Merchant Specialist - Public Sector Banking

Job Description:

The Merchant Specialist (MS) is the primary solutions architect working in partnership with the GTS and LOB sales teams and clients across BB, GCB, GCIB and PSB. The remit could include general support regionally or a specific industry sector focus such as: Healthcare & Colleges/Universities, Consumer & Retail, Commercial Real Estate, Media & Telecom, Public Sector Banking, Government and General Industries. Industry specialists will have a deep understanding of segment verticals – including growth, opportunities and challenges; know industry specific tools like Yardi, Real Page, Tempus, InstaMed, Oracle, NCR, etc.; and are well versed in points of integrations to specific industry centric peripherals, workflow tools, ISVs. Regional/LOB aligned associates will need to have a deep and wide understanding of the client segment, Payment ecosystem, merchant processing and how to match our solutions against the needs of our clients.

The MS's primary objective is to drive sales within their respective portfolios by serving as the technical consultant to both internal sales teams and their clients. Through the client engagement process, the MS will provide consultative services to highly complex processing configurations that result in architected solution which afford clients the ability to process payments in the most optimal and efficient way possible. The MS bridges knowledge gaps within platform configurations, associated product, feature, functionality, application, and usability while providing critical feedback to the product owners within the commerce organization. This MSO position will be aligned to a specific group of clients and/or Client Managers in the PSB space, located primarily in the West Region of the US. It may represent a large number of clients that are "less strategic" due to size but offer a considerable cross sale/expansion opportunity. The position may serve as a good introductory position to the PSB space to building on former merchant experience in other industries.

Responsibilities include but not limited to:

• Originates new merchant business either self-sourced or in partnership with the banker ( PSB Client Manager)

• Deep understanding of a client’s commerce ecosystem and the ability to consult on ways to integrate, cover industry standards and trends and BACs product solutions

• Main point of contact for contract negotiations, RFP, pricing • Ability to appropriately drive solutions per relationship across the merchant solutions set - transarmour, equipment, IPP, etc.

• Work across a matrixed coverage organization to achieve objectives - working with PSB Client Managers to uncover opportunities, advise in the best way to target prospects and close new business

• Manage the existing portfolio of merchant clients looking for ways to examine the business, drive more volume, deploy more product and responsibly retain and grow revenue

• Be first point of call for Client Managers and clients on merchant business, advice, portfolio management • Provide strategic guidance to help clients stay ahead of merchant trends and be committed to delivering the solutions that make commerce easier

Required Skills:

Consultative sales experience with Business Banking, Large Corporate, Commercial and/or Public Sector Banking clients

• Experience within one of the five key industries across BB, GCB, GCIB and PSB: Healthcare & Colleges/Universities, Consumer & Retail, Commercial Real Estate, Media & Telecom, Government and General Industries

• 2-5 years of Core Acquiring (Credit/Debit) industry experience

• 2-5 years of direct sales experience

• 2-5 years of sales/portfolio management experience, including C-level sales

• Expert knowledge of POS (integrated/standalone) payment interfaces

• Strong analytical and organizational skills

• Ability to cultivate and strengthen client relationships with senior business and IT staff member

• Ability to technically consult with C-level executives within client environment

• Demonstrated experience working with 3rd party VAR’s / Integrators and payment gateways

• Understanding of PC payment applications, merchant services industry applications, accounting systems, competition/competitive landscape in the payments industry, enterprise resource planning systems (ERP), data security (PCI), file formatting, and data transmissions

• Demonstrated ability to work independently with minimal supervision toward the achievement of personal and team goals

• Demonstrated effective communication skills, including written, oral and presentation skills

• Effective planning, prioritization and time management acumen

• Ability to coach colleagues with less experience and/or knowledge, as necessary

• Proficient in Microsoft Excel, Word, PowerPoint, and Outlook, OneNote

• Ability to quickly learn various sales applications

Desired Experience:

Experience in contract negotiations and procurement processes, including responding to RFPs.

Excellent presentation skills.

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