Manager of Direct to Corporate Sales - Corporate Solutions Job Listing at Mastercard in Tokyo, Tokyo (Job ID R-236150)

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

Manager of Direct to Corporate Sales - Corporate Solutions Manager, Business Development, Corporate Solutions, Japan

Overview
Driving commercial payment growth including T&E and B2B payments in Asia with new customers is amongst our highest priorities and greatest opportunities. Deepening our participation in carded commercial POS and online T&E 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 in Asia to drive our expansion into carding of yet uncarded T&E payments and business-to-business payments in the MNC, Large & Middle 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 Manager, Business Development, Corporate Solutions, Japan (North Asia) position is responsible to deliver new or incremental GDV & Net Revenue KPIs for their market. The role will be based in Japan.

Role
Selling Commercial Solutions and providing consultation to end-user corporations (card-users) to maximize their commercial card (Corporate card & Purchasing card) spending amount, which requires direct interaction with end-user corporations leveraging the relationship with card issuers and partners (i.e. Travel Agency, ERP solution providers) and utilizing own networking activities.
Working in direct collaboration with our Account Management colleagues that manage/own customer relationships with key issuers, the Customer Solutions Centre (CSC), the B2B Regional & Global product teams, Data & Services (D&S) and other cross functional teams, the successful candidate will:
• Lead the strategy to grow and track a healthy pipeline of Large Market T&E and B2B commercial payments opportunities across all issuers in the market.
• Build a strong pipeline of large buyers (end-user corporations) and a solid network with those organizations through combination of identified channels and self-generated opportunities.
• Support issuers through the commercial solutions journey by clearly and simply articulate the value MC can bring around Product, D&S and other value added services (Cyber & Intelligence, New Payment Platforms, etc.)
• Undertake Business Development activities by working with MNC, Large and Government organizations that have significant procurement activity. Assist them in identifying pain points in their procurement processes, articulate solutions that leverage Mastercard platforms & products and secure their commitment towards a Mastercard powered solution.
• Own deal implementation and go-live in partnership with Issuer and Mastercard account manager for the Issuer.
• Co-create, drive, and win deals with Financial Institution (FI) partners (for both card and invoice led flows) and own the response to RFPs.
• Create and track progress of pipeline opportunities consistently, through a disciplined approach of leveraging Sales Force.

KPIs
• # of pipelines & size and conversion of pipeline deals on interaction with end-user corporations
• GDV (Card spending amount)
• Net Revenue
• Deal activation rates
• Other strategic & tactical KPIs that may be added from over time e.g. selling value added service

All About You
• Good knowledge of the Commercial Large Market segment and its Account Payables/Procure-to-Pay and Account Receivables/Order-to-Cash cycle pain points.
• Enough experience of developing the relationship with end-user corporations from the scratch.
• In-depth experience executing and managing business development strategies for large or complex clients/industry verticals.
• Strong working knowledge of the Commercial Card / Transaction Banking industry in Japan, with a demonstrated experience in sales/product/customer management in these businesses.
• Knowledge of 4 party model in payment industry a plus.
• Demonstrated success in selling commercial card and other T&E payment solutions to large corporations, government and TMCs.
• Track record in achieving business development targets and building customer relationships.
• Strong network in large client space and prior experience in engaging CXOs of large companies a plus.
• Successful salesperson with ability to generate and follow up on leads independently.
• Good communication and value driven presentation skills with experience in deal negotiation
• Proactivity, curiosity to learn and eagerness to innovate.
• Superior interpersonal collaboration & communications skills. 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.

/EOD

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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