Business Development Manager
Mastercard is seeking an accomplished sales/business development professional to accelerate the growth of new ways of payment domestically and internationally, leveraging either the card rails or account-to-account -i.e. batch ACH, Real Time- for the Caribbean Division within the Latin America region.
To achieve this objective, it is expected that the Multi-Rail Business Development Manager will:
• Accountable to ensure strategies and business plans are developed, documented, communicated and implemented.
• Develop sales propositions based on client requests.
• Manage existing customer relationships in the region to maximize additional revenue opportunities and customer satisfaction.
• Coordinate the resources with the product teams to deliver compelling and commercial market propositions for Caribbean markets
• Deliver new platforms and products
• Oversee projects with multi-functional team to launch new platforms and products with client
The successful applicant will be based in Miami where headquarters are located, reporting directly to the Head of Business Development for the Caribbean Division with the responsibility to develop new businesses across 27 markets like, but not limited to; Dominican Republic, Puerto Rico, Jamaica, Trinidad & Tobago, among others.
The candidate must have a strong business acumen in the payments industry, emerging payments and new technologies and a good understanding of Caribbean markets to promote the features and benefits of our solutions based on the needs of the clients.
Key accountability and duties
As a key contributor to the leadership of the business, you will take personal responsibility for ensuring high levels of internal and external client satisfaction and making sure that Mastercard's reputation remains one of the most respected in the industry.
• Develop, implement and deliver against sales plans by market
• Develop and execute a market strategy for the Caribbean division
• Develop value propositions and commercial models that satisfy market drivers
• Keep abreast of regional industry and customer developments and understand the impact of these on our sales strategies
• The development and maintenance of strong relationships with potential clients within the division, including but not limited to payments operators, central banks and strategic partners to ensure our capabilities are known and understand and sales opportunities maximized.
Internal Accountabilities:
• Champions customer prospect interests to influence Sales, Product and Delivery strategies.
• The role will also liaise with the Latin America Head of Multi Rail Platforms and Products in order to develop sales strategies and client engagement plans to ensure appropriate support in terms of resources, collateral and propositions is in place, and E2E sales process
• The role will liaise with divisional, regional and global Product teams in order to understand and contribute to product development plans and pricing approaches in order to ensure supporting strategies are in place.
• The role will liaise with the marketing function to ensure that marketing resources align with the sales function.
• The role will liaise with the commercial finance function to ensure that proposals, bid responses are profitable and fall within the company financial parameters but also meet market and prospect expectations.
• The role will liaise with the legal function in order to negotiate and where appropriate create contractual frameworks and contract documents.
• The role will liaise with IT in order to communicate sales pipelines and agree resourcing for bid and proposal production and support along with the production of viable development and implementation costs to support bids and proposals.
Knowledge and expertise -technical / role specific-
• Networking: Strong relationships with regulatory framework, financial institutions, corporate, cash management, ERP payment systems, payments operators in the Caribbean Division.
• Commercial: deal structuring, catalyzing profitable opportunities. Have deep experience in contract negotiation techniques and approaches.
• Industry knowledge: demonstrable industry experience having a good command of issues relevant to the payments and banking industry and related areas with a track record of delivering sales revenues against target in software solution/managed service sales in LAC, preferably Caribbean market
• Financial: Understand revenue models, P/L, and cost-to-completion projections and make decisions accordingly.
• Operational: business build experience – evolve early stage capabilities and attitudes into a robust, high performance operating culture that maintains a market-led, high-growth outlook and capacity. Excellent quality and reliability of work to meet deadlines, even when priorities are subject to change.
• Stakeholder management: combines a consultative approach with strategic smart, comfortable in interactions with senior stakeholders -e.g. management consultancy background-
• Judgement: ability to rapidly structure coherent rationale for fact-based decisions The credibility and gravitas to build trust and respect with all engagements.
• Leadership: Generate belief in a compelling vision. Exemplar for behaviors, galvanize key stakeholders including direct team, other internal resource and external partners
• Self: Energy, Passion, Drive, Self-Motivated desire to deliver, Creativity and agility, demonstrate initiative, commercial astuteness, robust focus on desired outcomes
Experience
• BS in Business, Systems Engineering, Engineering or similar. MBA / Master’s Degree desired.
• Experience in business development / sales roles for payments, technologies and/or real-time solutions companies.
• Experience managing large / key accounts in competitive business environments
• Strong executive presence, ability to individually contribute as well as influence non-direct reporting stakeholders.
• Board level interactions and presentations.
• Fluent written and verbal communication in Spanish and English