Director, Business Development

Our Purpose

Mastercard powers economies and empowers people in 200+ countries and territories worldwide. Together with our customers, we’re helping build a sustainable economy where everyone can prosper. We support a wide range of digital payments choices, making transactions secure, simple, smart and accessible. Our technology and innovation, partnerships and networks combine to deliver a unique set of products and services that help people, businesses and governments realize their greatest potential.

Title and Summary

Director, Business Development

Overview
Driving growth in Commercial payments in Asia Pacific is amongst our highest priorities and greatest opportunities. Deepening our participation in carded commercial flows, both T&E and B2B accounts payable flows is essential to realising our ambitions for Commercial payments. 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, while also building new capabilities and relationships needed to deliver our vision as a multi-rail payments technology company.

Mastercard is growing its business development team in Asia to drive our expansion into carding of yet uncarded T&E payments and business-to-business payments in the MNC, Large & Government segment. Solving 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.

In this role you will drive Corporate Solutions spend and revenue for Mastercard in China. The dual focus of the role will be on developing new business opportunities with issuer and Financial Institutions, including optimization of the existing customer base to card yet uncarded T&E and Accounts Payable flows as well as engaging directly with large corporates to evangelize corporate card solutions with such corporates and introduce them to partner issuer banks to capture their business on Mastercard rails. Working in collaboration with stakeholders throughout Mastercard as well as partner organizations you will drive optimization of current volumes and drive incremental volume, leveraging our T&E and B2B products and platforms, while meeting strategic product and sales goals

Role:
In collaboration with the market Account Management teams, the B2B Regional & Global product teams and other cross functional teams, the successful candidate will:

• Closely consult with existing issuers and local market stakeholders to drive new scalable opportunity in commercial payments.
• Support issuers through the Corporate Solutions sales journey by clearly and simply articulating the value MC can bring both around Product, and other Services capabilities
• Build multi-level/functional relationships within the issuer commercial card payments & Transaction Banking divisions to engage and accelerate growth for Mastercard commercial card payments.
• Help develop and execute robust go-to-market strategies for new Commercial partnerships, emphasizing strategic scaling, efficient delivery, and exceptional customer experiences.
• Deliver external presentations such as sales pitches, implementation overviews, proposals, and business case development.
• Lead the strategy to grow, and track a healthy pipeline of Large Market, Government T&E and B2B commercial payments opportunities across all issuers in the market.
• Undertake Business Development activities by working with MNC, Large and Government organizations that have significant procurement activity. Assist them in identifying pain points in their procurement processes, articulate solutions that leverage Mastercard platforms & products and secure their commitment towards a Mastercard powered solution.
• Co-create, drive, and win deals with Financial Institution (FI) partners (for both card and invoice led flows) and own the response to RFPs
• Build a strong pipeline of large buyers and a solid network of C-level contacts within those organizations through combination of identified channels
• Create and track progress of pipeline opportunities consistently, through a disciplined approach of leveraging Sales Force.
• This is an individual contributor role

KPIs

• Market Commercial Payments spend growth
• Market Commercial Payments Net Revenue growth
• New corporate deals signing targets
• Other strategic & tactical KPIs that may be added from time to time

All About You

• Good Commercial Payments knowledge across T&E and AP/Procure-to-Pay and AR/Order-to-Cash cycle process in Government and Large Corporates, with 6+ years’ experience in the industry
• Working knowledge of the Commercial Card / Transaction Banking industry with a demonstrated experience in sales/product/customer management in these businesses.
• In-depth experience executing and managing business development strategies for large or complex clients/industry verticals.
• Self-motivated salesperson with ability to generate and follow up on leads independently and with a demonstrated track record of success.
• Good communication skills with an ability to navigate complex global organisations and effectively progress opportunities.
• Proactivity, curiosity to learn and eagerness to innovate.
• Superior interpersonal skills and an ability to bring together internal and external stakeholders to create solutions for customers and have them implemented.
• Demonstrated success in translating a customer’s need into a feasible solution that meets the needs of all stakeholders: customer, issuer, Mastercard and partners.
• Ability to work with partners and customers to build out solutions. Some technical solutioning capability, with the understanding of when to bring in more technical team members
• 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.