Executive Relationship Manager - Business Development

at  Discover Financial Services

Discover. A brighter future.
With us, you’ll do meaningful work from Day 1. Our collaborative culture is built on three core behaviors: We Play to Win, We Get Better Every Day & We Succeed Together. And we mean it — we want you to grow and make a difference at one of the world’s leading digital banking and payments companies. We value what makes you unique so that you have an opportunity to shine.
Come build your future, while being the reason millions of people find a brighter financial future with Discover.

JOB DESCRIPTION:

What You’ll Do
Responsible for business development and client management for our airline and travel partners i.e. Airlines, OTAs and TMCs, serving as the internal subject matter expert for the airline and travel portfolio. In depth management of the full sales cycle of acceptance projects with all departments: risk, legal, pricing, and implementation. Develops and coaches’ stakeholders to be able to identify, manage, and escalate risk to mitigate risk concerns. Proactively and independently problem solve potential issues within each opportunity to ensure timely delivery of projects.
Responsible for managing business development and serves as the relationship manager one or more partners. Performs market analyses and business development activities to drive profitable sales volume and revenue.
Actively manages and escalates risk and customer-impacting issues within the day-to-day role to management.
How You’ll Do It
Support exploration of new partnership opportunities that drive acceptance and volume growth.
Manage clients to retain and grow existing issuing partners by exploring acceptance and volume growth.
Drive internal processes including; development of communications, account management, approval requests and contract negotiations, compliance and risk management.
A business development manager focused on securing acceptance with EMEA based airlines and travel companies (OTAs, TMCs) that currently do not accept Discover/DCI
Acceptance will be secured mainly via open market acquirers, gateways, GDS/PSP, or direct selling to the airlines
Manage partnerships with market leading airline payment partners who will assist in lead generation and sales projects
Direct airline engagement and sales opportunities to be generated through industry specific conferences and general networking
Develops proposals and negotiates agreements to maximize acceptance growth
Manages and builds relationships with new and existing partners. Maintains a sales pipeline and recommends actions to close gaps. Manages, budgets and forecasts processes
Serve as the strategic liaison between Discover and assigned partner(s) by maintaining relationships with decision-makers across all divisions of the assigned partner
Work with partner(s) and internal business partners to identify, develop and implement new business partnership opportunities
Ensure partners maintain acceptance and product offerings
Present and execute marketing and promotional initiatives to increase transactions, grow market-share and improve merchant stated awareness
Implement and support operational initiatives and ensure full compliance with Discover Network’s Change Release process, compliance and business practices
Leverage industry knowledge and experience to drive sales, accelerate business results and build and win new acceptance
Achieve the account objectives by implementing account plans and using account management and tracking
​ Qualifications You’ll Need
The Basics
Bachelor’s Degree in Business Administration and Management, Marketing or Finance
Business Development, Sales, Relationship Management or Strategy
Technical expertise (i.e.; mobile payments, vehicle commerce, SRC, payment chip technology, IOT emerging technologies) to support digital partners
Physical and Cognitive Requirements
The physical requirements described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable a qualified individual with disabilities to perform the essential functions of the position as required by federal, state, and local laws:
Primarily remain in a stationary position.
Frequently move about the work environment to complete the major responsibilities of the job.
Primarily performed indoors in an office setting.
Ability to operate office equipment such as but not limited to computer, telephone, printer, and calculator.
Ability to communicate verbally.; Ability to communicate in written form.
Travel up to 25% of the time.
Bonus Points If You Have
Passion and understanding of the airline and travel industry
Strong interpersonal skills, and a professional attitude
Understanding of the airline payment ecosystem (GDS/BSP/ARC) and the 4 party model
Discover will not sponsor or transfer employment work visas for this position. Applicants must be currently authorized to work in the United Kingdom on a full-time basis.
Application Deadline: The application window for this position is anticipated to close on Nov-05-2024. We encourage you to apply as soon as possible. The posting may be available past this date, but it is not guaranteed.
What are you waiting for? Apply today!
All Discover employees place our customers at the very center of our work. To deliver on our promises to our customers, each of us contribute every day to a culture that values compliance and risk management.
Discover is committed to a diverse and inclusive workplace. Discover is an equal opportunity employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status, or other legally protected status. (Know Your Rights & Pay Transparency Nondiscrimination Provision)
Discover complies with federal, state, and local laws applicable to qualified individuals with disabilities and is committed to providing reasonable accommodations. If you require a reasonable accommodation to search for a position, to complete an application, and/or to participate in an interview, please email HireAccommodation@discover.com . Any information you provide regarding your accommodation needs will be kept confidential and will only be used to determine and provide necessary accommodation

Please refer the Job description for details