Our Purpose

　　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.

　　Title and Summary

　　Director, Business Development, Commercial Solutions, North Asia

　　Director, Business Development, Commercial Solutions, Japan (North Asia)

　　Overview

　　Driving commercial payment growth including T&E, B2B and G2B payments in Asia with new customers is amongst our highest priorities and greatest opportunities. Deepening our participation in carded commercial POS and online T&E flows and B2B accounts payable flows is essential to realizing our ambitions in capturing new payments flows.

　　While the opportunity is significant, these are new areas for us that will require new product offerings and go-to-market strategies, informed by the input and active participation of our customers who are most focused on this space, while also building new capabilities and relationships needed to increase revenue growth.

　　Mastercard is creating a new global business development team in Asia to drive our expansion into carding of yet uncarded T&E payments and business-to-business payments in the MNC, Large & Government segment. Solving for their payment needs across the procurement cycle with current and future platforms and products and making our multi-rail vision a reality for B2B payments.

　　The Director, Business Development, Commercial Solutions, Japan (North Asia) position is responsible to deliver new or incremental GDV & Net Revenue KPIs for their market. The role will be based in Japan.

　　Role

　　Working in direct collaboration with our Account Management colleagues that manage/own customer relationships, the Customer Solutions Centre (CSC), the B2B Regional & Global product teams, Data & Services (D&S) and other cross functional teams, the successful candidate will:

　　• Lead the strategy to grow, and track a healthy pipeline of Large Market, Government T&E and B2B commercial payments opportunities across all issuers in the market.

　　• Support issuers through the commercial solutions journey by clearly and simply articulate the value MC can bring around Product, D&S and other value added services (Cyber & Intelligence, New Payment Platforms, etc.)

　　• Undertake Business Development activities by working with MNC, Large and Government organisations that have significant procurement activity. Assist them in identifying pain points in their procurement processes, articulate solutions that leverage Mastercard platforms & products and secure their commitment towards a Mastercard powered solution.

　　• Own deal implementation and go-live in partnership with Issuer and Mastercard account manager for the Issuer

　　• Co-create, drive, and win deals with Financial Institution (FI) partners (for both card and invoice led flows) and own the response to RFPs

　　• Build a strong pipeline of large buyers and a solid network of C-level contacts within those organisations through combination of identified channels

　　• Create and track progress of pipeline opportunities consistently, through a disciplined approach of leveraging Sales Force.

　　KPIs

　　• GDV

　　• Net Revenue

　　• Pipeline size & conversion of pipeline deals

　　• Deal activation rates

　　• Other strategic & tactical KPIs that may be added from over time e.g. selling value added service

　　All About You

　　• Good knowledge of the Government and Commercial Large Market segment and its Account Payables/Procure-to-Pay and Account Receivables/Order-to-Cash cycle pain points.

　　• In-depth experience executing and managing business development strategies for large or complex clients/industry verticals.

　　• Strong working knowledge of the Commercial Card / Transaction Banking industry, specifically in Japan, with a demonstrated experience in sales/product/customer management in these businesses.

　　• Demonstrated success in selling commercial card and other T&E payment solutions to large corporates, government and TMCs

　　• Track record in achieving business development targets and building customer relationships.

　　• Strong network in the government and large client space and prior experience in engaging CXOs of large companies

　　• Successful salesperson with ability to generate and follow up on leads independently.

　　• Good communication and value driven presentation skills with experience in deal negotiation

　　• Proactivity, curiosity to learn and eagerness to innovate.

　　• Superior interpersonal collaboration & communications skills. 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.

　　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, andComplete all periodic mandatory security trainings in accordance with Mastercard's guidelines.