Senior Business Development Manager

Convera · Birkirkara

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Senior Business Development Manager - Malta  

As a global leader in commercial payments that powers international business by moving money with ease, Convera is seeking a Senior Business Development Manager to support B2B sales across Malta. 

The Role: 

We are looking for tenacious, motivated, resilient individuals with a competitive mindset to build a diverse and delivering pipeline of Small-to-Medium-Sized Enterprises, Corporate, and Blue-Chip clients, identifying and securing business opportunities within these sectors. 

Role & Responsibilities: 

Sales Strategy & Execution: 

• Contribute to sales strategic planning and business development initiatives 

• Develop and execute strategic sales plans to expand the client base and achieve sales targets 

• Manage the entire 360-degree sales process independently 

• Maintain knowledge of the FX market, compliance, legislative, and broader business/economic trends to anticipate and meet client needs 

• Surface and understand customer pain points to present/match Convera solutions to meet their needs or objectives. 

Lead Generation & Prospecting: 

• Use market data and Convera’s value proposition to identify new leads and opportunities to build a continuous pipeline 

• Achieve key performance indicators (KPIs) such as revenue setting targets, and report them on a weekly, monthly, and quarterly basis, to drive revenue growth and retention as well as develop a sales strategy with key product partners. 

• Identify and engage new prospects in [SME and Corporate sectors], aligning with Partners under the direction of the Head of Desk or Sales Leaders 

• Proactively seek new business opportunities through cold calls, networking events, referrals, exhibitions, and partnerships 

• Use sales tools like Salesforce, Highspot, and ZoomInfo to generate leads 

• Present and demonstrate [international payment solutions and products] to key decision-maker 

Relationship Building & Management: 

• Introduce relevant support functions such as Customer Relationship Management (CRM), Corporate Hedging manager (CHM) and/or Sales Leaders/Heads of Desk to clients 

• Build and maintain long-term relationships with associated organizations, partners, and advisors of our prospective client 

• Collaborate with different partnership teams within Convera to develop a strong external network of Ideal Customer Profile (ICP) partners 

• Provide ongoing consultation and support to ensure client satisfaction and retention 

• Manage new customers until they transition to the CRM Team 

• Participate in industry events to promote solutions and network with potential clients 

Negotiations & Contract Management: 

• Lead and influence negotiations with clients of large established organizations (i.e., from the Owner of a start-up to the Finance Director or Chief Executive Officer), securing profitable agreements 

• Ensure contracts are compliant and monitor performance against agreed terms in collaboration with legal and finance teams 

• Maintain documentation of all relevant SFDC records (e.g., sales diary, prospect’s next steps, etc.) 

Collaboration & Coordination: 

• Work closely with internal teams (i.e., including bid, customer assurance, pre-sales, and customer care) to ensure seamless service deliver 

• Provide market feedback to support product development and marketing strategies 

• Work with Global Segment leads and regional product partners to ensure product offering is competitive in service, function, and price 

• Support junior members of the team and support and/or lead training projects 

Reporting & Analysis: 

• Maintain accurate forecasts and insights on customer requirements, trends, and risk 

• Track performance metrics to measure success and identify areas for improvement, leveraging sales tool such as Salesforce 

Basic Qualifications: 

• [5+ years] of B2B sales experience in international payments or financial services 

•  3-6 years in [FX (i.e., understanding of financial markets and their instruments, such as SPOT, FWDS, Derivatives), payments (i.e., understanding of payments & technology market), or financial markets 

• Extensive sales experience within a global organization with a network of senior contacts 

• Proven ability to navigate gate keepers to reach and influence C-Suite level relationships 

• Strong sales management, business acumen, and strategic account management skills 

• Knowledge of international payments and foreign exchange products 

• Financially astute with knowledge of business needs/concerns, as well as the commercial impact of global news and events 

• Proficient in CRM software (e.g., Salesforce, Highspot) and MS Office Suite 

• Ability to work independently to achieve or exceed KPIs and revenue targets 

Preferred Qualifications: 

• Experience working in financial institutions, hedging solutions, and/or management consulting services a plus 

• Familiarity with the Miller-Heiman strategic selling framework or similar sales methodologies] 

• Detailed knowledge of the geographical area of reference in terms of banking environment, including established professional networks, competition, and technology suppliers 

• Bachelor’s degree preferred, MBA is a plus 

About Convera 

Convera is a global leader in commercial payments that powers international business by moving money with ease. We provide tech-led payment solutions to help more than 26,000 customers globally grow with confidence, from small businesses to CFOs and treasurers. As experts in foreign exchange, risk and compliance, with an unrivaled regulatory footprint, Convera’s financial network spans more than 140 currencies and 200 countries and territories. 

Our teams care deeply about the value we deliver to our customers, which makes Convera a rewarding place to work. This is an exciting time for our organization as we expand our team with growth-minded, results-oriented people who are looking to move fast in an innovative environment. 

As a truly global company with employees in over 20 countries, we are passionate about diversity; we seek and celebrate people from different backgrounds, lifestyles, and unique points of view. We want to work with the best people and ensure we foster a culture of inclusion and belonging. 

We offer an abundance of competitive perks and benefits including: · 

• Competitive salary 

• Opportunity to earn a bonus (dependent on performance) 

• Great career growth and development opportunities in a global organization 

• Corporate benefits 

There are plenty of amazing opportunities at Convera for talented, creative problem solvers who never settle for good enough and are looking to transform Business to Business payments. 

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