Description
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.
Title and Summary
Manager, Business Development Individual ContributorThis position will be responsible for implementing the Merchant Strategy, managing current clients, and bringing in new customers. The role is identifying new opportunities in current clients and new target merchants providing the best fit Mastercard solution to solve some gaps or help to improve some existing solutions; will also support the Merchant strategy implementation for Brazil, taking into consideration the approved market strategic direction imperative to strengthen relationships with merchants by creating preference in key merchants for Mastercard and its customers.
Other related functions are:
Support execution of business plans which promote the value and profitability of MasterCard acceptance.
Perform analysis, competitive intelligence and identify broad business initiatives that provide an appreciable return on financial investments.
Build strong business cases including financial analysis to generate positive impacts related to ROI and incremental revenue.
Jointly, the activities above will strength the Mastercard relationship with key stakeholders, promote the brand, generate preference and ultimately, spending, activation and Mastercard revenues; The position owner, he or she, will help implement the selected approach to identify merchant's needs and work, directly and indirectly to bring value to those customers using Mastercard assets, integrating them into business building activities across all functional areas as appropriate.
Job Purpose:
Integral member of the Retail & Commerce – Brazil team with responsibility for help developing relationships and help to drive revenues in Brazil through Merchants accounts.
Major Accountabilities
1. Revenue oriented
a. Deals, OCIs and Contracts management
b. Prepare and present business review every quarter
c. Client Portfolio's management
2. Customer Centric
a. Build strong and trusting relationships
b. Quick return to customers
c. Sell the right product to the right customer
3. Deal formalization and approval
a. Prepare business model set up to review w/ Supervisor and Finance
b. Manage B-smart process (input and approval process)
c. Legal review coordination
4. Help to coordinate invitations/events attendance (includes weekends/travel)
a. MC events
b. Client events
c. Industry events
5. Improve the Mastercard acceptance on the merchant's side
a. Implementing Mastercard's innovative solutions
b. Collecting merchant's feedback
c. Managing and tracking all the initiatives related to merchant's portfolio
Skills Required:
• Bi-lingual Portuguese and English, both written and spoken
• Spanish would be a plus;
• Excellent analytical skills (e.g., cards P&L analysis, financial forecasting, competitive analysis)
• Superior presentation skills, written and oral (including in English);
• Proven ability to develop business relationships at all levels, mainly C-level's
• Results-oriented and customer-focused
• Strong Sales / Business Development / Relationship Management background, preferably gained in Retail Industry.
• Experience in issuing or acquiring can be a “plus”;
• Strong/deep knowledge of the retail environment, with the preferred sectors being High street retail, Supermarkets, Soft retail, Department Store, Oil and the T&E sector;
• Ability to understand and execute key operational aspects and attentive to details;
• Excellent problem-solving, analytic capabilities, and business acumen.
• Selling Skills with ability to initiate, pursue and close a sale, as well as strong influencing and negotiation skills;
• Minimum Bachelor's Degree, MBA is a “plus”;
• Proven track record of project management capabilities;
• Team-player with hands-on attitude, strong collaborations skills;
• Strong Market knowledge is required (due to market peculiarities); should be a professional “ready to get on board”;
Experience Required:
• At least 07 years of relevant experience in sales and business development at market leaders in business that provides services or goods to retailers;
• Or similar/equivalent relevant experience with market leaders in the payments industry serving retailers;
• Sales and account management experience is preferred, as is local market experience.
Competencies:
• Candidate should be able to demonstrate a level of business acumen and thought leadership that delivers customer-focused, solution-oriented results
• Strong leadership skills, capable of leading a team and working in a matrix environment
• Customer Focused. Dedicated to meeting the expectations and requirements of internal and external customers
• Strong Project Management Skills
• Must be able to sell to Senior Management
Education:
• College degree required;
• MBA is a plus;
• Advanced business degree preferred
Other:
• National traveling required; eventually internationally
Corporate Security Responsibility
All activities involving access to Mastercard assets, information, and networks comes with an inherent risk to the organization and, 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, and
Complete all periodic mandatory security trainings in accordance with Mastercard's guidelines.
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