MasterCard Director, Account Manager Scotiabank Caribbean in Miami, Florida

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, Account Manager Scotiabank Caribbean


The position manages the following accounts: Scotiabank English & Spanish Caribbean + Maduro and Curiel€™s Bank.

Responsible for setting sales strategies as it relates to customer accounts that are aligned with geography strategy and achieving sales goals that drive market share, volume and revenue growth.

Leads and manages existing customer relationships, and works to identify opportunities and customer needs.

Partners with customers to deliver customized solutions and comprehensive consulting support.

Responsible for pipeline management at the account level.

Partners with customers€™ operations teams, MC CIS & CD teams to help understanding of technical requirements to conduct day to day business.

The position has dotted line report to the Vice President, English Caribbean.


Delivers against sales and net revenue targets (P&L)

Designs strategies, messaging and proposals for customers

Analyzes the customer€™s business through profitability modeling financial forecasting and

competitive analysis

Manages key customer relationships at the \"Director / VP\" level

Develops and implements sales plans including business development, marketing and product management

Partners with the customer to establish, execute and report progress against annual business plans

Negotiates and executes on the customer agreement process

Identifies and recommends products to enhance the customers€™ profitability

Translates accounts business requirements into opportunities for MC. Moreover, it will be require to help the accounts€™ manager & sales manager to script programs and complement the bank€™s internal execution in order to drive MC business.

Increase MasterCard relevance (share and P&L participation) in the accounts business through negotiations at Senior Management level, setting with them the business strategy in the mid to long term view, understanding and influencing customers€™ end-game and roadmap, as well as influencing trends and strategic decision of the accounts.

Increase MasterCard footprint in the accounts by identifying new business opportunities within traditional MasterCard solutions and beyond, negotiating at Senior Management level to obtain approval and sponsorship to develop such opportunities.

Heavily involved with cross functional teams (Marketing, Products, Customer Delivery, CIS, Services, etc.) to manage and deliver on transformational projects with mid to long term financial impact, managing, leading and coaching accounts€™ sales teams, including handling responsibilities of administrative processes (SIP, performance review & feedback, etc.). Lead teams on his/her responsibility

Design, develop and manage business solutions for the accounts that will serve to identify and solve the accounts needs through deep understanding of MasterCard value proposition, and by continually challenging MasterCard´s planning, decisions and initiatives.

All About You

This position requires a Bachelor's degree (Master's preferred)

Excellent oral and written communication skills in Spanish and English

Experience in complex sales positions, business development and strategic account management preferably within the financial services or retail banking business (credit card industry preferred)

Be able to create proposals, look for products & solutions with minimal information, support & direction. In other words, identify client needs without the bank providing documentation, details and even sometime direction.

Able to manage ambiguity: Cope with uncertainty and risk. Adapt to change.

Analytical: bookkeeping and deal / incentive program management of these accounts are crucial in order to drive results.

Be comfortable to be heavily involved with the bank€™s Operations, IT & Jr line management in order to execute products & day to day business.

Negotiation Skills very developed: These accounts require: Preparation, Active Listening, Emotional Control, Verbal Communication, Collaboration and Teamwork (no direct reports, tons of people to influence), Problem Solving, Decision Making Ability.

Leadership and Team work skills

oCustomer oriented

oConflict resolution

oHigh-level negotiation skills

oInfluencing others

oLanguage of the customer

oProblem resolution

oNegotiation capabilities for large size deals

oMultitask skills'

Equal Opportunity Employer
Requisition ID: R-62981