Principal, Business Development, Services - West Africa Lead at MasterCard

Overview

• The Advisors Business Development team is a key differentiator for Mastercard, providing the cutting-edge services that help our customers grow. Focused on thinking big and scaling fast around the globe, this agile team is responsible for end-to-end solutions for a diverse global customer base.
• Centered on data-driven technologies and innovation, these services include payments-focused consulting, loyalty and marketing programs, Test & Learn experimentation, and data-driven information and risk management services. Client verticals include Financial Institutions, Retail & Commerce and Digital Partners, Governments, and many others.

Role

Principal role responsible for driving revenue and leading the West Africa Anglo countries (Nigeria, Ghana, Liberia, Sierra Leone, and Gambia). Manages a team who works with Mastercard account teams and clients, and who helps ensure effective delivery of all engagements across the cluster.

• Responsible for developing and delivering our in-region sales strategy and directing all business development for with direct revenue responsibility
• Deliver against aggressive sales goals
• Act as a Player-Coach with expectation to travel extensively to help selling process and coach team
• Be capable of developing and maintaining relationships with customers at the most senior levels
• Strong communication and influencing skills, should be a compelling presenter to senior client audiences and able to influence large deals
• Excellent problem solving and analytics skills and should be able to go head-to-head and influence internal stakeholders and customers alike with fact-based thinking
• Will serve as the face of Services at Mastercard to senior level client stakeholders, including c-suite
• Will partner with internal leadership to develop a plan for Services to support their strategic imperatives
• Facilitate the implementation of strategies and action plans which, in turn, will act as a link between customer needs and Mastercard resources
• Build, recruit, manage, develop, and coach a team responsible for each different customer’s business opportunities to increase revenue, share and volume
• Partner closely with all product teams to ensure customer needs and product innovations align with development road maps
• Partner closely with Advisors Client Services and Finance teams to drive and actively track delivery and revenue
• Translate objectives into key hypotheses and structure work for large/complex projects or ill-defined problems

All About You

• Strong commercial drive with ability to build and monetize senior client relationships based on empathy, thought leadership and subject matter expertise
• Strong consulting and / or data driven solution selling background
• Strong networker across relevant stakeholder base with the ability to listen, build common ground and influence to effectively advance business opportunities and generate revenues
• Proven track record of progressively complex sales and strategic account management experience within the financial services sector; payments industry experience is preferred
• Demonstrated successful account management experience
• Revenue management and P&L experience
• Successful conflict resolution experience
• Goal-setting abilities, along with strategic planning and succession planning experience
• Top-level sales skills (internally and externally) combined with strong negotiation capabilities required for large deals
• Undergraduate degree required, MBA preferred