Vice President, Account Management (Merchants & Commerce)

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

Vice President, Account Management (Merchants & Commerce)

Segment Lead

The segment lead is accountable for developing and executing the strategy for their segment (e.g. Merchants & Commerce) in order to drive revenues and deepen relationships with that segment across the region. This individual will be accountable for the segment P&L.

The segment lead acts liaising with global, regional and local teams to identify market trends and customer needs leading to development of relevant value propositions for their segment.

The role also align on strategy, value propositions, and import and export any well-constructed deals to/from other regions.

Key Responsibilities

Own and execute segment strategy

Drive an understanding of the segment value chain, customers, end consumer needs and market dynamics to position Mastercard as a strategic partner in this segment

Own the development and execution of the segment strategy for the market , working in close collaboration with products and services organizations and all other cross functional partners.

Identify Mastercard and relevant third-party products or solutions that will address the needs of the customers; identify gaps in value propositions and partner with products and services to develop relevant solutions or identify relevant third-party partners to develop the appropriate value propositions

Can interact with clients directly, especially for C-level discussion, in partnership with relevant account managers and business development managers, as required

Partner with Business Excellence team to identify opportunities

Review key customers on criteria of customer success to understand learnings from launch of value propositions. Also, identify key criteria to drive better uptake of value propositions

Identify relevant KPIs (P&L and customer success) for the segment and manage reporting against annual objectives

Accountable for the delivery of segment revenue targets, continuous improvement in Voice of Customer as well as budgeting, forecasting and financial reporting for segment

Provide interconnectivity in segment activity

Provides strategic leadership to market segment account and business development managers

Provide best practices, knowledge sharing, and an archive of most applicable segment end-to-end solutions that can accelerate client value propositioning at a market level; share strategy insights and approach for the segments in each of the markets

Collaborate with the Customer Solution Centers (CSC) and the product and services teams to take commercially ready solutions and acquisitions to segments as well as leading these organizations in developing compelling, segment specific value propositions to position MasterCard for continued revenue growth and share gains.

Multi-market and emerging customers

Own business development and account management (incl. account planning, cross-selling and quarterly business reviews) for a portfolio of multi-market customers end-to-end,

Engage with Finance to define deal frameworks which ensure the competitiveness of Mastercard’s product and services in alignment with country and regional goals; drive business case development & ROI analysis for new investments

Required Skills

Deep knowledge of Merchants & Commerce segment's dynamics and its value chain

Strong understanding of industry trends and market intelligence within segment

Ability to quickly understand customer needs and translate them into business development opportunities for MasterCard

Good understanding of relevant Mastercard products, services, and solutions

Ability to link market developments to implications on Mastercard products and services

Strong analytical, deal management and financial understanding

Strong negotiation skills with a proven track record in delivering commercial performance

Exceptional stakeholder management skills

Solid leadership and cross functional team management experience, with a proven ability to influence and motivate others to achieve objectives

High energy, strong people leadership, experience in leading diverse teams

KPIs

Market segment P&L and revenue growth

Share of services in the segment P&L

Cross-sell ratio

Segment market share

Segment’s Voice of Customer results

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: