VP Region Lead - Canada, Commercial Solutions
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Title and SummaryVP Region Lead – Canada, Commercial SolutionsOverview
Driving growth in Commercial payments with new customers is amongst our highest priorities and greatest opportunities. Deepening our participation in carded commercial POS 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 building a new global business development team to drive our expansion into business-to-business payments in the Large & Mid-Market corporate 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 Commercial payments.
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 & Mid-Market Corporate segments
The Regional Commercial Solutions Lead will have responsibility for delivering the GDV & Revenue targets for the region, while ensuring they manage within the expense budgets available.
They will own the regional strategy for Large & Mid-Market segment and directly manage the business development & acceptance resources, and the regional product teams, ensuring all these teams are always in lockstep.
They will also take responsibility for complete alignment with the Country/Divisions, ensuring market share, revenues and brand goals are fully synced up and internal stakeholders are well managed.
Additionally, they will have responsibility for building and managing the external stakeholder network across transaction banking/ corporate banking organizations of our issuer banks, acquirers, platform & processor partners, fintechs and regulators.
They will provide internal and external thought leadership on Commercial Solutions and act as Mastercard’s regional spokesperson on matters relating to this business.
They will identify opportunities for M&A that would drive the business forward and act as the regional point-person for all Mastercard Commercial Solutions M&A activity.
The role will report jointly to the EVP – Revenue & Regions, Commercial Solutions and to the Regional Product & Engineering Head for Canada.
Regional strategy development
In partnership with the EVP – Revenue & Regions, Commercial Solutions and the Regional P&E Head, define and execute regional strategy, determining geographies, customer segments and verticals to focus on product finetuning / localization as well as working with global product teams to drive enhancements needed to build scale partnership & M&A opportunities to build business momentum
Provide regional inputs to support and shape the global strategy of Commercial Solutions, ensuring regional market realities and customer feedback are factored into global strategy and product design.
In-Market Business development/Sales on both Buyer & Supplier side
Directly manage the Canada Commercial Solutions Business Development teams across all channels on the B2B Bank/Buyer-side (B2B2Corporate, Direct-2-Corporate & Partner2Corporate) and B2B Merchant/Supplier-side (Acquirers/PSPs, Direct2Supplier, B2B2Supplier and B2B Marketplaces/Aggregators)
Deliver Revenue, GDV, GAV, Deal-value and flow targets for the Region.
Planning and Target Setting
Set strategic and operational targets in the annual Strategic Planning Process in agreement with EVP –Global Revenue & Regions, Commercial Solutions and Regional P&E Head
Accountable for business development, acceptance & product teams to conduct bottom-up planning and reconciliation with top-down targets and objectives on an ongoing basis
Communicate strategic and operational targets and objectives to the team
Keep tight control on budgeting and forecasting of expenses
Effectively manage the day-to-day operations of the Commercial Solutions Business Development function including pipeline management, deal design and closure, deal execution and go-live across all channels – B2B2Corporate, Direct2Corporate and Partner2Corporate
Directly manage the Regional Merchant/Supplier-side BD team across all channels (Acquirers/PSPs, Direct2Supplier, B2B2Supplier and B2B Marketplaces/Aggregators)
Own prospect and account allocation across the team
Directly support deal negotiation and closure with customers and internal stakeholders as needed
Manage relationships with Country and Divisional Offices and support the BD/Acceptance team in navigating stakeholders
Plan and manage Commercial Solutions Business Development / Acceptance internal communications
Oversee Business Development and Account events (conferences, web meetings etc.)
Effectively manage the day-to-day efforts of the regional product team via the Regional Product Head, who will report to this role
Ensure that product localization efforts are well managed and are in line with local as well as global strategies
Along with the EVP – Revenue & Regions, Commercial Solutions be the voice of the regional product team in prioritization of feature/function/capability development
Performance & Reporting
Determine sales targets (GDV/Revenue/Yield) and KPIs for the regional team
Ensure all strategic and operational targets are delivered
Manage all KPIs and strategic reporting to senior management.
Ensure BD, Acceptance and Product teams are properly staffed with individuals that bring the requisite level of experience, knowledge, and capabilities for their functions
Day to day performance management of all staff, ensuring they deliver the KPIs expected of them
Ongoing talent development and upskilling of all staff, actively supporting them on their career development journey.
Maintain strong relationship with internal and external stakeholders at all levels
Participate in commercial activities, conferences and external events across the region as needed
All About You
Prior senior leadership and managerial roles in sales in Commercial Cards/Transaction Banking
Proven executive management credibility
Ability and willingness to roll up your sleeves and lead from the front in driving the sales efforts and building business momentum
Demonstrable teamwork skills and experience of working in a matrixed environment
Must be articulate and creative, adept at delivering face-to-face presentations to a senior audience and/or a broader organization
Planning & negotiation skills – being able to balance input from multiple sources as well as utilization of scarce resources
Excellent relationship building and strong communication skills
Data analysis, data tracking & management skills
In-depth knowledge of Mastercard products and services
Project management & planning
CRM & IT systems understanding
Financial forecasting and reporting, budgeting
Strong strategic account management and strong sales experience/skills
Extensive knowledge and demonstrable application of financial industry/banking operations and business practices with a strong focus on Commercial payment processes and products (commercial cards, treasury, procurement)
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.