Manager, Business Development, Commercial

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Title and Summary

Manager, Business Development, Commercial Solutions, South-East Asia

Overview

Driving growth in B2B payments in Asia 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.

Mastercard is creating a new global business development team in Asia 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. 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 and Mid-Market Corporate segments.

The Manager, Business Development, Commercial Solutions, South East Asia position is responsible to deliver GDV & Net Revenue KPIs against the customers that are allocated to their portfolio.

Role
- Support the growth, maintenance, conversion and track a healthy pipeline of Large Market/B2B opportunities across all issuers, including new players in this space
- Support issuers through the Large Market/B2B journey by clearly and simply articulate the value MC can bring both around Product, D&S and other Services capabilities (Cyber & Intelligence, New Payment Platforms, etc.)
- Undertake Direct-to-Corporate (D2C) activities by working directly with Large and Mid-Market corporates that have significant procurement activity. Assist them in identifying pain points in their procurement processes, articulate solutions that leverage Mastercard platforms & products and have them make the brand decision in favor of Mastercard. Once that is done, then in discussion with Regional B2B Head, take these prospective corporate customers to Issuers/FI partners in a completely agnostic manner and help them make decisions around which partners to go with.
- Own deal implementation and go-live in partnership with B2B Program Managers where available or directly interface with Technical Account Managers to drive implementation of deals
- Create, drive, and win deals with Financial Institution (FI) partners (for both card and invoice led flows) and own the response to RFPs
- Responsible for training the sales teams in the FI partners and support their ongoing product knowledge development to enable them to sell to their customer base
- Develop and manage Commercial BD events schedule

KPIs
- GDV
- Net Revenue
- Pipeline size & conversion of pipeline deals
- Deal activation rates
- Other strategic & tactical KPIs that may be added from time to time

All About You
- Good knowledge of the Commercial Large and Mid-Market segment and its Account Payables/Procure-to-Pay and Account Receivables/Order-to-Cash cycle pain points
- In-depth experience executing and managing business development strategies for large or complex countries/regions/industry verticals
- Strong working knowledge of the Commercial Card / Transaction Banking industry, specifically in South East Asia market, with a demonstrated experience in sales/product/customer management in these businesses.
- Track record in achieving business development targets and building customer relationships
- Strong network in the large client space and prior experience in engaging CXOs of large companies
- Successful salesperson with ability to generate and follow up on leads independently
- Good communication skills and active participation to contribute to team settings
- Proactivity, curiosity to learn and eagerness to innovate
- Superior interpersonal and communications skills and an ability to bring together internal and external stakeholders to create solutions for customers and have them implemented
- Experience in identifying strategic opport