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Director - Business Development, Retail Industry
MasterCard
Miami, FL, United States
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Who is Mastercard?
We are the global technology company behind the world’s fastest payments processing network. We are a vehicle for commerce, a connection to financial systems for the previously excluded, a technology innovation lab, and the home of Priceless®. We ensure every employee has the opportunity to be a part of something bigger and to change lives. We believe as our company grows, so should you. We believe in connecting everyone to endless, priceless possibilities.
Director - Business Development, Retail Industry
Business Development - Retail Vertical
Business Leader
Overview:
• The LAC Retail Vertical Head will be responsible for strategizing, identifying, prioritizing and developing business plans existing and prospective Retailers across LAC. The individual will integrate the Global merchant plans with the local business development teams to execute on sales initiatives and will provide them with all necessary support, thought leadership, coordination/alignment with global strategy and priorities and all metrics and key performance indicators. This individual will lead all divisional business developers and account managers that participate in retailer accounts and initiatives and will also be responsible for direct account management and business development with regional retailers.. This is a customer-facing role, requiring sales / business development skills. In this role, a successful candidate will demonstrate ability to establish, identify and develop an in-depth understanding of Retailer payment needs, develop value propositions and financial proposals, help negotiate and close deals, either directly or aiding local teams in doing so.
• Will work closely with key regional accounts in coordinating local teams, as well as Functional teams (GP&S, Legal, Franchise, Risk & Customer Delivery teams) in assessing and addressing vertical and client needs and solutions which include existing and new products as well as creating processes for the Retail Vertical to support business development in LAC
• Customer-facing role, requiring CRM/sales/ business development/Pipeline Management skills
• Will report to the LAC Merchant Development Head.
Role
Retail Vertical Development
• Develop Regional Retail Vertical through maturation of the following foundational elements:
◦ Develop the Retail Vertical Strategy
◦ Maintenance of Macro Sizing & Prioritization of the Vertical & Sub verticals. Identify Other opportunities/areas of interest)
◦ Prioritization and Calibration of Key Account Management Target Portfolios
◦ Assess Customer Needs & Solution/Value Proposition & Solution Development Opportunities.
◦ Sizing and Management of the Business Development Opportunities through Monetization discipline of Needs/Solutions Mapping & Related Financials
◦ Disciplined Customer Relationship Management- Key Account Profiles & Planning, Engagement Maps and Pipeline Management
◦ Strategic Initiative Deployment & Management
Business Development
• Define, Calibrate & Prioritize Key Account Portfolio and Strategic Rationale Behind it
• Regional business development and account management responsibilities for the LAC region in coordination with local account managers
◦ Development & Maintenance of Key Account Profiles, Account Plans, Customer Engagement Maps
◦ Develop relationships at most senior and middle management levels that will lead to the expansion of MasterCard’s business among Retail customers
◦ Identify, prioritize, develop and implement strategies/business plans that grow MasterCard revenue and share, support our customer’s business objectives in alignment with the regional & local strategies and support objectives for both existing and prospective Retail clients across LAC.
◦ Develop and implement an integrated ecosystem model to expand Retail customer relationships
◦ Assess and organize internal and external resources requirements, and leading the special ad-doc project teams as needed
• Retail Vertical Pipeline Development & Management
◦ Consolidate, Report & Manage Evolution of Retail Aggregated Regional and Market Opportunity Pipeline. Ensure Inclusion/Usage to Salesforce.com
Value Propositions Development
• Understand & Disseminate Key Retail Industry/Customer Needs to develop meaningful value propositions/solutions to deliver tangible value to customers and convert to MC Revenue Opportunities
• Development/Maintenance of a comprehensive value story for the Retail Customers through a comprehensive value proposition presentation (Retail Playbook) related to MasterCard products and solutions:
◦ Draw upon general competitor intelligence, merchant-specific strategies, Advisors, and other sources of analytical data when creating Retail customer presentations.
◦ Identify, leverage internal and external resources to deliver market, product trends and insights to drive opportunity identification and inform customer strategy, as well as, assess relevancy.
◦ Enable Training of Industry and Relevant Value Propositions for Sales/Market Teams
Thought Leadership (Content)
Retail Vertical Community Development & Coordination-
◦ Drive Alignment of local to regional strategies, priorities, all metrics, key performance indicators and executions.
Provide Retail Vertical Internal Thought leadership to Functional/Geographic and Market Development/Sales Teams
◦ Industry Trends, Landscape, Evolving Needs & Opportunities
◦ Best Practices, Knowledge Sharing
◦ Training
Engage with Key Retail Industry Entities & Forums in order to strengthen MC Industry Thought Leadership Position, Share of Voice and Influence in the Industry.
Vertical Infrastructure & KPI Development (Metrics)
◦ Create and communicate Vertical reporting on the defined KPIs for the vertical and key accounts
◦ Develop incremental KPIs that enable deeper/more meaningful business evolution tracking in key areas: Customer Satisfaction, Vertical & Partnership Development, etc
◦ Develop profitability models, financial and business forecasts, competitive analyses, etc.
Skills Required:
• Strong Leadership & Teamwork
• Robust business acumen, problem solving, quick learning, timely Decision Making
• Self-Starter and ability to work in ambiguous environments
• Excellent Strategic and analytical skills (e.g., cards P&L analysis, financial forecasting, competitive analysis)
• Superior presentation and communication skills, written and oral, in both Spanish and English.
• Customer-focused & Proven ability to develop business relationships at all levels (internally & externally)
• Excellent inter-personal, team building, cross-functional, sales and marketing skills.
• Ability to understand complex organizations and work cross functionally with matrix responsibilities
• Strategic thinking with ability to create strategic business plans and objectives.
• Flexibility. Sense of urgency is a must.
• Travel up to 40-50% of the time
Experience Required:
• Proven experience in Retail industry.
• Profound experience in sales/account management & pipeline management
• Ability to integrate various disciplines (planning finance, sales, marketing, technology) and function in an unstructured environment with minimum day to day supervision
• Ability to work in an ambiguous environment and make decisions with limited information
• Experience in Intrapreneurial or Business Unit/Practice Development is highly desirable
• Experience in card payments industry desired
• Demonstrated awareness of a sensitivity to regional or national cultures, business etiquette, product features, and technical requirements.
Education:
• The position requires a university degree
• MBA/Advanced business degree preferred
Languages: Bi-lingual Spanish and English, both written and spoken. Portuguese is a plus.
Mastercard is an inclusive Equal Employment Opportunity employer that considers applicants without regard to gender, gender identity, sexual orientation, race, ethnicity, disabled or veteran status, or any other characteristic protected by law.
If you require accommodations or assistance to complete the online application process, please contact reasonable.accommodation@mastercard.com and identify the type of accommodation or assistance you are requesting. Do not include any medical or health information in this email. The Reasonable Accommodations team will respond to your email promptly.