Manager, Business Development D2c

**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**
Manager, Business Development D2C
Driving growth in B2B and T&E 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 D2C 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
- Be responsible for pipeline management at the account level
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 and T&E 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 and T&E 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

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