MasterCard Business Leader - Business Development (Retail) in Miami, Florida
Who is MasterCard?
We are the global technology company behind the worlds fastest payments processing network. We are a vehicle for commerce, a connection to financial systems for the previously excluded, a technology innovation lab, and the home of Priceless ®. We ensure every employee has the opportunity to be a part of something bigger and to change lives. We believe as our company grows, so should you. We believe in connecting everyone to endless, priceless possibilities.
Business Leader - Business Development (Retail)
The LAC Retail Vertical Head will be responsible for strategizing, identifying, prioritizing and developing business plans existing and prospective Retailers across LAC. The individual will integrate the Global merchant plans with the local business development teams to execute on sales initiatives and will provide them with all necessary support, thought leadership, coordination/alignment with global strategy and priorities and all metrics and key performance indicators. This individual will lead all divisional business developers and account managers that participate in retailer accounts and initiatives and will also be responsible for direct account management and business development with regional retailers.. This is a customer-facing role, requiring sales / business development skills. In this role, a successful candidate will demonstrate ability to establish, identify and develop an in-depth understanding of Retailer payment needs, develop value propositions and financial proposals, help negotiate and close deals, either directly or aiding local teams in doing so. \nWill work closely with key regional accounts in coordinating local teams, as well as Functional teams (GP&S, Legal, Franchise, Risk & Customer Delivery teams) in assessing and addressing vertical and client needs and solutions which include existing and new products as well as creating processes for the Retail Vertical to support business development in LAC\nCustomer-facing role, requiring CRM/sales/ business development/Pipeline Management skills\nWill report to the LAC Merchant Development Head.\n\nRetail Vertical DNormalevelopment\nDevelop Regional Retail Vertical through maturation of the following foundational elements:\nDevelop the Retail Vertical Strategy\nMaintenance of Macro Sizing & Prioritization of the Vertical & Sub verticals. Identify Other opportunities/areas of interest)\nPrioritization and Calibration of Key Account Management Target Portfolios\nAssess Customer Needs & Solution/Value Proposition & Solution Development Opportunities.\nSizing and Management of the Business Development Opportunities through Monetization discipline of Needs/Solutions Mapping & Related Financials\nDisciplined Customer Relationship Management- Key Account Profiles & Planning, Engagement Maps and Pipeline Management\nStrategic Initiative Deployment & Management\nBusiness Development\nDefine, Calibrate & Prioritize Key Account Portfolio and Strategic Rationale Behind it\nRegional business development and account management responsibilities for the LAC region in coordination with local account managers\nDevelopment & Maintenance of Key Account Profiles, Account Plans, Customer Engagement Maps\nDevelop relationships at most senior and middle management levels that will lead to the expansion of MasterCards business among Retail customers\nIdentify, prioritize, develop and implement strategies/business plans that grow MasterCard revenue and share, support our customers business objectives in alignment with the regional & local strategies and support objectives for both existing and prospective Retail clients across LAC.\nDevelop and implement an integrated ecosystem model to expand Retail customer relationships\nAssess and organize internal and external resources requirements, and leading the special ad-doc project teams as needed\nRetail Vertical Pipeline Development & Management\nConsolidate, Report & Manage Evolution of Retail Aggregated Regional and Market Opportunity Pipeline. Ensure Inclusion/Usage to Salesforce.com\n\n\nValue Propositions Development\nUnderstand & Disseminate Key Retail Industry/Customer Needs to develop meaningful value propositions/solutions to deliver tangible value to customers and convert to MC Revenue Opportunities\nDevelopment/Maintenance of a comprehensive value story for the Retail Customers through a comprehensive value proposition presentation (Retail Playbook) related to MasterCard products and solutions:\nDraw upon general competitor intelligence, merchant-specific strategies, Advisors, and other sources of analytical data when creating Retail customer presentations.\nIdentify, leverage internal and external resources to deliver market, product trends and insights to drive opportunity identification and inform customer strategy, as well as, assess relevancy.\nEnable Training of Industry and Relevant Value Propositions for Sales/Market Teams\n\nThought Leadership (Content)\nRetail Vertical Community Development & Coordination-\nDrive Alignment of local to regional strategies, priorities, all metrics, key performance indicators and executions.\nProvide Retail Vertical Internal Thought leadership to Functional/Geographic and Market Development/Sales Teams\nIndustry Trends, Landscape, Evolving Needs & Opportunities\nBest Practices, Knowledge Sharing\nTraining\nEngage with Key Retail Industry Entities & Forums in order to strengthen MC Industry Thought Leadership Position, Share of Voice and Influence in the Industry.\n\nVertical Infrastructure & KPI Development (Metrics)\nCreate and communicate Vertical reporting on the defined KPIs for the vertical and key accounts\nDevelop incremental KPIs that enable deeper/more meaningful business evolution tracking in key areas: Customer Satisfaction, Vertical & Partnership Development, etc\nDevelop profitability models, financial and business forecasts, competitive analyses, etc.\nSkills Required:\nStrong Leadership & Teamwork\nRobust business acumen, problem solving, quick learning, timely Decision Making\nSelf-Starter and ability to work in ambiguous environments\nExcellent Strategic and analytical skills (e.g., cards P&L analysis, financial forecasting, competitive analysis)\nSuperior presentation and communication skills, written and oral, in both Spanish and English.\nCustomer-focused & Proven ability to develop business relationships at all levels (internally & externally)\nExcellent inter-personal, team building, cross-functional, sales and marketing skills.\nAbility to understand complex organizations and work cross functionally with matrix responsibilities\nStrategic thinking with ability to create strategic business plans and objectives.\nFlexibility. Sense of urgency is a must.\nTravel up to 40-50% of the time\n\n\nExperience Required:\nProven experience in Retail industry. \nProfound experience in sales/account management & pipeline management\nAbility to integrate various disciplines (planning finance, sales, marketing, technology) and function in an unstructured environment with minimum day to day supervision\nAbility to work in an ambiguous environment and make decisions with limited information\nExperience in Intrapreneurial or Business Unit/Practice Development is highly desirable\nExperience in card payments industry desired\nDemonstrated awareness of a sensitivity to regional or national cultures, business etiquette, product features, and technical requirements.\nEducation:\nThe position requires a university degree\nMBA/Advanced business degree preferred\n\nLanguages: Bi-lingual Spanish and English, both written and spoken. Portuguese is a plus.\nLI-JG1
Equal Opportunity Employer
Requisition ID: R-34175