MasterCard Director – Merchant Vertical Lead – Aggregator Vertical in Singapore

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.

Job Title

Director €“ Merchant Vertical Lead €“ Aggregator Vertical


-This role will contribute to the definition and execution of Mastercard€™s merchant strategy and will focus on increasing Mastercard€™s revenues and brand preference by building business/commercial relationships with key merchants.

-Execute key priorities in the region in line with Mastercard€™s growth objectives.

-Guide the team to optimize each partner relationship to position Mastercard as the partner of choice in the industry.

-Create a pipeline of opportunities and track against account plans and monthly performance reviews to ensure a healthy and converting pipeline.

-Lead in all aspects of deal development - prospecting, scoping, negotiating and closing.

-Develop and nurture new and existing partner relationships.

-Work closely with cross-functional teams including Product, Legal, Finance and Lead the sales process in the region to enhance existing partnerships and build strong long-term strategic commercial relationships.

-Drive day-to-day performance of partnerships and work towards resolution of issues as they arise.

-Define and deliver financial results through insightful measurement and ROI analysis of the region and its major partners on an ongoing basis.

-Specifically, the role holder will be responsible to identify and manage a group of merchant relationships aimed at generating brand and cardholder preference, card usage, value added solutions and overall revenues. The role holder will serve as the relationship contact developing partnership opportunities and increasing / enhancing acceptance. He / she will also develop relationships with external stakeholders in the AP region handling issues and solutions on operational and commercial merchant development and partnership.

-Create and execute strategy to drive preferred merchant acceptance at key €œeveryday€, online, and digital aggregators

-Manage and develop key strategic merchant relationships (for example, top-5 within region) based on revenue contribution/potential in order to expand relationship to include other MasterCard products and solutions


-Develop and grow MasterCard spend with major with digital aggregator/online commerce merchants

-Develop and execute strategy to build deep and strategic relationships with key merchants to drive greater market share and cross-sell MasterCard products and solutions

-Work within the scope of the overall regional objectives for acceptance development, merchant marketing and partnership commercial support

-Develop strategy to win and maintain profitable co-branding programs with strategic merchants

-Develop and execute strategy and plan to drive digital/e-com preference

-Strong analytical skills and regular tracking of customer performance

-Excellent presentation skills to interact with the customer and also with senior management internally

-Work with regional and global teams on overall coordination of the merchant strategy

All About You:

-Consistent track record in successfully managing key accounts in a B2B environment

-Experience within the online/digital technology/merchant industry preferred

-Strong understanding of the digital landscape and technology trends in the region

-Understand customer needs and identifying unmet or emerging needs across the digital merchant category

-In-depth understanding of cultural nuances across the region and ability to adapt business style accordingly

-Proven track record in building and developing high performance accounts

-Outstanding communication, sales and negotiation skills

-Strong analytical skills, using data to identify underlying trends and make informed commercial decisions

-Proven management experience, with ability to influence at all levels in a matrix organized, global company

-Understanding payment products and services (or ability to learn these quickly).

-Experienced in marketing and merchant engagements, with both physical and digital merchants, including understanding acquiring flow/structure, channel management or responsibility in driving partner loyalty and reward programs

-Good understanding of payments technology including mobile and e-commerce

-Ability to identify issues before they develop into problems; proactively resolve issues directly or through escalation to appropriate partners

-Experience working across multiple levels, functions and geographies; able to clearly communicate complex financial information in an easy to understand manner; able to effectively deliver messages both verbally and in writing

-Demonstrate initiative and drive in winning and getting the job done

-Progressive business experience in payments and/or merchant industry, with demonstrated success of driving profitable business growth.

-In-depth knowledge of merchant business and business drivers

-Past experience working with merchants expanding their business in the region or multiple markets

-Experience with complex product solutions and securing customer buy-in

-Expertise in developing a merchant from concept to full implementation

-Experience working with multiple stakeholders both internally and externally and securing buy-in and alignment to a shared objective


-Partner with merchants from the industry vertical to establish long term deals

-Expanded portfolio of accounts from each industry vertical

-Demonstrate leadership in the industry vertical in the form of preference, co-brands, share shift

-Expand relationships beyond the norm €“ driving innovation, mobile, NFC, loyalty, processing


-Will assume a greater role in driving the agenda with the customer, keeping it on track, and assume on-going contact with key customers

-The primary contact point with managed merchants. Content and context of communication must be thoughtful as they have impact on the payments industry as a whole.

-Undertake complex negotiations with key merchants that will be multi-market and include leverage various internal functional stakeholders


-Proactively pushing merchant initiated innovation €“ accelerate new channel via the merchant. This innovation will extend beyond current MasterCard products and capability offerings and will be solution oriented.

-Vertical leads will be required to formulate strategies for the category and drive adoption with key customers


-Deeper knowledge & understanding expected of the business of specific/targeted merchant verticals. An industry expert with a deeper understanding of merchant requirements and the interaction with payments.

-Vertical leads will be expected to establish relationships with multiple stakeholders at the merchant in order to identify pain points and accelerate opportunities (e.g. Marketing, sales, finance, operations)

Global Interaction

-Developing strategies for global merchants that are relevant globally and yet adaptable to the needs of the individual markets and/or region(s).

-Leverage upon global and regional best practices and apply learning€™s to their portfolio of managed merchants

Equal Opportunity Employer
Requisition ID: R-52116