Description
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, CNPF Asia Pacific The Director, Business Development is dedicated to Asia Pacific region with a focus on driving commercial success with Corpay Cross Border (XB) business in AP market. This role sits at the intersection of sales, product management, and customer engagement, ensuring that Corpay's cross-border products are effectively and efficiently referred to our FI partners. This role will have direct reporting to CNPF regional lead and dual line into the Corpay's Central Lead to ensure customer centricity and execution of partnership in a systemic manner.As a Director, Business Development, you are a sales-driven professional with a deep understanding of local market dynamics, FI customer needs, payments & XB products positioning. You will work closely with Account Management teams, Transfer Solutions leads, and other key market stakeholders to execute the joint go-to-market strategy with Corpay cross-border business, drive volume and revenue growth, and ensure customer satisfaction as part of the referral agreement.
Key Responsibilities
• Learn Corpay's business value proposition and product solutions. Learn about pre and post sales activities from Corpay such as onboarding and Implementation to be able to facilitate and expedite closing on deals.
• Work with Regional CNPF Lead, Regional President and Divisional Presidents to curate a target list of FIs by tier to refer to Corpay based on quality of Mastercard relationship, FI's current payment offering, FI's current payment providers/partnerships, customer base and market opportunity.
• Build relationship with Mastercard Account Management teams to promote the referral business. Work with account management to ensure the referral list is systematically maintained and executed, escalate if progress slows down
• Own end to end pipeline management, managing pipeline reporting in Sales Force. Monthly management review of FI sales Pipeline & client activity internally at regional level reporting into a global view. Attend meetings between account managers and FI to ensure the topic is well introduced and accurately described
• Ensure full, quality handover details are provided to Corpay, with all the above information, plus FI stakeholder mapping. Attend joint meetings between account managers, FI and Corpay
• Assist in refining KPIs to ensure they reflect both the referral opportunity and the acquisition opportunity. Learn Corpay's business operations, feedback learnings and red flags for acquisition as well as creating ongoing suggestions to improve the referral process
• Track reasons for referral success/failure for internal stakeholders by maintaining lessons learned by actively engaging ad-hoc and during QBRs with Corpay.
All about you:
Account management skills and/or sales experience.
• In depth understanding of the payments industry, and specifically cross-border payments.
• Proven ability to develop and successfully execute on quantifiable business plans
• Demonstrated excellence in business development and sales across the AP region, preferably in B2B payments.
• Experience in pipeline management through strong sales methodology adoption
• Strong business acumen with excellent negotiation capabilities and demonstrated influencing skills.
• Analytical skills combined with operational experience
• Ability to work effectively in a highly matrixed organization
• Ability to develop and maintain high quality relationships across stakeholders in organization and C-suite level of customers/partners
• Superior presentation and communication skills.
• Travel is required, as per customer/market needs.
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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