Mastercard is looking for a Director of Business Development (Retail).
Overview:
- Grows revenue by identifying and pursuing opportunities with new or existing customers/markets
- Focuses on growing market share, market acceptance, the number of customer touch points, and Mastercard regional footprint
- Sets and executes sales strategy aligned with geography and segment strategy
- Responsible for pipeline management at the segment level
Role:
- Develop the sales pipeline, coordinating with product development and account management teams
- Prospect, contact, and contract new customers and business partners to improve market acceptance
- Play a lead role in conversations with key decision makers for new or emerging product opportunities
- Provide input for long-term growth strategies to optimize mutual profitability across business lines
- Play a key role in developing financial modelling and business cases for development opportunities
- Execute and manage the customer contract agreement process
- Evaluate the deal process to deliver improvements
- Enhance ongoing business development relationships (e.g., government, regulators, industry bodies)
- Develop basic and enhanced acceptance in the assigned countries, with a particular focus on
- Contribute to the development of plans to expand MasterCard/Maestro acceptance (e.g. new sectors, new areas, e-commerce) in Russia, and being in charge of its execution, dealing with Acquirers, the acquiring value chain and merchants
- Drive advanced payment tool deployment (e.g. contactless) in the country through projects with Acquirers to fully involve them and deal with key merchants, in order to ensure a successful implementation
- Develop and support promotional campaigns at key merchants to increase MCE cards usage, working with key acquirers
- Support Acquirers’ and merchants’ sales forces training and card acceptance education through dedicated and planned activities to expand cards usage and brand preference
- Support assigned key acquirers in their development and maintain relationships with key local acquirers to ensure open dialogue, manage issues and identify opportunities
- Develop new opportunities with key merchants in all the new area of development (e.g. co-branding)
- Define with the country management the key priorities in the acceptance and merchant development area
- Work in constant alignment with European Commerce Development priorities and country management objectives and strategies
- Plan and execute the assigned priority projects leading a cross functional team
- Become one of the country acceptance Champions and develop relationships with key internal stakeholders to handle queries and manage through Acceptance issues
- Manage the assigned acceptance and Market Development budget in alignment with the local Marketing team, the country manager
- Identify business opportunities and contribute to customize tools and products for his assigned acquirers
All About You:
- In-depth experience executing and managing business development strategies for large or complex countries/regions/industry verticals
- Track record in achieving business development targets and building customer relationships through customer sales
- Demonstrated success introducing existing and new/emerging solutions into various Mastercard countries/regions/industry verticals
- Strong experience in the payment card industry and more specifically in the acquiring business
- Good knowledge of the retailer environment
- Ability to understand and execute on key operational aspects and attentive to details
- Selling Skills
- Ability to initiate, pursue and close a deal
- Strong influencing and negotiation skills
- Ability to think from the perspective of the customer
- Relationship Management Skills
- Internal advocate for customer / stakeholder to ensure organisation is responsive to needs of clients
- Proactively builds business partnerships with customers / stakeholders to strengthen account relationship
- Builds consensus with others to gain co-operation
- Develops and leverages key relationships
- Understands the diverse needs and objectives of various stakeholders
- Team-player
- Project management attitude
- Able to develop work plans and be on track, to lead projects with internal and external stakeholder
- Proven track record of project management capabilities
- Excellent problem solving, analytics and business sense
- Hands-on attitude
- Solid communication skills
- Excellent written and oral communication skills
- Excellent presentation skills essential
- Fluent spoken and written English essential