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Business Development and Partnership Manager

Date: 11-Jul-2019

Location: Dubai, AE

Company: Majid Al Futtaim

Majid Al Futtaim invites you to join us in our quest to create great moments for everyone, everyday! We are the leading shopping mall, residential communities, retail and leisure pioneer across the Middle East, Africa and Asia, serving over 560 million visitors a year. For the past two decades, we have shaped the consumer landscape across the region, transforming the way people shop, live and play, while maintaining a strong sustainability track record and the largest mall in the world to attain LEED Gold EBOM Certification. We have over 40,000 team members in 15 international markets representing over 100 nationalities – all keeping the customer at the heart of everything we do. If you enjoy being BOLD, PASSIONATE and TOGETHER, then Majid Al Futtaim is the destination for you.

Role Archetype: Team Leader 

Division/Department: Majid Al Futtaim Finance - Sales 

Reporting to: Director - Corporate Card Solutions and Retail Cards Acquisition

Job location: Dubai, United Arab Emirates 


Job Details – Key Responsibilities and Accountabilities:

Lead the Business Development team in achieving the following business objectives:

  1. Onboard retail brands to sell their own close-loop gift cards.
  2. Engage Large loyalty programs to allow redemption of reward points into giftcards .
  3. Develop relations with large B2B clients for purchase of prepaid cards as part of their employees’ incentives and customers rewards


Maintaining and developing existing partnerships.

  • Managing the existing industry partnerships and refining the current partnership model, with a focus on maximizing impact and retention of partners.
  • Build and manage relationships with key partners across revenue generating distribution channels while consistently evangelizing the value proposition of Bread


Identifying and building new Industry Partnerships

  • Develop go to market strategies to accelerate business growth through partner management
  • Recruiting new business partners and identifying future opportunities for impact developing the Industry partnership program.
  • Suggest list of leads and target for retail brands, malls, loyalty programs and others that could be interested in prepaid solutions. In particular, brands for new closeloop gift cards and loyalty programs looking for redemption options.


Supporting corporate partnerships

  • Working with our current corporate partners to ensure maximum benefit for both parties. Recruiting new corporate partners. Managing relationships with corporate partners as needed. Including presenting, proposing, negotiating and closing deals with retailer brands to create closeloop gift cards and with loyalty programs from large consumer businesses such as telcos, banks, airlines and retailers
  • Develop in an indepth understanding of our partners' and MAF’s business goals to identify win-win opportunities for our partnerships that can further MAF’s mission of making financial progress possible for our members.
  • Collaborate crossfunctionally to effectively launch and scale partnerships
  • Collaborate externally across partner organizations to gain support and backing to ensure success
  • Maintain direct and active relationships with partners, including proactively resolving business and technical issues and serving as an internal advocate.


Monitoring, evaluating and communicating partnerships

  • Working with colleagues to collect and track data on the effectiveness of partnerships. Demonstrating the impact of partnerships through regular reports.
  • Systemize processes, quantify progress, and track effectiveness of partners
  • Operate with little oversight, be an executor, and be able to drive excitement and growth across partners


Support partnership through managing internal stakeholders

  • Coordinate and support technology integration discussions between clients , IT department and MAF prepaid technical team, both in presales and during implementation post commercial agreement.
  • Follow up with MAF legal department to draft and close legal agreements with B2B partners.
  • Contribute and support the planned launch and growth of a range of new corporate product solutions.
  • Maintain appropriate communication with MAFF's sub business entities namely Marketing, Operations, Finance and Compliance to ensure proper customer service while keeping within regulatory compliance.


Expand partnerships to new markets: Lead on different markets starting with MENA then gradually to the rest of the world.  


Measure of Success – Illustrative KPIs:

  • Number of new accounts opened and key account retention.
  • Number of cards sold and volume loaded with B2B partners.
  • Profit margin on loaded value and fees per cards generated.
  • Ensure all compliance policies and procedures are followed.


Personal Characteristics and Required Background:

  • Excellent management, presentation and selling skills.
  • Knowledge of payment products and industry.
  • Technology savvy, with emphasis of mobile and loyalty technology.
  • Proactive sales approach, follows-up, plans and monitors KPIs constantly.
  • Good deal negotiation skills
  • Leads the way
  • Thinks Group
  • Thinks Customer
  • Drives Impact
  • Fosters Innovation


Minimum experience

  • Minimum 5 years of experience. 3 years of experience in similar roles.
  • Sound  knowledge of payment industry and products (e.g. VISA/Mastercard)
  • Proven track record in achieving key account sales targets.


Minimum Qualifications/education

University Degree