Title and Summary

Director, Business Development, Multinational Segment

Driving growth in B2B payments with new customers is amongst our highest priorities and greatest opportunities. Deepening our participation in commercial payment flows and B2B accounts payables is essential to realizing our ambitions in capturing these new payments flows.
While the opportunity is significant, these are new areas for us that will require new product offerings and go-to-market strategies, informed by the input and active participation of our corporate customers.
Mastercard is creating a new global business development team to drive our expansion into business-to-business payments in the Multinational corporate segment, solving for their payment needs across the procurement cycle with current and future platforms and products across a wide region of countries in AP. The focus of this team is coordinating a global customer approach to deliver accelerated GDV & Revenue growth in our Multinational Corporate segment.

Responsibilities
Working in direct collaboration with our Account Management colleagues that manage/own customer relationships, the B2B Regional & Global product teams, Data & Services and other cross functional teams, the successful candidate will:
• Grow, maintain, convert, and track a healthy pipeline of Multinational/B2B opportunities with focus on shared service centers of MN companies.
• Where it is optimal, undertake Direct -to-Corporate (D2C) activities, working directly with Large Market/Multinational corporates and their shared service centers that have significant procurement activity. Assist them in identifying pain points in their procurement processes, articulate solutions that leverage Mastercard platforms & products and have them make the brand decision in favor of Mastercard. Then, in discussion with Regional Business Development Heads, take these prospective MN corporate customers to Issuers/Strategic partners (ERPs, Procure-to-Pay), in a completely agnostic manner and help them make decisions around which partners to shortlist and select.
• Own deal implementation & go-live in partnership with B2B Program Managers where available or directly interface with TAMs to drive implementation of deals.

Play an active role in global RFPs (both T&E and B2B).
• Bring to bear the entire Mastercard capability set, across all functions, to close out deals
• Develop and manage a Commercial BD events schedule

KPIs
• GDV
• Net Revenue
• Pipeline size & conversion of pipeline deals
• Deal activation rates
• Other strategic & tactical KPIs that may be added from time to time

Requirements
• Outstanding knowledge of the Commercial Multinational segment and it's AP/Procure-to-Pay pain points
• Robust working knowledge of the Commercial Card / Transaction Banking industry with a demonstrated experience in sales/product/corporate customer management in these businesses.
• Self-motivated with a demonstrated track record of success
• Ability to interact with corporate decision makers and C-level executives
• Successful salesperson with ability to generate and follow up on leads independently
• Good communication skills and active participation to contribute to team settings
• Proactivity, curiosity to learn and eagerness to innovate
• Demonstrated success in commercial management/relationship roles with a strong track record of success
• Superior interpersonal and communications skills and an ability to bring together internal and external stakeholders to create solutions for customers and have them implemented.
• Experience in identifying strategic opportunities and of managing multiple stakeholder projects.

Corporate Security Responsibility

All activities involving access to Mastercard assets, information, and networks comes with an inherent risk to the organization and, therefore, it is expected that every person working for, or on behalf of, Mastercard is responsible for information security and must:

• Abide by Mastercard's security policies and practices;
• Ensure the confidentiality and integrity of the information being accessed;
• Report any suspected information security violation or breach, and
• Complete all periodic mandatory security trainings in accordance with Mastercard's guidelines.