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Director, Account Management

Mastercard

Mastercard

Sales & Business Development
London, UK
Posted on Tuesday, February 13, 2024

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, Account Management

Overview
Our sales organization is seeking to build a diverse strategic and consultative workforce of world class relationship managers, problem-solvers and technologists. We are pursuing highly motivated individuals who display strong achievement orientation, intellectual curiosity, openness, resilience, diligence, and the ability to effectively marshal resources. We align our team to compete and differentiate on the basis of customer intimacy, product and solution strength, and partnership orientation.

As part of the Account Team, our role is to be bold and innovative partners to win with our largest issuer by leveraging the best of our combined assets. We should operate as one team as we develop and execute joint strategies driving innovative payment solutions that deliver a superior experience and meaningful value to our organizations. The successful candidate for this position will have regional responsibility for the partnership with the clients Commercial Card business. This position is ideal for someone who is a collaborative thought leader, has strong project management discipline, has experience deepening relationships, understands the commercial cards space and its competitive landscape and operates proactively.

The position requires a senior, highly self-motivated, commercially pragmatic, business developer with strong influencing and negotiating skills to partner with customers to grow their relationship with Mastercard. The individual will be responsible for taking a proactive and thought leadership role in how to drive the business forward and partner with the various cross functional Mastercard teams (Product Management, Data & Services, Cyber & Intelligence, Business Development, Global Partnerships) to enable delivery of the customers vision and priorities to grow their commercial payments business.

In this role, the individual will be responsible for achieving specific business development goals which will drive Mastercard’s market share, volume, and revenue growth in Commercial Solutions. The individual will work to identify Mastercard sales opportunities through understanding the customer’s needs and satisfying these by delivering customised solutions leveraging Mastercard’s technology, products, services, partners, and global capabilities.

The key responsibilities as the Director, Account Management will include:

• Responsibility for managing the customer relationship and related business opportunities
• Setting the strategic and long-term vision for customer, including individual annual account planning and strategy management
• Responsibility for delivering quarterly and annual business reviews, along with financial performance and contract and business case ownership.
• Growing, building, and strengthening our relationship across customers within your portfolio
• Initiating strategic business conversations with key decision makers around new or emerging opportunities with a focus on driving market share, volume, and revenue growth
• Growing and maintaining a healthy pipeline of account payables and other flows
• Working with internal stakeholder teams and product owners across Mastercard to meet objectives.
• Selling Product & Data & Services initiatives to grow Large Market book and new B2B Flows
• Successfully manage the customer’s performance, ensuring that all targets and other performance metrics are met.

Skills and Experience
• Demonstrated success in commercial management/relationship roles with a track record.
• Good knowledge of corporate payments in UK & Europe
• Strong background in/working knowledge of Payments/Commercial Card
• Able to form excellent relationships and gain credibility at all levels in an organisation.
• Highly collaborative and proven ability to work cross-functionally and demonstrate success.
• Experience in identifying strategic alliance/partnership opportunities.
• Self-motivated with a demonstrated track record of success in sales
• Ability to interact with external clients.
• Managing multiple workstreams at once with an ability to constantly adapt and prioritise.
• Successful salesperson with ability to generate and follow up on leads independently.
• Excellent interpersonal and communication skills operating within a fast moving and internationally matrixed organisation


Role
• Partner, lead and develop Mastercard’s relationship with the clients Commercial Card business in Europe
• Work with the clients Commercial Card businesses to co-create strategy and support execution with Mastercard assets and resources driving incremental value for our combined organizations.
• Serve as day-to-day contact with the clients Commercial Card liaison in Europe and UK
• Coordinate across clients Account Team, including global and other cross-functional groups to ensure the consistent and effective management of the relationship.
• Grow and deepen relationships at all levels with the clients Commercial Card business in Europe
• Leverage and influence all MasterCard solutions and product management resources to deliver exceptional customer value.
• Lead initiatives to identify and present new business opportunities to the customer that will drive incremental value to both MasterCard and the client.
• Conduct regional quarterly business reviews and annual planning session with the clients Commercial Card regional senior management.
• Successfully manage the customer’s performance, ensuring that all targets and other performance metrics are met.

All About You
• Strong knowledge and success in the payments space. Commercial card experience.
• Forward-thinking, with an ability for creative approaches to solve business problems.
• Strong ability to influence and build consensus across cross-functional units, leadership levels, external partners and customer.
• Results-oriented and ability to perform in a fast-paced and changing environment.
• Excellent verbal and written communication, negotiation, and project management skills.
• Payments knowledge with a proven track record of solution selling including using functionality and entrepreneurship to differentiate and derive value/revenue
• Competent in both issuing and merchant payment systems. Assumes accountability and responsibility.
• Broad market awareness, able to think strategically, creatively, and able to work collaboratively.
• Location – London

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.