Collinson is a privately-owned entrepreneurial business, who services over 800 clients in 170 countries, employs 2,000 staff in 28 global locations, and manages over 20 million end customers. Our industry and sector specialists provide market-leading experience across three core capabilities: Loyalty, Lifestyle Benefits, and Insurance.

Collinson is the world-leading provider of lifestyle membership programs and travel enhancement products. Our solutions include Priority Pass, the world’s best known airport experiences programme, while we are also the trusted partner behind many of the leading financial services, airline and hotel brands’ reward programmes and loyalty initiatives.

With a tiered product range tailored to the needs of financial and other service providers, we help clients to differentiate their products, drive acquisition, optimize brand offerings and retain valuable customers globally. Our unique expertise and insight into high earning, frequent travelers allow us to create products and solutions for our clients that inspire greater customer engagement to drive more profitable relationships, enrich their travel experiences, protect what matters, and assist in times of need.

While specializing in financial services, travel, and retail, we also support clients in multiple sectors. We have worked with over 90 airlines, 20 hotel groups and more than 600 financial institutions and banks, with clients including Accor Hotels, Air France KLM, American Express, British Airways, Cathay Pacific, Diners Club, Mandarin Oriental, Mastercard, Radisson Hotel Group, Sephora, Visa and Vhi. We take our 30 years of experience working with these kinds of household names and help our clients to deliver the smarter experiences it takes to differentiate their propositions and help them win deeper devotion with their customers.

What does a Business Development Director do?

The Business Development Director will lead our efforts in selling Collinson’s products and services to Financial Services clients (primarily). Target prospects will include banks, credit unions, credit card issuers, general insurers, payment networks and other FS organizations with large customer, cardholder, or membership bases. The Business Development Director will leverage Collinson’s global experience serving leading FS brands to develop opportunities with new prospects, as well as cross-selling products and services to existing Collinson clients.

The Business Development Director will be accountable for developing a robust and balanced pipeline of opportunities with a focus on Mexico, to secure new profitable revenue. Internally, this will involve close collaboration with the product teams, delivery teams, regional marketing, account management and commercial finance teams.

Overview

• Responsible for creating and managing a robust pipeline of new client business with suitable urgency and rigour around prospecting process
• While working in a matrix environment, define an effective Go To Market strategy for financial services with associated forecasts
• Responsible for realizing new revenue through pipeline management, RFP/pitch success and large projects sold within 12 months
• Raise profile, awareness, and clarity of Collinson’s proposition in the market, while also representing other Collinson group solutions.

Lead Collinson’s Business Development activities through a consultative approach within the financial services sector:

• Develop FS sector sales plan, identifying key prospects; identify and target key decision makers and influencers across all prospect organizations
• Identify key sales cycles for major contracts/opportunities from RFPs within the FS sector
• Develop effective and maintain constructive contact strategies with clients and prospects
• Champion the cross-selling of Collinson products and services to existing Financial Services clients, when appropriate, in collaboration with regional account management teams
• Represent Collinson at key industry and corporate events to develop the brand profile and sales pipeline.

• Map and understand the competitor set

Collaborate with key internal stakeholders throughout the new business process:

• Liaise with Business Solutions and/or subject-matter experts to develop effective win strategies to match client/prospect needs and challenges with relevant Collinson products and services
• Facilitate two-way interaction with research and marketing, sharing data on sector developments, news, prospect/competitor insight and activities.
• Liaise with regional account teams to introduce new products and services to existing clients in a strategic and coordinated manner

Manage responses to RFIs/RFPs including, ensuring the right casting and materials:

• Work in tandem with the consulting and pre-sales team to ensure a smooth transition from sales into product demonstration, commercial negotiation, sales closure, and on-boarding
• Liaise with the relevant Proposition owners, financial analyst(s), brand/marketing, and IT, to develop RFP responses and commercial proposals
• Co-ordinate and deliver all content to deadlines ensuring quality of execution
• Ensure thorough evaluation of commercial models to deliver optimal profitability balanced with all forecasted sales and program costs

Effective and timely reporting standards and CRM utilization:

• Adherence to Group new business processes (NBP), pipeline reporting requirements
• Fulfillment of all regular and ad-hoc reporting in line with requirements set by line-manager (and members of the leadership team from time to time)
• Timely updates of all prospecting information including all new/revised client/prospect contact status updates, meeting minutes, actions, win strategies and NBP stages into Salesforce
• Provision of clear sales performance against targets/objectives set and initiatives in place.

How will you add value?

• 5+ years Solution Selling experience in the Latin America and Mexico FS market with a strong network of contacts; Experience in marketing/selling Benefits & Loyalty solutions.
• Strong commercial acumen, leadership skills and evidence of sales success. Curiosity for understanding client business models/drivers.
• Proven consultative selling and negotiation skills, up to and including C-Level. Ability to identify and propose win-win business terms for both Clients and Collinson.
• Ability to positively build relationships and influence internal constituents to efficiently execute and close sales.
• Experience negotiating legal agreements and working with inside council to ensure needs of both the client and Collinson are met via the contracting process.
• Ability to formulate and articulate the internal pro-forma process to ensure deal financial hurdles are met
• Agility to generate cold leads and develop warm leads credibly at all levels
• Understanding of the loyalty and benefits products in the American FS sector, and the key players that focus on loyalty, rewards, and member benefits
• Demonstrable experience and accountability for creating/managing multi-million-dollar opportunities
• Ability to lead by example; act decisively, able to manage challenging deadlines and requests effectively
• Use of own initiative, self-motivated, ability to hit the ground running
• Ability to recognize opportunities where other regional Collinson markets may benefit from introductions and/or multi market opportunities.
• A passion for keeping Salesforce updated in near real time.
• Professionally Bilingual in Spanish and English
• Ability to travel as needed (estimated 25-50%)

You can look forward to a competitive salary and benefit plan including but not limited to:

• 100% employer paid medical, dental, life & LTD insurance for employees
• Bonus Scheme
• 100% match to your 401k deferrals (limited) with 100% vesting at 6 months
• Supplemental Insurance including STD, additional Life
• Priority Pass Membership
• Global Mentoring Program
• Wellness Programs
• Lifestyle Benefits 

Collinson is an equal opportunity employer and welcomes everyone to our team. We strongly encourage people of any color, race, ethnicity, gender identity, sexual orientation, neurodivergence, family status, age, individuals with disabilities and people from all backgrounds, cultures and experiences to apply. If you need reasonable adjustments at any point in the application or interview process, please let us know.

In your application, please feel free to note which pronouns you use (For example - she/her/hers, he/him/his, they/them/theirs, etc.)’