Director Business Development West Africa at MasterCard

Role

Working in direct collaboration with our Account Management colleagues that manage/own customer relationships, the B2B Regional & Global product teams, Data & Services and other cross functional teams, the successful candidate will

• Grow, maintain, convert, and track a healthy pipeline of Large Market/B2B opportunities across all issuers, including new players in this space. Meet and exceed KPIs on Pipeline Value, Conversion rate, time-to-revenue and Y1/Y2 revenue.
• Support issuers through the LM/B2B journey by clearly and simply articulate the value MC can bring both around Product, D&S and other Services capabilities (Cyber & Intelligence, New Payment Platforms, etc.).
• Bring to bear the entire Mastercard capability set, across all functions, to close out deals
• Create, drive, and win deals with Financial Institution (FI) partners (for both card & invoice led flows) and own the response to RFPs when required
• Take responsibility for training the sales teams inside the FI partners and supporting their ongoing product knowledge development to enable them to sell into their customer base.
• Where it is optimal, undertake Direct -to-Corporate (D2C) activities, working directly with Large Market/Mid-Market corporates that have significant procurement activity. Assist them in identifying pain points in their procurement processes, articulate solutions that leverage Mastercard platforms & products and have them make the brand decision in favor of Mastercard. Once that is done, then in discussion with Regional B2B Head, take these prospective LM/MM corporate customers to Issuers/FI partners in a completely agnostic manner and help them make decisions around which partners to go with.
• Own deal implementation & go-live in partnership with B2B Program Managers where available or directly interface with TAMs to drive implementation of deals
• Develop and manage a Commercial BD events schedule

KPIs

• GDV
• Net Revenue
• Pipeline size & conversion of pipeline deals
• Deal activation rates
• Other strategic & tactical KPIs that may be added from time to time

All About You

• Good knowledge of the Commercial Large Market segment and it’s AP/Procure-to-Pay and AR/Order-to-Cash cycle pain points
• Working knowledge of the Commercial Card / Transaction Banking industry with a demonstrated experience in sales/product/customer management in these businesses.
• Self-motivated with a demonstrated track record of success
• Ability to interact with external clients
• Successful salesperson with ability to generate and follow up on leads independently
• Good communication skills and active participation to contribute to team settings
• Proactivity, curiosity to learn and eagerness to innovate
• Demonstrated success in commercial management/relationship roles with a strong track record of success
• Superior interpersonal and communications skills and an ability to bring together internal and external stakeholders to create solutions for customers and have them implemented.
• Experience in identifying strategic opportunities and of managing multiple stakeholder projects.