Manager Business Development

hace 1 mes

Ciudad de México CDMX Mastercard A tiempo completo

Our Purpose

We work to connect and power an inclusive, digital economy that benefits everyone, everywhere by making transactions safe, simple, smart and accessible. Using secure data and networks, partnerships and passion, our innovations and solutions help individuals, financial institutions, governments and businesses realize their greatest potential. Our decency quotient, or DQ, drives our culture and everything we do inside and outside of our company. We cultivate a

culture of inclusion

for all employees that respects their individual strengths, views, and experiences. We believe that our differences enable us to be a better team - one that makes better decisions, drives innovation and delivers better business results.

Title and Summary

Manager Business Development

Overview:
The Commercial Solutions organization is looking for a strategic-minded, action-oriented individual to help grow the LAC region. This role reports into the Commercial Solutions Sales team. About Commercial Solutions: Commercial 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

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