Manager- Corporate Card Sales

JOB TITLE: Manager-  Corporate Card Sales

TERM: 12 months 

CLIENT LOCATION: Karachi, PK

DIVISION: Corporate Banking Cards 

REPORTS TO: Head of Corporate Cards

RELEVANT EXPERIENCE:

• 10/15 years experience in the cards/financial institution space
• Experience in card operations, including onboarding, card issuance, and post-issuance support

MANDATORY REQUIREMENTS**:

• Local experience in cards domain, preferably Corporate Card Exposure in region
• Proficiency in English and Urdu
• Strong project management skills

PURPOSE OF THE PROJECT

The project centers on supporting the expansion of the Commercial Cards portfolio through proactive sales initiatives and comprehensive operational support. Responsibilities include driving the onboarding of new clients, overseeing card issuance, and providing seamless post-issuance services such as managing card blocks, addressing transaction declines, and handling chargebacks. The goal is to accelerate portfolio growth by ensuring a smooth client journey from initial engagement to ongoing support.

Key Activities

Core Responsibilities and Accountabilities

• Grow, convert, and track a healthy pipeline of Large Market/B2B opportunities for Financial Institutions (FIs), consistently meeting KPIs for pipeline value, conversion rate, time-to-revenue, and first/second- year revenue.
• Develop targeted sales content for FIs, drawing on Mastercard (MA) materials to shape messaging and narrative; lead sales discussions and pitch products to FI partners and end customers for both card and invoice-led flows.
• Create, drive, and close deals with FI partners, define prospects in alignment with MA strategy and engage key stakeholders at banks to grow MA business.
• Train FI partner sales teams, support their ongoing product knowledge, and develop SOPs to optimize stakeholder training and process efficiency.
• Support operational onboarding of new customers, collaborating with sales, implementation, card operations, relationship management, and MA Program Management Commercial Team for smooth activation and first usage.
• Follow up with onboarded customers to ensure activation, usage ramp-up, and resolution of challenges by relaying feedback to the Commercial Product team; monitor new clients for card usage and growth.
• Handle corporate card-related requests (e.g., limits, card issuance) from corporates/TMCs, ensuring timely completion, and identify and prioritize key clients for card programs.
• Where appropriate, conduct Direct-to-Corporate (D2C) activities with large/mid-market corporates engaged in significant procurement.
• Review and recommend process improvements for both banks and MA, monitor results, propose measures, and report outcomes to top management via dashboards and regular MIS reports.
• Provide progress updates to client management through meetings, steering committees, and detailed reporting on KPIs, risks, and key activities.
• Leverage Mastercard assets and resources to support all responsibilities, and collaborate with Card Operations to streamline processes and boost operational efficiency.

KPIs

1. Feedback from FBL stakeholders (such as Head of Commercial Cards, Relationship Managers, Product teams) regarding weekly and monthly deliverables
2. Feedback received from corporate customers
3. Operational Efficiency: Assess the efficiency of commercial card operational processes, including the level of straight-through processing (STP)
4. Gross Dollar Volume (GDV): Track the total dollar amount of transactions processed through the commercial card program
5. Card Optimization: Aim to increase utilization within the low-use card portfolio

Mandatory Knowledge

• Comprehensive understanding of card products, with a particular focus on commercial cards
• Proven experience in overseeing card operations and providing actionable operational insights
• Extensive background in managing Corporate Banking clients, especially those utilizing Corporate Card solutions
• Solid familiarity with Card Management Systems and their practical applications
• Skilled in engaging and influencing senior stakeholders across various functions
• Deep knowledge of B2B payments and the broader commercial payments landscape
• Operational expertise in commercial payment products, services, and platform capabilities, with an emphasis on the commercial card ecosystem
• Strong awareness of local regulations, compliance requirements, and the ability to adapt solutions to meet jurisdiction-specific rules and standards
• Ability to identify and respond to local market needs, ensuring product offerings are tailored to the unique demands of each region
• Demonstrated success in sales, including developing strategies to drive commercial card adoption, expanding market share, and building lasting client relationships