Manager, Business Development - Commercial Solutions Job Listing at Mastercard in St. Leonards, NSW (Job ID R-219944)

Description

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

Manager, Business Development - Commercial Solutions About the job
Our Purpose
Mastercard works 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 realise 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.

Job Title
Manager – Business Development, Commercial Solutions, Australia/NZ

Overview
Driving growth in B2B payments in Asia Pacific is amongst our highest priorities and greatest opportunities. Deepening our participation in carded commercial flows and B2B accounts payable flows is essential to realising our ambitions for B2B payments. 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, while also building new capabilities and relationships needed to grow revenue.

Mastercard has created a new global business development team in Asia Pacific to accelerate our expansion into business-to-business payments. Our ambition is to deliver solutions to meet the payment needs of Large & Mid-Market corporates, whether it be procurement or T&E related. The focus of this team is expanding the two-sided network of Buyers & Suppliers to deliver accelerated GDV & Revenue growth in these segments.

The Manager, Business Development position is responsible to deliver GDV & Net Revenue KPIs against the customers that are allocated to their portfolio.

Role
Working in direct collaboration with the Director, Business Development, Account Management colleagues, the B2B Regional & Global product teams and other cross functional teams, the successful candidate:
• Develops a sales pipeline of Large Market/B2B opportunities. Meet and exceed KPIs on pipeline value, conversion rate, time-to-revenue, and life of contract revenue.
• Support issuers through the LM/B2B sales journey by clearly and simply articulating the value MC can bring both around Product, D&S and other Services capabilities (Cyber & Intelligence, New Payment Platforms, etc.).
• Undertake Direct-to-Corporate (D2C) activities, working directly with Large Market/Mid-Market corporates. Assist them in identifying pain points in their current T&E or supply chain and procurement processes. Articulate solutions that leverage Mastercard platforms & products, so they make the brand decision in favour of Mastercard.
• Work with issuers, acquirers, partners and customers to build bespoke solutions in order to win new payment flows
• Help develop and execute robust go-to-market strategies for new Commercial partnerships, emphasising strategic scaling, efficient delivery, and exceptional customer experiences.
• Deliver external presentations such as sales pitches, implementation overviews, proposals, and business case development.
• Cultivate strong working relationships with diverse internal and external stakeholders to achieve Commercial Solutions objectives. You may be required to deliver internal presentations such as product training, internal briefings on upcoming partnerships, team updates.
• Oversees some sales development activities such as development of Sales Assets specific to client needs, such as white papers, sales collateral, product playbooks, conference presentations.
• Help manage a Commercial Business Development events schedule

KPIs
• GDV
• Net Revenue
• Pipeline size & conversion of pipeline deals
• Deal activation rates
• Other strategic & tactical KPIs that may be added from time to time
All About You
• Good knowledge of the Commercial Large Market segment; T&E and AP/Procure-to-Pay and AR/Order-to-Cash cycle pain points.
• Working knowledge of the Commercial Card / Transaction Banking industry with a demonstrated experience in sales/product/customer management in these businesses.
• Self-motivated salesperson with ability to generate and follow up on leads independently and with a demonstrated track record of success.
• Good communication skills with an ability to navigate complex global organisations and effectively progress opportunities.
• Proactivity, curiosity to learn and eagerness to innovate.
• Superior interpersonal and communications skills and an ability to bring together internal and external stakeholders to create solutions for customers and have them implemented.
• Demonstrated success in translating a customer's need into a feasible solution that meets the needs of all stakeholders: customer, issuer, Mastercard and partners.
• Understanding of various industries and payment/working capital/AP/AR challenges within and how to communicate solutions specific to industries.
• Ability to work with partners and customers to build out solutions. Some technical solutioning capability, with the understanding of when to bring in more technical team members.
Corporate Security Responsibility
All activities involving access to Mastercard assets, information, and networks comes with an inherent risk to the organisation 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.

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.

 Apply on company website