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.
Director, Business Development, Delivery Logistics Segment
Purpose of the Digital Partnerships Team
The Digital Partnerships team is responsible for managing the following segments:
Delivery & Logistics
The Team Will Focus On Deploying Initiatives Identified As Being High Priority In Delivering MEA And MasterCard (MC) Goals, Including
The key areas of responsibilities for the team are to own and drive the Strategic Imperatives and Business Development initiatives for the Digital Partners across the industry verticals including building/ deepening relationships with the partners.
Positioning MC as strategic technology partner, critical to profitability/ business growth
Deepening relationships with key Digital Partners, ensuring holistic engagement(s) at all levels and driving flawless execution with robust governance processes
Building and executing commercial partnerships and strategic initiatives
Developing scalable value propositions and ecosystems across the different verticals that drive partners and Mastercard key KPIs (revenue, new consumers, transactions etc.)
Providing Thought Leadership internally and externally
The Delivery and Logistics segment’s one of the fastest growing segments in the region and currently undergoing a rapid degree of transformation. New technology, new market entrants, new customer expectations, and new business models. There are many ways the sector could develop to meet these challenges, some evolutionary, others more revolutionary. Mastercard can be at the forefront of transformation leveraging our strong brand including robust, platforms, services and assets.
Purpose of the Job
The purpose of this role is to lead and grow the Delivery and Logistics segment within Mastercard in MEA with a focus revenue and market share growth through identifying, developing and pursuing opportunities with key customers and/or prospects across the region. Additional responsibilities include the commercialization of strategic, large and multi market signed deals, developing and setting sales strategies across the three divisions in MEA including pipeline management at the segment level. Creating a Centre of Excellence including thought leadership and go to market best practices for the segment across the region.
This role will be based in Dubai
Commercialization’s of Signed Deals
Drives new business development by identifying and building new relationships in assigned country/region including commercialization of existing strategic multi-market customer deals and developing a roadmap for the segment.
Budgeting, forecasting and financial reporting for the defined group of key segment customers within the Delivery and Logistics vertical
Responsible for reviews of the overall performance of the defined group of key customers, and also for managing the relationship and profitability.
Responsible for all administrative and operational issues for the target customer set including planning and identifying customer specific sales, net revenue, and acceptance targets
Establishes and maintains a solid and robust governance and engagement structure, initiating and driving conversations with key decision makers for existing, new or emerging product opportunities.
New Business Opportunities
Develops sales strategies, including priority customers and markets across MEA
Develops and presents financial modeling and business cases for development opportunities
Negotiates, executes and manages the customer contract agreement process
Evaluates and enhances the deal process to deliver efficiencies and improved success rates
Establishes a plan to identify and grow strategic business development relationships
Play a key role in the development of the segment CVP and MA unique offering for the segment in collaboration with Digital Products, D & S and other Mastercard cross functional team members.
Identifying other adjacent relationships (Fintechs, other TPPS) who could complement the MA core offering for the segment
Establishes, enhances, and maintains relationships with relevant industry bodies
Ensures the vertical’s compliance to goal setting and performance appraisal process
Additionally the role will,
Contribute to the achievement of the customer’s sales and net revenue targets including designing strategies, messaging and proposals for customers.
Assist with analysis of the customer’s business through profitability modeling, financial forecasting and competitive analysis including Budgeting, Strategic Account planning and Quarterly Business Reviews.
Collaborate with the cross functional team members and country teams to plan, execute and monitor progress against annual business plans.
Job Specific Experiences
Extensive experience with building strategy, business models and new segments and execution in complex and international countries/regions
Extensive track record achieving business development targets and building business relationships with customers
Demonstrated success in introducing existing and new/emerging solutions into various countries/regions and driving increased penetration with clients
Experience in a related job family/function (e.g., Account Management, Country/Region Management, Product Management, Advisors)
Led complex, international, cross-functional business development projects
Strong track-record for engagements at senior management and executive levels.
Due to COVID-19, most of our employees are working from home. We’ve implemented a virtual hiring process and continue to interview candidates by phone or video and are onboarding new hires remotely. We value the safety of each member of our community because we know we’re all in this together.
Mastercard is an inclusive Equal Employment Opportunity employer that considers applicants without regard to gender, gender identity, sexual orientation, race, ethnicity, disabled or veteran status, or any other characteristic protected by law.
If you require accommodations or assistance to complete the online application process, please contact firstname.lastname@example.org and identify the type of accommodation or assistance you are requesting. Do not include any medical or health information in this email. The Reasonable Accommodations team will respond to your email promptly.
Financial Services Information Technology & Services Internet
Sales Business Development