Director of Specialist Sales SME

Position: Director of Specialist Sales SME)
The Director, SME Specialist Sales is dedicated to the Dutch market and is responsible for driving commercial success and market penetration of SME products, solutions and services in the Netherlands
. The role provides specialist SME sales support to Account Managers and Business Development teams in-market, helping them identify opportunities, shape client conversations and convert pipeline into growth
This role is the natural link between Account Management, Business Development, regional SME product teams, the Customer Solutions Centre and channel distribution partners. It ensures that SME propositions are relevant to Dutch market needs, commercially compelling for customers, and aligned with European SME objectives
As Director, Specialist Sales, you are a sales-driven professional with a strong understanding of the Dutch payments market, SME customer needs, local competitive dynamics and channel distribution opportunities
You will work closely with Account Managers, Business Development teams, SME regional product managers, Customer Solutions Centre colleagues and key stakeholders in the Netherlands to develop and execute go-to-market plans, drive volume and revenue growth, and improve customer outcomes
Sales & Revenue Growth:
Drive sales of SME products, solutions, services and related initiatives in the Netherlands, in line with GDV and revenue targets
Support Account Managers and Business Development teams with specialist SME expertise, helping them identify opportunities, prepare client engagement, build business cases and progress opportunities through the pipeline
Act as the natural link for channel distribution deals in the Netherlands, working with relevant partners and internal teams to identify, shape and execute scalable SME distribution opportunities
Adapt and localise solutions and go-to-market approaches for the Dutch market, ensuring alignment with local customer needs, regulatory requirements, partner priorities and market conditions
Proactively identify growth opportunities by analysing Dutch market trends, customer needs, portfolio performance and competitive dynamics, and translate these insights into practical SME sales initiatives
Customer Engagement:
Customer relationships are primarily owned by Account Managers and Business Development teams where an existing relationship is in place. The SME Director, Specialist Sales will work in close alignment with those teams, actively engaging with clients, prospects and channel partners where specialist SME expertise is needed to advance the SME agenda
Own end-to-end pipeline management for SME opportunities in the Netherlands, ensuring clear tracking, execution and delivery across portfolio optimisation, new SME acquisition, flips, renewals, RFPs and defensive strategies
Track and analyse key KPIs, ensuring alignment with business objectives, identifying gaps and taking action to improve sales effectiveness and commercial performance
Strong consultative selling skills, with the ability to support and coach Account Managers on SME opportunities

Growth mindset, with the creativity and adaptability to shape propositions for the Dutch market

Fluent in English, both written and spoken;
Dutch language skills are strongly preferred

Experience working with, or through, channel distribution partners to drive scalable commercial outcomes

Strong analytical skills combined with practical operational experience and a focus on measurable results

Proven ability to develop and implement practical, measurable business plans that convert strategy into sales execution

Deep knowledge of the Dutch payments market, including issuing, acquiring, SME banking needs and relevant local market dynamics

Strong track record of achievement in a sales or business development role, ideally in financial services, payments or SME banking

Ability to work effectively in a highly matrixed environment, aligning local, regional and product stakeholders around common commercial priorities

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