Director, Loyalty Sales Specialist -Financial Services and Cardholder Loyalty (Open to Remote US)

As a Director, Loyalty Sales Specialist at Mastercard, you will be responsible for developing and executing sales strategies for loyalty platform sales within the North American financial services segment. This involves managing key prospect accounts, building and maintaining a robust pipeline, articulating the value of Mastercard's Loyalty Solutions products, and presenting insights to senior executives, ensuring multi-million-dollar deals are secured.

The ideal candidate for the Director, Loyalty Sales Specialist position at Mastercard should possess 10-15 years of complex sales experience in the Financial Services sector. A proven track record of selling to senior executives is essential. You should also have strategic software sales experience, particularly in CRM, Martech, and Loyalty solutions. Strong communication, negotiation, and pipeline management skills are crucial for success in this role.

At Mastercard, the Director, Loyalty Sales Specialist will receive support through collaboration with internal sales, product management, and finance teams. You'll have access to a diverse portfolio of products, including consulting and data insights, empowering you to create tailored solutions for clients. The company also values resilience and a proactive approach to lead generation, allowing for creativity in building relationships.

Key skills for success as a Director, Loyalty Sales Specialist at Mastercard include strong communication and influencing abilities, analytical problem-solving, and an aptitude for understanding complex sales dynamics. Additionally, having a strategic mindset, resilience in pursuit of sales goals, and the capability to effectively network with stakeholders across different levels will position you for success in this role.

Mastercard offers a competitive compensation package for its Director, Loyalty Sales Specialist positions, which includes health insurance, paid leave, a 401k plan with company matching, tuition reimbursement, and gender-inclusive benefits. Employees also enjoy flexibility in their work arrangements and a culture that values diversity and inclusion.

When developing a sales strategy for a new market segment, I focus on thorough market analysis to identify trends and gaps. I align the strategy with potential customer pain points, ensuring our offerings resonate. Furthermore, I emphasize building relationships and leveraging existing networks to build credibility and reach the target audience effectively.

In a previous role, I worked with a hesitant client interested in a large-scale investment. I researched their needs extensively and tailored a presentation highlighting the specific benefits of our services. Using data-driven insights, I was able to address their concerns convincingly. This resulted in them signing a multi-year deal with us, illustrating the importance of understanding client motivations.

Building a strong sales pipeline involves consistent outreach through targeted emails, calls, and leveraging CRM tools. I prioritize nurturing relationships with leads and existing clients, offering valuable insights and check-ins. Regularly updating and reviewing my pipeline helps me stay focused on high-potential opportunities and adjust my approach as necessary.

Preparation for meetings with senior executive clients involves understanding their business intricately. I review market data, assess their company’s positioning, and prepare tailored presentations that speak to their unique challenges. Engaging with them through questions during the meeting helps me provide relevant solutions, ensuring a productive dialogue.

My experience in consultation for loyalty programs includes collaborating with businesses to design loyalty strategies that align with their goals. I analyze customer data and trends to recommend tailored solutions that drive engagement and retention. This experience allows me to position Mastercard's loyalty offerings effectively to prospective clients.

In the financial services sector, solution-based selling strategies resonate well. I advocate focusing on consultative approaches, understanding client needs deeply, and tailoring solutions accordingly. Building trust through transparency and demonstrating how our products can solve significant business challenges is crucial for closing sales.

Handling objections requires a mix of empathy and informative responses. I listen carefully to the concerns raised, validate them, and then provide data-backed clarifications. Being prepared with solutions or alternative offerings is essential to address their concerns while maintaining a positive rapport.

Networking is pivotal in my sales strategy, as building relationships helps establish trust and credibility. I actively engage in industry events, online forums, and social media to connect with potential clients and partners. This creates opportunities for dialogue and collaboration, which often lead to business opportunities down the line.

At my last position, I exceeded sales targets by 150% within a year. This was achieved by identifying untapped market segments and customizing our pitch accordingly. By leveraging insights and focusing on my existing network, I successfully closed several major deals that weren’t initially in the pipeline, exemplifying the importance of perseverance.

I ensure continuous improvement in my sales approach by regularly seeking feedback from colleagues and clients. I participate in training and workshops to stay updated with industry trends. Reflecting on my past performance and learning from both successes and failures helps me adjust strategies and refine my techniques for better outcomes.