Description
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
Director Business Development, Canada Who is Mastercard?Mastercard is a global technology company in the payments industry. Our mission is 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. With connections across more than 210 countries and territories, we are building a sustainable world that unlocks priceless possibilities for all.
Overview
Driving growth in B2B payments with new customers is amongst our highest priorities and greatest opportunities. Deepening our participation in carded commercial flows and B2B accounts payables is essential to realizing our ambitions in capturing new B2B 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 corporate customers.
Mastercard is creating a new global business development team to drive our expansion into business-to-business payments in the Large Market corporate segment, solving for their payment needs across the procurement cycle. 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 & Multinational Corporate segments.
The Director, Business Development – Canada position is responsible to deliver GDV & Net Revenue KPIs against the customers and segments that are allocated to their portfolio.
Role
Working in direct collaboration with our Account Management and Market Development colleagues that manage/own customer relationships, the B2B Regional & Global product teams, Data & Services and other cross functional teams, the successful candidate will:
• Grow, maintain, convert, and track a healthy pipeline of Large Market/B2B opportunities across all issuers, including new players in this space. Meet and exceed KPIs on Pipeline Value, Conversion rate, time-to-revenue and Y1/Y2 revenue.
• Support issuers through the LM/B2B 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.).
• Bring to bear the entire Mastercard capability set, across all functions, to close out deals
• Where it is optimal, undertake Direct -to-Corporate (D2C) activities, working directly with Large Market/Multinational corporates that have significant procurement activity. Assist them in identifying pain points in their procure to pay 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/MN 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 & go-live in partnership with B2B Program Managers where available or directly interface with Bank account managers to drive implementation of 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
• Outstanding knowledge of the Commercial Large Market segment and it's AP/Procure-to-Pay pain points
• Robust working knowledge of the Commercial Card / Transaction Banking industry with a demonstrated experience in sales/product/corporate customer management in these businesses.
• Self-motivated with a demonstrated track record of success.
• Ability to build relationships & interact with corporate decision makers and C-level executives.
• Successful salesperson with ability to generate and follow up on leads independently.
• Outstanding communication skills and active participation to contribute to team settings
• Proactivity, curiosity to learn and eagerness to innovate.
• Demonstrated success in commercial management/relationship roles with a strong track record of success.
• Superior interpersonal and communications skills and an ability to bring together internal and external stakeholders to create solutions for customers and have them implemented.
• Experience in identifying strategic opportunities and of managing multiple stakeholder projects.
• English/French preferred
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.
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