Senior Vice President, Commercial Solutions

Our Purpose

We work to connect and power an inclusive, digital economy that benefits everyone, everywhere by making transactions safe, simple, smart and accessible. Using secure data and networks, partnerships and passion, our innovations and solutions help individuals, financial institutions, governments and businesses realize their greatest potential. Our decency quotient, or DQ, drives our culture and everything we do inside and outside of our company. We cultivate a

culture of inclusion

for all employees that respects their individual strengths, views, and experiences. We believe that our differences enable us to be a better team - one that makes better decisions, drives innovation and delivers better business results.

Job Title

Senior Vice President, Commercial Solutions Regional Lead, Asia Pacific

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.

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.

This 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.

**Responsibilities**:
1. Regional strategy development - 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 fine-tuning / localization as well as working with global product teams to drive enhancements needed to build scale
- Partnership & M&A opportunities to build business momentum
- 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.

2. In-Market Business development/Sales on both Buyer & Supplier side
- 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)
- 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.

3. Planning and Target Setting
- Set strategic and operational targets in the annual Strategic Planning Process in agreement with EVP - Business Development and Regional P&E Head
- Accountable for business development, acceptance & product teams to conduct bottom-up planning and reconciliation with top-down targets and objectives on an ongoing basis
- Communicate strategic and operational targets and objectives to the team
- Keep tight control on budgeting and forecasting of expenses

4. Sales Management
- 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
- Directly manage the Regional Merchant/Supplier-side BD team across all channels (Acquirers/PSPs, Direct2Supplier, B2B2Supplier and B2B Marketplaces/Aggregators)
- Own prospect and account allocation across the team
- Directly support deal negotiation and closure with customers and internal stakeholders as needed
- Manage relationships with Country and Divis