Vice President, Business Development

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, Business Development

Overview

Commercial payments flows are sizeable and remains a very large opportunity for Mastercard. Today, there is $19 trillion of cardable opportunity globally across the point of sale (POS) and accounts payable (A/P) channels and within Asia Pacific, while the cardable opportunity is $3.5 trillion, less than 10% is carded.

The Vice President, Commercial Solutions, Business Development, Asia Pacific will be responsible for developing and executing against a strategy to identify and win new payments flows across Asia Pacific as well as optimize current business so as to help the region accelerate the growth across POS (card present) and accounts payable channels (virtual card), as well as T&E opportunities. Mastercard commercial products and solutions include large market T&E, B2B Supplier payments and solutions.

Job Description Summary:

- Identify new payments businesses for accounts payable so as to capture incremental opportunity in B2B across both carded and non-carded rails.
- Define optimal business development model and value proposition to enable Mastercard to capture new payments flows, drive revenue and market share growth.
- Build business supporting AP financial objectives but with an eye towards global applicability and growth.
- Build/develop the team, define and implement the optimal engagement/support model, processes and disciplines to establish MA’s partnership model as a strategic differentiator with Institutional, corporate and transaction banking units (existing issuers and prospects).
- Work in close collaboration with account management to ensure disciplined approach to sales and relationship management efforts to drive long-term value creation for customers, partners and Mastercard.
- Serve as the expert and advocate for the commercial payments and new business segments to identify and understand the opportunities, challenges and potential partner priorities to establish mutually beneficial partnerships/commercial relationships. Provide continual and timely education to the broader team.
- Develop strong internal executive level partnerships to ensure cross-functional alignment and maximum support.
- Drive penetration of new industry verticals to enable Mastercard to grow commercial volumes in non-traditional industries (i.e. beyond travel).
- Direct to Corporates - As required, represent Mastercard to industry bodies and affiliate organisations. Using these events to build your profile/Mastercard brand profile amongst business decision makers.
- With your team, build a direct to corporate pipeline to enable Mastercard to take live opportunities to our Issuers - demonstrating our value in supporting them to grow their businesses.
- Be accountable for the end to end pipeline opportunity identification and execution for commercial payment opportunities.
- Positions MasterCard as a business partner, thought leader and trusted advisor with customers - corporates and issuers
- Manage relationships with external suppliers/partners to ourselves/our issuers, e.g. EMS providers, analytics providers, P2P solution providers, ERP solution providers - using these partners as potential sources of new opportunities for MA commercial payments growth.
- Helps identify, coach and grow top talent and pro-actively develop employees as organizational resources
- Formally supervises and coaches team members and influences how the team is resourced and structured
- Acts as Mastercard’s ambassador, spokesperson and key contact across the payment industry

All about you
- In depth understanding of the payments industry, and specifically commercial payments.
- Ability to develop and maintain high quality relationships at C-suite level of customers/partners.
- Financial/business acumen.
- Extensive business development skills across a range of customer types - public sector, MNCs, large listed corporations;
- Experience in pipeline management, as well as the ability to build and implement pipeline disciplines across the team;
- Business development and sales experience across the AP Region, with demonstrated successes;
- Strong network of business contacts across both Banks and Corporates, which you would leverage to build the pi