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

Director, Account Management

Overview

•\tResponsible for setting sales strategies as it relates to customer accounts that are aligned with geography strategy and achieving sales goals that drive market share, volume and revenue growth.
•\tLeads and manages existing customer relationships, and works to identify opportunities and customer needs in the core business/ new flows/ digital/
•\tPartners with customers to deliver customized solutions and comprehensive consulting support.
•\tResponsible for pipeline management at the account level.


Role

•\tDesign, develop and lead the accounts strategies and business by understanding, knowing and anticipating payments industry trends, players, products, technologies, etc., delivering strong commercial execution and partnership with the accounts, leveraging MasterCard´s products & services value proposition to manage account´s pain points at a strategic level, with a short and long term vision, by understanding their competitive advantage, value proposition, strategy and milestones.
•\tIncrease MasterCard relevance (share and P&L participation) in the accounts business through negotiations at Senior Management level, setting with them the business strategy in the mid to long term view, understanding and influencing customers’ end-game and roadmap, as well as influencing trends and strategic decision of the accounts.
•\tIncrease MasterCard footprint in the accounts by identifying new business opportunities within traditional MasterCard solutions and beyond, negotiating at Senior Management level to obtain approval and sponsorship to develop such opportunities.
•\tLead cross functional teams (Marketing, Products, Customer Delivery, CIS, Services, etc.) to manage and deliver on transformational projects with mid to long term financial impact, managing, leading and coaching a sales team, including handling responsibilities of administrative processes (SIP, performance review & feedback, etc.). Lead teams on his/her responsibility
•\tDesign, develop and manage business solutions for the accounts that will serve to identify and solve the accounts needs through deep understanding of MasterCard value proposition, and by continually challenging MasterCard´s planning, decisions and initiatives. Strengthen internal requests by aggregating cluster accounts needs and opportunities, to provide leverage to and liaison with accounts strategy and vision.
•\tResponsible for cluster accounts P&L performance (business drivers and revenue lines) and profitability (margins), setting forecast and business drivers projections, ensuring accounts performance to meet annual targets, understanding MasterCard financial and administrative processes and policies, but continually challenge internal status-quo in favor of a more customer oriented organization, supporting accounts in selling services through expert level of one or more services tracks (Processing, Fraud, etc.) as well as in depth knowledge of BAU MasterCard solutions/products to ensure commercial execution.
•\tManage, lead and align sales and functional teams including resources in other geographies to develop an integrated strategy for customers that have regional presence. Lead teams on his responsibility through ensuring performance, development, coaching and growth, tracking and managing the team to make sure they accomplish the objectives and grow within the company.
•\tActive engagement and alignment in the definition and execution of the market transformation strategy ( MasterCard playing a more relevant role in the value chain )





All About You

•\tThis position requires a Bachelor's degree (Master's preferred)
•\tExperience in complex sales positions, business development and strategic account management preferably within the financial services or retail banking business (credit card industry preferred)
•\tLeadership and Team work skills
o\tCustomer oriented
o\tCommunication effective
o\tStrong relationship management skills
o\tSales and marketing knowledge
o\tPeople management
o\tAnalytical
o\tConceptual thinking
o\tConflict resolution
o\tBank or Financial services industry experience (credit card, retail banking experience preferred)
o\tHigh-level negotiation skills
o\tInfluencing others
o\tLanguage of the customer
o\tProblem resolution
o\tStrategic planning
o\tNegotiation capabilities for large size deals
o\tMultitask skills'
o\tManages people well and builds high performance teams
o\tDynamic, energetic and withstands hardship and stress
o\tActs with a sense of urgency
o\tHas credibility with multiple constituencie
o\tDemonstrate executive presence
o\tPossesses external credibility.

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.