Commercial Payments Growth Manager
4 days ago
The role of the Commercial Payments Growth Manager is to drive business growth in B2B payments with new customers, deepen our participation in carded commercial POS flows, and B2B accounts payable flows.
About the Role- 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.
- 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.).
- Utilize the entire Mastercard capability set, across all functions, to close out deals.
- Create, drive, and win deals with Financial Institution (FI) partners (for both card & invoice led flows) and own the response to RFPs when required.
- Train sales teams inside the FI partners and support their ongoing product knowledge development to enable them to sell into their customer base.
- 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.
- Own deal implementation & go-live in partnership with B2B Program Managers or directly interface with TAMs to drive implementation of deals.
- Develop and manage a Commercial BD events schedule.
- GDV
- Net Revenue
- Pipeline size & conversion of pipeline deals
- Deal activation rates
- Other strategic & tactical KPIs that may be added from time to time
To succeed in this role, you will need:
- A 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.
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