Title and Summary

Manager Business Development

Overview:
The Corporate Solutions organization is looking for a strategic-minded, action-oriented individual to help grow the LAC region. This role reports into the Corporate Solutions Sales team. About Corporate Solutions: Corporate Solutions is an exciting and newly built organization focused on pursuing and tackling the outsized B2B payments opportunity where Mastercard is well positioned to win.
Driving growth in B2B payments with new customers is amongst our highest priorities and greatest opportunities. Deepening our participation in carded commercial POS flows and B2B accounts payable flows is essential to realizing our ambitions in capturing 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 customers who are most focused on this space, while also building new capabilities and relationships needed to increase revenue growth.

Mastercard is creating a new global business development team to drive our expansion into business-to-business payments in the Large & Mid-Market corporate segment, solving for their payment needs across the procurement cycle with current and future platforms and products and making our multi-rail vision a reality for B2B payments. The focus of this team is building and expanding the two-sided network of Buyers & Suppliers to deliver accelerated GDV & Revenue growth in our Large & Mid-Market Corporate segments

Role
The Manager Business Development position is responsible to deliver GDV & Net Revenue KPIs against the customers that are allocated to their portfolio.

• Develop the sales pipeline, coordinating with product development and account management teams • Prospects, contacts. Enhances ongoing business development relationships (e.g., government, regulators, industry bodies)
• Be responsible for setting sales strategies as it relates to customer accounts that are aligned with geography strategy and achieving sales goals that drive market share, volume and revenue growth.
• Leads and manages existing customer relationships, and works to identify opportunities and customer needs
• Be partners with customers to deliver customized solutions and comprehensive consulting support
• 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. Support the growth, maintenance, conversion and track a healthy pipeline of Large Market/B2B opportunities across all issuers, including new players in this space.
• Undertake Direct-to-Corporate (D2C) activities by working directly with Large and Mid-Market corporates 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. Once that is done, then in discussion with Regional B2B Head, take these prospective corporate customers to Issuers/FI partners in a completely agnostic manner and help them make decisions around which partners to go with.
• Own deal implementation and go-live in partnership with B2B Program Managers where available or directly interface with Technical Account Managers to drive implementation of deals
• Create, drive, and win deals with Financial Institution (FI) partners (for both card and invoice led flows) and own the response to RFPs

Specific Responsibilities

• Contributes to the achievement of sales and net revenue targets
• Assists with analysis of customer's business through profitability modeling, financial forecasting and competitive analysis
• Assists in designing strategies, messaging and proposals for customers
• Supports the management key customer relationships at manager levels
• Collaborates with the account team and customers to plan, execute and monitor progress against annual business plans
• Assists in local projects and cross-functional initiatives
• Grow, maintain, convert, and track a healthy pipeline of Large Market/B2B opportunities across all issuers, including new players in this space. Meet and exceed KPIs on Pipeline Value, Conversion rate.
• Support issuers through the LM/B2B journey by clearly and simply articulate the value MC can bring both around Product, D&S and other Services capabilities (Cyber & Intelligence, New Payment Platforms, etc.).
• Take responsibility for training the sales teams inside the FI partners and supporting their ongoing product knowledge development to enable them to sell into their customer base.
• Undertake Direct -to-Corporate (D2C) activities, working directly with Large Market/Mid-Market corporates 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.
Once that is done, take these prospective LM/MM corporate customers to Issuers/FI partners in a completely agnostic manner and help them make decisions around which partners to go with.
• 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

All About You
• Good knowledge of the Commercial Large Market segment and it's AP/Procure-to-Pay and AR/Order-to-Cash cycle pain points.
• Working knowledge of the Commercial Card / Transaction Banking industry with a demonstrated experience in sales/product/customer management in these businesses.
• Comprehensive experience executing and managing sales strategies for medium-sized accounts
• Self-motivated with a demonstrated track record of success
• Ability to interact with external clients
• 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
• Consistently delivered thoughtful market and business analysis for customer accounts
• 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 id Strong network in the large client space and prior experience in engaging CXOs of large companies.
• Successful salesperson with ability to generate and follow up on leads independently identifying strategic opportunities and of managing multiple stakeholder projects.

• English and Spanish fluency required

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.