Vice President, Sales Excellence

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

Vice President, Sales Excellence - Asia Pacific

Who is Mastercard?

Mastercard is a global technology company in the payments industry. Our mission is 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. With connections across more than 210 countries and territories, we are building a sustainable world that unlocks priceless possibilities for all.

Overview

This position will report into the Global Senior Vice President Sales Excellence and Regional Business Excellence Lead in Asia Pacific. In this role, the individual will be responsible for strengthening and optimizing the capability, discipline and effectiveness of our sales force across the region to help drive business results. This role will have direct accountability for driving sales excellence and improving the sales performance and experience by delivering our current solutions and developing new solutions that enable our sales professionals to improve their efficiency and effectiveness.

Role
- Responsible for driving our sales effectiveness, sales capability and sales process efforts across Asia Pacific enabling the Division Presidents/ Head of MD / Heads of Sales / Heads of Segments to make their long term revenue targets across all sales verticals
- Be the regional contact for global sales effectiveness, for driving the sales target operating model as well as the sales strategy, working with Division Presidents, Head of Market Development and Cluster/Country Managers to drive more effective sales activities
- Responsible for instituting sales processes and disciplines across the region such as prospecting, pipeline management, deal management, sales contracting and account planning/quarterly reviews to ensure we have consistency in our approach across the sales force and our sales teams are operating with structure and focus. Put in place a cadence for tracking, reporting, and reviewing sales performance across the region
- Review compensation and incentives across the region to ensure a consistent methodology, process discipline and implementation of corporate/regional priorities to address strategic drivers to increase our business success
- Lead a review of how sales staff are measured in the region and reconfigure a more fit-for-purpose process and methodology for tracking sales and the basis of KPI’s for performance management
- Work with the global sales excellence team to ensure the effectiveness & sales operating model is working properly when is rolled out in Asia Pacific, and it has been customized to fit the needs of the region
- Work closely with Risk & Franchise Development to support in the audits, create the necessary policies and processes covering risk self-assessment, effective and timely escalations, issue aging and closure, Business Continuity, etc
- Work with the product organization to close the gaps with the sales team in the region, from the account planning, product targets, product pipeline analysis, product training and certification based on the regional priorities, and all required processes to integrate better the teams
- Partner with Finance in the deal processes to support a better and more efficient way to run the business, improve in systems, re-design of process, etc
- Streamline processes for customer engagement / interface to ensure that the relevant parties are aligned on progress across all customer deliverables (Strategic / & tactical)
- In agreement with Regional President and DP’s, review, revise/improve any other relevant policies / processes that can deliver a marked and quantifiable positive business impact
- Create a framework of country management that includes compliance, regulation, pipeline management, audit, process improvement that ensures consistency across all markets.
- Partner with the Business Excellence area in: 1) Analytics - promoting the integration with the gl