Director Business Development

2 weeks ago

Doha, Baladīyat ad Dawḩah, Qatar Talent Pal Full time
Our Purpose We work to connectand power an inclusive digital economy that benefits everyoneeverywhere by making transactions safe simple smart and accessible.Using secure data and networks partnerships and passion ourinnovations and solutions help individuals financial institutionsgovernments and businesses realize their greatest potential. Ourdecency quotient or DQ drives our culture and everything we doinside and outside of our company. We cultivate a culture of inclusion for all employees that respectstheir individual strengths views and experiences. We believe thatour differences enable us to be a better team one that makes betterdecisions drives innovation and delivers better business results. Title and Summary Director Business Development Overview

Drivinggrowth in B2B payments with new customers is amongst our highestpriorities and greatest opportunities. Deepening our participationin carded commercial POS flows and B2B accounts payable flows isessential to realizing our ambitions in capturing new paymentsflows. While the opportunity is significant these are new areas forus that will require new product offerings and gotomarketstrategies informed by the input and active participation of ourcustomers who are most focused on this space while also buildingnew capabilities and relationships needed to increase revenuegrowth.

Mastercard is expanding itsbusinesstobusiness payments in the Large & MidMarketcorporate segment solving for their payment needs across theprocurement cycle with current and future platforms and productsand making our multirail vision a reality for B2B payments. Thefocus of this team is building and expanding the twosided networkof Buyers & Suppliers to deliver accelerated GDV &Revenue growth in our Large & MidMarket Corporate segments
The Director Business and Market Development position isresponsible to deliver GDV & Net Revenue KPIs against thecustomers that are allocated to their portfolio.

Role
Working in directcollaboration with our Account Management colleagues thatmanage/own customer relationships the B2B Regional & Globalproduct teams Data & Services and other cross functionalteams the successful candidate will
  • Grow maintain convert and track ahealthy pipeline of Large Market/B2B opportunities across allissuers including new players in this space. Meet and exceed KPIson Pipeline Value Conversion rate timetorevenue and Y1/Y2revenue.
  • Support issuers through the LM/B2Bjourney by clearly and simply articulate the value MC can bringboth around Product D&S and other Services capabilities(Cyber & Intelligence New Payment Platformsetc.).
  • Bring to bear the entire Mastercardcapability set across all functions to close outdeals
  • Create drive and win deals with FinancialInstitution (FI) partners (for both card & invoice ledflows) and own the response to RFPs whenrequired
  • Take responsibility for training thesales teams inside the FI partners and supporting their ongoingproduct knowledge development to enable them to sell into theircustomer base.
  • Where it is optimal undertakeDirect toCorporate (D2C) activities working directly with LargeMarket/MidMarket corporates that have significant procurementactivity. Assist them in identifying pain points in theirprocurement processes articulate solutions that leverage Mastercardplatforms & products and have them make the brand decisionin favor of Mastercard. Once that is done then in discussion withRegional B2B Head take these prospective LM/MM corporate customersto Issuers/FI partners in a completely agnostic manner and helpthem make decisions around which partners to gowith.
  • Own deal implementation & golivein partnership with B2B Program Managers where available ordirectly interface with TAMs to drive implementation ofdeals
  • Develop and manage a Commercial BD eventsschedule
KPIs
  • GDV
  • NetRevenue
  • Pipeline size & conversion ofpipeline deals
  • Deal activationrates
  • Other strategic & tactical KPIsthat may be added from time to time
All About You
  • Good knowledge of theCommercial Large Market segment and its AP/ProcuretoPay andAR/OrdertoCash cycle pain points
  • Workingknowledge of the Commercial Card / Transaction Banking industrywith a demonstrated experience in sales/product/customer managementin these businesses.
  • Selfmotivated with ademonstrated track record of success
  • Ability tointeract with external clients
  • Successfulsalesperson with ability to generate and follow up on leadsindependently
  • Good communication skills andactive participation to contribute to teamsettings
  • Proactivity curiosity to learn andeagerness to innovate
  • Demonstrated success incommercial management/relationship roles with a strong track recordof success
  • Superior interpersonal andcommunications skills and an ability to bring together internal andexternal stakeholders to create solutions for customers and havethem implemented.
  • Experience in identifyingstrategic opportunities and of managing multiple stakeholderprojects.
  • Fluent in both English and Arabic(Written andVerbal)
Corporate Security Responsibility
All activities involving access to Mastercard assets informationand networks comes with an inherent risk to the organization andtherefore it is expected that every person working for or on behalfof Mastercard is responsible for information security and must:
  • Abide by Mastercardssecurity policies and practices;
  • Ensure theconfidentiality and integrity of the information being accessed;
  • Report any suspectedinformation security violation or breach and
  • Complete all periodicmandatory security trainings in accordance with Mastercardsguidelines.
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