Director, Business Development

4 days ago

Riyadh, Ar Riyāḑ, Saudi Arabia Mastercard Incorporated Full time

Director, Business Development

Location: Riyadh, Saudi Arabia

Time Type: Full time

Posted on: Posted 5 Days Ago

Job Requisition ID: R-238927

Our Purpose

Mastercard powers economies and empowers people in 200+ countries and territories worldwide. Together with our customers, we're helping build a sustainable economy where everyone can prosper. We support a wide range of digital payments choices, making transactions secure, simple, smart, and accessible. Our technology and innovation, partnerships, and networks combine to deliver a unique set of products and services that help people, businesses, and governments realize their greatest potential.

Title and Summary

The Director, Business Development position is responsible for driving growth in B2B payments with new customers, deepening our participation in carded commercial POS flows, and B2B accounts payable flows. This role is essential for capturing new payments flows and requires new product offerings and go-to-market strategies, informed by customer input and active participation.

Mastercard is expanding its 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. 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 Director, Business Development position is responsible for delivering GDV & Net Revenue KPIs against the customers that are allocated to their portfolio.

Role

The successful candidate will:

  1. Grow, maintain, convert, and track a healthy pipeline of Large Market/B2B opportunities across all issuers, including new players in this space. Meet and exceed KPIs on Pipeline Value, Conversion rate, time-to-revenue, and Y1/Y2 revenue.
  2. Support issuers through the LM/B2B journey by clearly articulating the value Mastercard can bring around Product, D&S, and other Services capabilities (Cyber & Intelligence, New Payment Platforms, etc.).
  3. Utilize the entire Mastercard capability set, across all functions, to close out deals.
  4. Create, drive, and win deals with Financial Institution (FI) partners (for both card & invoice led flows) and own the response to RFPs when required.
  5. Train sales teams inside the FI partners and support their ongoing product knowledge development to enable them to sell into their customer base.
  6. Undertake Direct-to-Corporate (D2C) activities when optimal, working directly with Large Market/Mid-Market corporates to identify pain points and articulate solutions leveraging Mastercard platforms & products.
  7. Own deal implementation & go-live in partnership with B2B Program Managers or directly interface with TAMs to drive implementation of deals.
  8. Develop and manage a 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 Market segment and its AP/Procure-to-Pay and AR/Order-to-Cash cycle pain points.
  • Working knowledge of the Commercial Card / Transaction Banking industry with demonstrated experience in sales/product/customer management.
  • Self-motivated with a demonstrated track record of success.
  • Ability to interact with external clients.
  • 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.
  • Demonstrated success in commercial management/relationship roles with a strong track record.
  • Superior interpersonal and communication skills to bring together internal and external stakeholders to create and implement solutions for customers.
  • Experience in identifying strategic opportunities and managing multiple stakeholder projects.

Corporate Security Responsibility

All activities involving access to Mastercard assets, information, and networks come with an inherent risk to the organization. Therefore, it is expected that every person working for, or on behalf of, Mastercard is responsible for information security and must:

  • Abide by Mastercard's security policies and practices;
  • Ensure the confidentiality and integrity of the information being accessed;
  • Report any suspected information security violation or breach;
  • Complete all periodic mandatory security trainings in accordance with Mastercard's guidelines.
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