Head of Merchant Services - Sales & Account Management

Salary: London/Hybrid | Up to £180,000 Plus Bonus and Benefits
Contact name: David Earles

Contact email: david.earles@tpn.co.uk

About the Company

Our client are a leading Bank/Payments brand in the Large Corporate sector (FTSE 250), offering clients a suite of market leading acquiring solutions across POS, e-Commerce and Gateway propositions.

About the Opportunity

Our client are looking for a new Head of Merchant Services Sales & Portfolio to join their Merchant Services business within Business & Commercial Banking.

The role will report into the M.D. of Specialist Client Solutions, who runs all specialist sales teams including Trade, Invoice Finance, Asset Finance, Payments, Commercial Cards, Merchant Services and Markets, as well as having a dotted line into the Managing Director of Merchant Services.

This is a national role where you'll be responsible for devising and implementing a strategy to ensure the effective delivery of targets (financial and non-financial) as well as cultivating a performance management culture across a team of 110+ specialist colleagues with expectations to grow the FTE further.

You’ll assume overall responsibility and accountability for managing a national franchise field sales team, telephony based sales team, relationship management teams and specialist sales teams (incl. BNPL and E-Commerce) along with associated income, risks and deliverables. In addition, you’ll be responsible for the build out of a new national non-franchise sales team.

Responsibilities

Merchant Services (MS) provides a diverse range of products and services to merchants from micro merchants to enterprise customers that want to accept payments via a mixture of channels including face to face, online and over the phone. You will be responsible for:

  • Taking ownership for fulfilling business plans by effectively leading a large merchant services national sales team tasked with ambitious growth targets.

  • Leading the transition of the team up the value curve and increase the share of sales that are multi-product, including online payments, embedded finance and value added services etc.

  • Building and maintaining a strong working relationship with Relationship Management colleagues to aid delivery and drive business lead flow.

  • Developing lead generation capabilities required to achieve an ambitious growth plan.

  • Being a strong advocate back into the organisation to ensure key enablers for merchant services sales are delivered across product, partnerships, marketing, compliance, credit risk, people and talent etc.

  • Being a strong and senior leader contributing to the day to day running of the merchant services business as part of the merchant services leadership team.

  • Providing thought leadership on tooling, MI, CRM and other tools/infrastructure required to scale a sales team.

  • Working closely with senior leadership peers to support key areas such as targeting, lead generation, MI and GTM marketing strategies.

  • Developing long term objectives and taking responsibility for implementing them.

  • Participating in the development and delivery of the wider business strategy including focus areas such as value added services.

  • Ensuring focus on growing the skills and capabilities of an engaged, diverse workforce within own function / team and personally investing in own and others’ capabilities.

  • Collaborating with product partners and others to define, develop and deliver significant financial products and offers to ensure alignment with customer requirements.

  • Managing Risk, ensuring compliance to local and Group policies, and external governance.

  • Working with key Credit partners to make strategic changes to appetite and policy to contribute towards achieving key financial objectives.

  • Representing the organisation in a variety of industry and professional forums to promote the value of the company brand

About the Desired Candidate

  • Specialist Merchant Services product knowledge is crucial for this role.

  • Performance management of a large team is a critical aspect of this role and therefore ability to review & develop performance is important.

  • Track record of delivering ambitious growth targets and growing the volume and value of new to Bank customers

  • Ability to communicate, present and influence credibly and effectively at all levels of the organisation.

  • Consistent record articulating the distinct aspects of products and services and position them against competitors.

  • Strong commercial awareness and financial skills.

  • Demonstrable experience in developing customer-focused, differentiated, and achievable solutions.

  • Ability to influence key Risk partners, including Credit and Product

  • Influences and balances stakeholders, including Executives.

  • Ability to solve problems and to understand the strategic issues affecting prospective clients and the industry.

Benefits

  • A generous pension contribution of up to 15%

  • An annual bonus award, subject to Group performance

  • Share schemes including free shares

  • Benefits you can adapt to your lifestyle, such as discounted shopping

  • 30 days’ holiday, with bank holidays on top

  • A range of wellbeing initiatives and generous parental leave policies