Issuing Specialist Seller: National - job 6 of 40

As an Issuing Specialist at National, your primary responsibilities include understanding clients’ needs within the payment ecosystem, actively prospecting new opportunities, and developing sales strategies tailored to Issuer clients. You'll engage with cross-functional teams to prepare proposals and presentations, ensuring that client satisfaction is a top priority. Your ability to navigate complex organizations while closing deals will directly impact client relationships and company revenue.

To qualify for the Issuing Specialist role at National, candidates should possess significant experience in the financial services industry, specifically with Tier 1 Issuers. A strong understanding of payment solutions, excellent negotiation skills, and a proven track record of achieving sales targets are essential. Experience with Microsoft Dynamics and the ability to work collaboratively across various teams are also highly valued.

The Issuing Specialist position at National is hybrid, allowing employees to work both remotely and from the office. Team members are expected to be in the office 2-3 days a week, offering flexibility while also ensuring collaboration on important projects.

The Issuing Specialist plays a crucial role in achieving National's sales goals by identifying and cultivating relationships with high-potential clients. Through tailored sales strategies and extensive market analysis, you'll help drive acquisition and retention efforts, ensuring that clients' needs are met while enhancing Visa's value proposition.

Travel is a vital component of the Issuing Specialist role at National. You will be required to attend client meetings, industry conferences, and partner events, which will involve a moderate to extensive travel schedule. This travel ensures you can build strong relationships and stay updated on industry trends.

When engaging new Issuing clients, focus on understanding their unique challenges and priorities. Build trust through personalized outreach, showcase the strengths of Visa solutions in aligning with their objectives, and leverage case studies or testimonials to demonstrate proven success. This approach helps establish a genuine connection to facilitate smoother acquisitions.

Handling objections effectively requires active listening and empathy. Acknowledge the client's concerns and ask clarifying questions to understand their perspective fully. Then, respond with data or case studies that address their objections directly, showcasing the value of Visa solutions. This transparent conversation builds trust and helps move the sales process forward.

My prospecting strategy involves a combination of research on emerging trends, targeted outreach to decision-makers, and leveraging my network for referrals. I prioritize genuine engagement over quantity to ensure that I can tailor my messaging to resonate with each potential client's specific needs and pain points.

Staying updated with industry trends requires a proactive approach. I regularly read industry publications, attend relevant seminars and conferences, and engage with peers in the financial services sector. This consistent dialogue and continued education allow me to anticipate changes and guide my clients effectively.

In my previous role, I successfully led a sales project targeting a Tier 1 Issuer that was hesitant to adopt new payment technologies. Through consultative selling techniques, I took the time to understand their unique challenges and presented a customized solution. By collaborating with our internal product teams to refine the proposal, I was able to secure a multi-year partnership that resulted in significant growth for both parties.

Time management is crucial when juggling multiple clients. I prioritize tasks based on urgency and importance, allocate specific blocks of time for meetings, and make use of CRM tools like Microsoft Dynamics to keep track of follow-ups and key insights. This structured approach ensures each client receives the attention they need while maximizing my productivity.

I consider metrics such as client acquisition rates, retention rates, and revenue growth to be vital indicators of sales performance. Additionally, I track the number of proposals submitted versus deals closed, as it provides insight into my effectiveness in converting opportunities into tangible results. Overall, maintaining a holistic view of these metrics helps identify areas for improvement.

Throughout my career, I've often collaborated with various cross-functional teams, including product management and marketing. An effective collaboration approach involves clear communication, establishing shared goals, and actively seeking input from team members. By fostering an inclusive environment, we can combine our strengths to create comprehensive solutions that serve our clients better.

Client satisfaction can be ensured by maintaining open lines of communication, actively listening to their feedback, and providing timely updates. I also prioritize follow-ups to reassure them that their needs are being met, adapting the sales process as necessary to align with their expectations and foster long-term relationships.

I find value-based sales methodologies to be particularly effective because they focus on identifying and addressing clients' specific needs rather than just pushing a product. This approach resonates with clients, as it positions the solutions as tailored to their challenges, fostering trust and ultimately leading to higher closing rates and longer-term partnerships.