MasterCard Senior Business Leader, Market Development in Shanghai, China

Who is MasterCard?

We are the global technology company behind the world€™s 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.

Job Title

Senior Business Leader, Market Development


Has accountability for the following business areas:


(2)Pricing & Interchange

(3)Merchant Acceptance and Acquiring

(4)Business Expansion covering M&A, strategic commercial partnerships

(5)Expert Sales


1)China Strategy: Working with the Division President, Sales Head, account leaders and functional leaders to develop the China Strategy and execution plan

Develop a strong macro-economic understanding coupled with implications for the payment industry, which forms the foundation of strategy development process for China.

Provide leadership thinking in continuously evaluating the 5 year plan laid out for China and driving flexibility in execution priorities given changing landscape.

Provide strong financial linkage of yearly deliverables to the 5 year Financial outlook developed.

2)Pricing & Interchange:

This function also works on pricing and interchange structures for the division, working with local leads on differentiated pricing and interchange initiatives to reinforce MasterCard€™s relevance in the payments systems in the local market

Partner with regional team in Singapore to develop pricing and interchange for non-traditional customers, new merchant categories and low value payments.

3)Merchant Acceptance and Acquiring Business Development: provide leadership and drive development of divisional and country merchant and acquiring business development strategy across China

Develop and drive execution of strategic roadmap for merchant acceptance and acquiring business development function across the division. Analyze business opportunities to increase volume and share by market segments or channels to establish divisional or regional profitability streams. Implement both short and long term strategies and tactics to increase profitability

Develop merchant development objectives; establish performance targets and performance tracking across China markets. Work with regional merchant development resources to ensure alignment between individual market €˜go-to-market€™ approaches and the overall divisional strategy, taking into account the division€™s longer term vision

Provide strategic guidance and partnership to establish sustainable business model/ strategy particularly in markets which are highly regulated and where merchants wield significant power

Ensure alignment and provide support to product strategies from a merchant perspective

Develop merchant funded reward programs leveraging the power of being the network and enhance consumer value proposition for MasterCard products.

4)Business Expansion/Diversification: provide leadership, drive identification and development of divisional and country business opportunities across China with non-traditional customers (non FIs such as telcos, processors) to diversify MasterCard€™s revenue and enhance MasterCard€™s relevance in the payments industry. This will involve a combination of commercial partnerships /strategic alliances as well as M&A which could be from minority investments to 100% acquisitions.

Develop proactive business strategies for the disparate non-traditional business partners/customers within the division and regions to result in an integrated business expansion strategy for China, and to drive synergies within the market. A strategy to partner and/or integrate the alternate payment streams in to MasterCard products and solutions would be developed and executed

The non-traditional customer segment such as telcos are underserved by MasterCard and form a growing challenge to our business model, as emerging payments players are leapfrogging our traditional plastics space, into savvy emerging payment space such as mobile and ecommerce space.

Work with SP&I, and market resources on new pricing propositions for non-traditional business opportunities

A €œthinking outside the box€ approach is required as the traditional business model does not apply for non-traditional customers. A comprehensive understanding of the aspirations, flow of transactions as well as profitability of these non-traditional customers is critical to ensure that the appropriate pricing and interchange structures plus modifications to our existing MasterCard franchise rules are developed to support a mutually commercially viable business model(s) for both MasterCard and the non-traditional customers

5)Expert Sales: provide leadership and drive development of divisional and country expert sales initiatives across China.

Define overall priorities for China and define overall product sales strategies to create customized solutions that drive profit, revenue growth and value creation for both the customer and MasterCard

Partner with account teams and provide input to GP&S to ensure the development of products that will best serve the customer

Create specific product sales strategies for assigned products within assigned region

Collaborate with Account Leads and customers to prioritize product initiatives

Align with GP&S to recommend product innovation opportunities emerging from assigned customer segment

Manage, coach, and develop a team of Expert Sales associates

Manage a team of resources at a divisional level

All About You

Solide years experience in the financial services and payments business

Deep international strategy, marketing and business development experience

Strong management (people and projects), problem solving, analytical and organizational experience

Demonstrated experience in managing multiple stakeholders in a multicultural environment across multiple geographic locations

People management skills and ability to work across reporting lines with other relevant functions.

Excellent writing and presentation skills, extensive experience in communicating in international environment at senior management level

Strong negotiation and influencing skills

Organization and time management skills; ability to multi-task

Business Case development, including financial analytics

Budget preparation and management

Solid solution development skills and effective working both independently and in a team environment

Equal Opportunity Employer
Requisition ID: R-40408