Director, Account Management

Our Purpose

Mastercard powers economies and empowers people in 200+ countries and territories worldwide. Together with our customers, we’re helping build a sustainable economy where everyone can prosper. We support a wide range of digital payments choices, making transactions secure, simple, smart and accessible. Our technology and innovation, partnerships and networks combine to deliver a unique set of products and services that help people, businesses and governments realize their greatest potential.

Title and Summary

Director, Account Management

Job Description Summary
Overview:
Partner with customers to achieve specific business goals that jointly drive market share, volume, and revenue growth. Focus on the delivery of customized payment solutions and comprehensive consulting support, while leveraging MasterCard’s strong brand, technology, operations and risk platforms to deliver bottom line results to customers.


Role:
• Deliver against sales targets for MasterCard products & services and net revenue targets from existing and new business.
• Execute MasterCard’s Sales Discipline Framework to identify strategic partnership customer needs and oversee the delivery of integrated solutions that address those needs as well as the needs of their issuers.
• Design specific strategies that drive customized solutions for the business that drive profit, revenue growth, and value creation for both MasterCard and the customer.
• Collaborate with the customer to establish and execute annual business planning and quarterly review sessions to establish, monitor and report progress against joint objectives.
• Participate in setting marketing strategies and sales targets for products/services sold against customer’s business objectives utilizing a strong understanding of issuer business models.
• Negotiate, execute and manage the customer contract agreement process, ensuring global linkage of resources and information sharing.
• Implement sales plan designs to include business development, advertising, marketing and product management activities with customers, prospects and internal MasterCard contacts to identify new business opportunities and product ideas.
• Analyze customer’s business through profitability modeling, financial forecasting and competitive analysis. Responsible for specific account revenue and P&L management and results.
• Initiate interactive business conversations with key decision makers around new or emerging issuing opportunities with focus on bringing new revenue opportunities to MasterCard. Provide consultative industry and MasterCard insights in alignment with segment specialty.
• Build relationships with the third party sales force of the processing and distribution partners to train them on the value proposition of the MasterCard partnership.


All About You:
Experience/Education (preferred):
• Bachelor’s degree required advanced degree helpful.
• Seven to ten years of sales or product management in Card and / or financial services industry, preferably in retail or commercial banking.
• Solid knowledge of the card and payments industry, with particular emphasis on processing and technology solutions, consumer credit, debit, prepaid products.
• Mastercard or payments industry experience a necessity.
Skills/Abilities:
• Ability to work in a complex and changing environment that requires both flexibility and creativity to succeed.
• Uses understanding of current marketplace and market research to anticipate how MasterCard products and solutions can help drive our strategic partnership customer’s business as well as the issuers.
• Deep understanding of financial planning including investment and profitability analysis, P&L management related to risk dynamics, and budget and planning experience leveraging business strategy acumen.
• Understands all MasterCard products and solutions and can demonstrate the value proposition they offer to customers to differentiate MasterCard.
• Must be able to integrate knowledge across disciplines (e.g., marketing, operations, risk).
• Must demonstrate effective leadership, negotiation and problem resolution skills.
• Proven client relationship skills with solid negotiation capabilities and demonstrated influencing skills.
• Must be able to work in a fast paced evolving business process as a self-starter with limited supervision and direct training
• Takes initiative to explore new business opportunities and act as a trusted advisor to the client’s executive management team
• Superior presentation skills, communication skills and sales training ability.
• Location: Eastern/South- and Mid-eastern MasterCard Regional Office,