Value Proposition

  • Trustly
  • London, UK
  • Sep 06, 2018
Full time Consultant Management

Job Description

At Trustly, we’re passionate about simplifying the way people pay and get paid online. We are a licensed payment institution and our B2B products available in 29 European countries attract global merchants in segments such as e­-commerce, travel, financial services and gaming. In 2017, we processed 44% of our total payment volume since our founding in 2008, which is a testament to our fast growth, and today we process about 4 million monthly transactions. In June 2018, private equity firm Nordic Capital acquired a majority stake in Trustly with ambitions to support us in becoming the leading global online banking payments provider.


We are a diverse and fast-growing team of 210+ people with our headquarters in Stockholm, Sweden, and regional offices in Spain, Malta, Germany and the UK. Together we are leading the development of the payments industry and the work you’ll do here will make a great impact.


About Commercial Strategy at Trustly


The Commercial Strategy team is a diverse team responsible for defining and enabling the delivery of our Commercial Strategy. The team works very closely with the CCO and VPs of Sales, Accounts and Marketing to identify what to sell, where, for how much and how to prove we create value for our merchants. The team is divided into 4 sub teams:


i) Business Specialists: Support the Sales and AM teams to explain the technical aspects of our product and understand our merchants technical platforms;


ii) Value Proposition team who define and prove how our product creates value for merchants;


iii) Commercial Intelligence who assess our competitive landscape and provide consolidated information to the Sales and AM teamsiv) Commercial Data Science who analyse our internal data to create insights to be used in our value proposition, marketing and commercial strategy

About the role

  • The Value Propositions team provides all Commercial teams with Value Propositions and pitch materials for merchants. Specifically the team is responsible for:
  • Build Trustly’s Value Proposition for two of the following verticals and their key subverticals: Gaming, FinServ, Travel & eCom
  • Assimilate relevant information into the Value Prop from Internal and External sources
  • Create all materials for the Commercial teams, including presentations, Case Studies and content for eBooks
  • Contribute to the Sales Strategy process for relevant verticals
  • Provide training on Value Prop for all Commercial teams
  • Provide content for the vertical marketing managers to distribute

What you’ll do

  • You will own two verticals and be responsible for creating and constantly updating the value proposition
  • You will need to stay up to date with all the industry trends and news, looking to identify how Trustly’s product could be relevant to any developments
  • You will own the delivery of materials. This will include managing a proposal writer / researcher, although you will need to get stuck in producing material where necessary
  • Contribute to Vertical Sales and Account Management Strategies, which are used to direct our commercial teams to focus on the markets and sub-verticals where our product creates the greatest value for our merchants
  • You will specify and deliver external or internal research to support gaps in our value proposition. This will require you to work with internal teams such as the Commercial Intelligence or Data Science teams, as well as external survey research providers
  • Contribute to Ad hoc research and business cases

Who you are

  • A Strategy or Management Consultant or Product Marketeer with 3+ years experience
  • A self-starter willing to work in a fast paced environment with limited formal structure
  • Willing to take ownership of projects, reach out to stakeholders and execute
  • You will be driven to fascinated by merchant business models and identifying how they generate revenue
  • You will have experience researching industries and mapping markets
  • You will have produced client facing presentation materials
  • Experienced doing market or industry research
  • Comfortable using annual reports and financial statements to identify and calculate value creation
  • Experience building business cases for clients
  • Ideally Industry experience in either Online Gaming, Financial Services or eCommerce