effective plans are developed to achieve the targets and to maximize acquiring activity via these plans and tactical promotions.

Principal Accountabilities
- Manage all aspects of the Merchants Sales, Acquiring and Partnerships in Bahrain
- Develop business account management and partnership with key accounts
- Build and maintain relationship with key contacts
- Lead POS saving initiatives and manage POS expense reduction
- Drive and support key merchant business initiatives including new industry expansion
- Manage outstanding merchant debit balance

Service Establishment (SE) Signing
- Manage expansion pipelines, including: New Signings, Holdouts, Online Acceptance, new segment and B2B
- Manage Merchant Relationship Executive on signing potential service establishments as per the prospect data base guidelines. Also ensure that all signings are based on sales alignment guidelines that will generate the required minimum DBV to determine profitability of accounts, across key geographical clusters
- Lead holdouts (non-accepting SEs) management and signings (to convert them to accepting merchants)
- Ensure sales calls and partnership visits are carried on regular basis through a systematic plan based on geographical area split that will result on reduction of unbiased acceptance and the maintenance of sales materials as well as point of sales visibility at all times
- Ensure SE staff is educated on card acceptance procedure and fraud prevention during set-up and sales calls and partnership visits to maximize card usage and prevent chargeback
- Review in-active SE on regular basis based on a structured plan and submit findings to leadership, sales development with his recommendation of canceling or re-selling for final decision
- Execution of opportunities to improve merchant processes and satisfaction

SE Business Development
- Drive discount business volume (DBV) through B2B transactions, merchant partnership enhancement and increase footprint in new industry growth
- Conduct sales presentation to potential SE and to ensure maximum awareness of card acceptance
- Identify, develop and implement (together with country manger, sales development and marketing staff) SE support programme to improve card acceptance and generate additional business
- Lead online acceptance, driving new signings of online merchants and volumes from existing merchants
- Prepare a daily/weekly schedule to visit all SEs on assigned areas for Bahrain Market
- Resell existing SE on the companys benefits in order to avoid SE cancellation
- Review monthly signing and DBV reports and take corrective actions based on market results
- Analyze and track performance results against assigned goals to make appropriate business action plan
- Ensure that adequate Selects partners are signed to ensure that enough Cardmember offers are prevalent in the market
- Tie up with potential partners to create exclusive value campaigns and offers (premium and non-premium) for the Cardmembers locally to improve billing and DBV
- Manage end to end resolution of reported Surcharge & Suppression cases
- Reinforce and demonstrate the Value Story to retain key accounts and overall merchants, promote Card Acceptance while protecting the discount rate premium
- Lead and support Perception of Coverage mall activity and ensure POS testing

Acquiring Bank Relationships
- Manage the acquiring banks relationship
- Ensure that all terminals launched by the banks are certified by the company accordingly
- Provide market support to BOC Network &Technical Team
- Manage Projects related to Acquiring and Sales Departments
- Support online certifications, testing to ensure the companys readiness for acceptance across online and POS channels.
- Monitoring of POS disruption and business volume performance via Business Intelligence (BI) Tool

SE Fraud
- Monitoring of Acquiring Fraud and ensure that adequate process in is place to manage and limit the fraud
- Ensure that adequate training is provided to merchants for card acceptance to avoid fraud issues
- Coordinate with the Local Police and Criminal Investigation Departments to ensure that fraud cases are reported instantly and provide support to engage the team
- Centrally manage all card transaction disputes for the market in coordination with the ES Operation and the merchants to resolve individual cases amicably

Requirements

- Mandatory Skills and Experience:
- Good presentation skills
- Good people management skills
- Excellent interpersonal skills
- Professional sales skills
- Ability to analyse data and provide reports
- Excellent product knowledge for use in card promotion and sales presentation
- Overall knowledge of the company structure
- Detailed knowledge of geographical area and potential key businesses within it
- Knowledge of competitive activity
- Constructive problem solving skills
- Persuasive skills in anticipating customer needs and to overcome any negative situation

PROBLEM SOLVING / DECISION MAKING
- Independently identify causes and find solutions for operational problems with SEs.
- To resolve and overcome objections to discount rates, speed of pay from existing SEs and to be able to sign hold-outs
- Supporting all plans with sound assessment of potential opportunities in the market
- Recommend SEs for inclusion in marketing campaigns
- Recommend cancellation of establishment and advise manager of threatened account of cancellation and plan an action to resolve them

The position relies upon incumbents ability to work with his/her own initiative. He/she is an ambassador of the company and therefore it is essential that a professional and business like appearance is maintained at all time & should ensure that he understands and implement the the companys strategic objectives.

Internal
- ESG Operations
- Data Processing and Payments (Finance)
- Regional Merchant Business Team

External
- Merchants Finance, Marketing Managers
- Key decision makers

About the Company

We lead in the creation and delivery of innovative workforce solutions and services that enable our clients to win in the changing world of work.

ManpowerGroup powers the success of many of the world's most dynamic organizations. We deliver innovative workforce solutions that enhance competitiveness, increase efficiency and spur productivity. Combining global reach with local expertise - 3600 offices in over 80 countries - we know the changing world of work and bring a deep understanding of the companies we work for and the industries we service.

ManpowerGroup entered the Middle East in December 2007 after acquiring local company Clarendon Parker, thus bringing 15 years in-depth local knowledge combined with a global footprint and industry shaping expertise and thought leadership. Manpower Middle East supports clients in the Middle East and North Africa regions. Our business is aligned to key skill specializations to ensure our clients requirements are met by expert and knowledgeable consultants that understand your industry and role requirement.

Our consultants are experts in finding the right talent across all industries in a broad-range of occupations including:

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