MasterCard Senior Vice President, Commercial Solutions Regional Lead, Europe in London, United Kingdom
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Senior Vice President, Commercial Solutions Regional Lead, Europe
Mastercard is creating a new global business development team to drive our expansion into business-to-business payments in the Large & Mid-Market corporate segment, solving for their payment needs across the procurement cycle with current and future platforms and products and making our multi-rail vision a reality for B2B payments.
Driving growth in B2B payments with new customers is amongst our highest priorities and greatest opportunities. Deepening our participation in carded commercial POS flows and B2B accounts payable flows is essential to realizing our ambitions in capturing new payments flows. 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 who are most focused on this space, while also building new capabilities and relationships needed to increase revenue growth.
The focus of this team is building and expanding the two-sided network of Buyers & Suppliers to deliver accelerated GDV & Revenue growth in our Large & Mid-Market Corporate segments
The Regional B2B Head will have responsibility for delivering the GDV & Revenue targets for the region, while ensuring they manage within the expense budgets available.
They will own the regional strategy for Large & Mid-Market segment and directly manage the business development & acceptance resources, and the regional product teams, ensuring all these teams are always in lockstep.
They will also take responsibility for complete alignment with the Country/Divisions, ensuring market share, revenues and brand goals are fully synced up and internal stakeholders are well managed.
Additionally, they will have responsibility for building and managing the external stakeholder network across transaction banking/ corporate banking organizations of our issuer banks, acquirers, platform & processor partners, fintechs and regulators.
They will act provide internal and external thought leadership on Commercial Solutions and act as Mastercard’s regional spokesperson on matters relating to this business.
They will identify opportunities for M&A that would drive the business forward and act as the regional point-person for all Mastercard Commercial Solutions M&A activity.
The role will report jointly to the EVP – Business Development, Mastercard Commercial Solutions and to the Regional Product & Engineering Head for Asia Pacific/EEMEA/Europe/LAC.
• Regional strategy development
o In partnership with the EVP – Business Development and the Regional P&E Head, define and execute regional strategy, determining
geographies, customer segments and verticals to focus on
product finetuning / localization as well as working with global product teams to drive enhancements needed to build scale
partnership & M&A opportunities to build business momentum
o Provide regional inputs to support and shape the global strategy of Commercial Solutions, ensuring regional market realities and customer feedback are factored into global strategy and product design.
• In-Market Business development/Sales on both Buyer & Supplier side
o Directly manage the Regional Business Development teams across all channels on the B2B Bank/Buyer-side (B2B2Corporate, Direct-2-Corporate & Partner2Corporate) and B2B Merchant/Supplier-side (Acquirers/PSPs, Direct2Supplier, B2B2Supplier and B2B Marketplaces/Aggregators)
o Deliver Revenue, GDV, GAV, Deal-value and flow targets for the Region. The plan is to grow GDV & Net Revenue by factors ranging from 3X – 5X across the regions, achieving c$250M - $400M in Net Revenues.
• Planning and Target Setting
o Set strategic and operational targets in the annual Strategic Planning Process in agreement with EVP - Business Development and Regional P&E Head
o Accountable for business development, acceptance & product teams to conduct bottom-up planning and reconciliation with top-down targets and objectives on an ongoing basis
o Communicate strategic and operational targets and objectives to the team
o Keep tight control on budgeting and forecasting of expenses
• Sales Management
o Effectively manage the day-to-day operations of the B2B Business Development function including pipeline management, deal design and closure, deal execution and go-live across all channels – B2B2Corporate, Direct2Corporate and Partner2Corporate
o Directly manage the Regional Merchant/Supplier-side BD team across all channels (Acquirers/PSPs, Direct2Supplier, B2B2Supplier and B2B Marketplaces/Aggregators)
o Own prospect and account allocation across the team
o Directly support deal negotiation and closure with customers and internal stakeholders as needed
o Manage relationships with Country and Divisional Offices and support the BD/Acceptance team in navigating stakeholders
o Plan and manage B2B Business Development / Acceptance internal communications
o Oversee Business Development and Account events (conferences, web meetings etc.)
• Product Management
o Effectively manage the day-to-day efforts of the regional product team via the Regional Product Head, who will report to this role
o Ensure that product localization efforts are well managed and are in line with local as well as global strategies
o Along with the EVP – Business Development, be the voice of the regional product team in prioritization of feature/function/capability development
• Performance & Reporting
o Determine sales targets (GDV/Revenue/Yield) and KPIs for the regional team
o Ensure all strategic and operational targets are delivered
o Manage all KPIs and strategic reporting to senior management
• People Management
o Ensure regional BD, Acceptance and Product teams are properly staffed with individuals that bring the requisite level of experience, knowledge, and capabilities for their functions
o Day to day performance management of all staff, ensuring they deliver the KPIs expected of them
o Ongoing talent development and upskilling of all staff, actively supporting them on their career development journey.
• Stakeholder Management
o Maintain strong relationship with internal and external stakeholders at all levels
o Participate in commercial activities, conferences and external events across the region as needed
All About You
• Prior senior leadership and managerial roles in sales in Commercial Cards/Transaction Banking
• Proven executive management credibility
• Ability and willingness to roll up your sleeves and lead from the front in driving the sales efforts and building business momentum
• Demonstrable teamwork skills and experience of working in a matrixed environment
• Must be articulate and creative, adept at delivering face-to-face presentations to a senior audience and/or a broader organization
• Planning & negotiation skills – being able to balance input from multiple sources as well as utilization of scarce resources
• Excellent relationship building and strong communication skills
• Data analysis, data tracking & management skills
• In-depth knowledge of Mastercard products and services
• Project management & planning
• CRM & IT systems understanding
• Financial forecasting and reporting, budgeting
• Strong strategic account management and strong sales experience/skills
• Extensive knowledge and demonstrable application of financial industry/banking operations and business practices with a strong focus on B2B payment processes and products (commercial cards, treasury, procurement)
We value the safety of each member of our community because we know we’re all in this together. In many locations, which may change over time, we’ve implemented a virtual hiring process and continue to interview candidates by video or phone. In addition, in some locations, only individuals who have been fully vaccinated will be permitted inside Mastercard offices until further notice.
In the US, Mastercard is a government contractor, which may legally require most Mastercard employees to be vaccinated unless a verified approved medical or religious exemption is granted. Further, we are currently making every effort towards having employees return to work in the office 2 days per week, if that makes sense for their team. Everyone must be vaccinated to enter Mastercard offices at this time. Therefore, we expect all candidates to be vaccinated or to be approved for a medical or religious accommodation prior to commencing work at Mastercard.
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.
Requisition ID: R-172205