About the Role
The Senior Business Development Manager will own new-business revenue for the gift card processing and program management business across shopping malls, retail groups, and consumer brands in the UAE and KSA. This role is accountable for building the pipeline, winning and launching branded gift card programs, and establishing the company as the partner of choice for mall operators in the region. The position combines consultative, solution-led selling with full commercial ownership, requiring established access to mall and retail marketing leadership, the ability to present a clear revenue and footfall case to senior executives and asset owners, and the discipline to close agreements involving several decision makers.
- Mandate: Grow program revenue through new mall, retail, and brand partnerships, including opening the Saudi mall market.
- Markets: UAE and KSA, covering Tier 1 mall groups, Tier 2 and 3 malls, and multi-brand retailers.
- Key Stakeholders: Group marketing and customer experience leadership, centre management, asset owners, finance, and tenant relations.
- Accountable for: Pipeline growth, programs signed and launched, and card sales volume.
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Key Responsibilities
Business Development
- Identify and approach mall operators, asset owners, retail groups, and brands across Tier 1, 2, and 3 in the UAE and KSA.
- Build and manage a qualified pipeline, with a clear plan for each market and tier.
- Lead each opportunity from first meeting to signed agreement, including commercial negotiation with support from Legal and Finance.
Consultative Selling
- Run discovery on each account's commercial and marketing goals, then build a business case in their terms: footfall, spend retention, seasonal gifting, corporate bulk sales, and loyalty app integration.
- Map every decision maker (marketing, centre management, finance, owner, IT) and keep them aligned through a multi-month sales cycle.
- Explain how the program works (issuance, redemption, settlement, breakage, and tenant acceptance) in simple business language, with support from product and finance colleagues.
Launch and Growth
- Shape launch plans with each client around key moments such as Ramadan, Eid, etc.
- Support tenant onboarding for closed-loop programs, working with the client's leasing and retail relations teams.
- Hand over smoothly to Client Success after signing, and stay involved in growing card sales and corporate bulk orders.
Market Presence
- Represent the company at retail, shopping centre, and payments events in the region.
- Share market feedback with Product and Marketing to shape the offering.
- Keep the CRM accurate and up to date, with regular pipeline and forecast reporting.
Requirements
Must Have
- 7 to 10 years in B2B new-business sales with a personal revenue target.
- At least 4 years selling marketing apps, loyalty, gift card or customer engagement programs to mall operators, retail groups or consumer brands in the GCC.
- A track record of named deals with marketing-led buyers, involving several stakeholders and sales cycles of several months.
- An existing network among mall marketing, customer experience or centre management teams in the UAE, KSA or both.
- Ability to explain a financial product to non-financial buyers in a simple, credible way.
- Strong presentation and negotiation skills, and disciplined use of a CRM.
- Fluent English and willingness to travel to KSA regularly.
- Bachelor's degree in Business, Marketing or a related field.
Nice to Have
- Direct experience with gift cards, prepaid or stored value programs.
- Experience signing malls or retailers onto loyalty or rewards programs.
- Exposure to corporate gifting or B2B bulk card sales.
- Familiarity with mall loyalty apps and how gift cards connect to them.
If you have a strong background in gift cards, prepaid, and are passionate about driving B2B bulk card sales, establishing retail partnerships, and integrating loyalty applications, we would be happy to hear from you. Join the company and be part of expanding our merchant network and shaping the future of digital gifting and rewards on a global scale. Know someone who may be a great fit for this role? We’d appreciate you sharing this opportunity with them.
