We are the global technology company behind the world’s fastest payments processing network. We are a vehicle for commerce, a connection to financial systems for the previously excluded, a technology innovation lab, and the home of Priceless®. We ensure every employee has the opportunity to be a part of something bigger and to change lives. We believe as our company grows, so should you. We believe in connecting everyone to endless, priceless possibilities.
Job Title
Director, Acceptance Business Development – Sub-Saharan AfricaThe role is a people manager role contributor role requiring the candidate to be a self-starter and be able to function independently using high levels of relationship management skills.
A key prerequisite is being able to manager a virtual and diverse team across multiple geographies
The role demands capability to operate at a strategic and operational level and work with high levels of empowerment and accountability.
Direct accountability and responsibility for managing and driving acceptance traditional and non-traditional – digital in Kenya and Ethiopia.
Overview
• Grows acquiring volume and revenue by identifying and pursuing opportunities with new or existing customers/markets across SSA
• Focuses on growing market share, market acceptance, the number of customer touch points, and MasterCard’s regional footprint
• Sets sales strategy aligned with geography and segment strategy including pipeline management at the segment level
• Responsible for managing a virtual team of Acceptance Business Development leads across the SSA clusters
Responsibilities Include
• Lead the development of SSA Acceptance Strategic Vision – with a focus on Traditional Acceptance including but not limited to Inbound XB hotspots and Ecommerce Development. Including direct accountability and responsibility for Kenya and Ethiopia.
• Develops and manages the acceptance sales pipeline, coordinating with product development and account management teams
• Construct the annual acceptance plans to achieve business performance on agreed metrics including GAV, Revenue, Acceptance footprint metrics like new merchants, categories, terminals and quality, operational efficiency. The West Africa market is a high focus market for Inbound XB and hence the role will also require a strong focus on being able to develop Inbound XB Acceptance Corridors, Hotspots and Key Partnerships across West Africa
• Own execution to deliver the strategic vision and annual plans for acceptance.
• Be able to influence and drive a set of cross-functional teams. This includes working directly with external stakeholders like acquirers, key merchants, gateways; payment facilitators, aggregators, Fintech companies and business partners / vendors, Third Party Providers TPPs
• Engage with internal MasterCard cross functional teams Network, Customer delivery, Emerging payments, Account management, Corporate product & sales, Country teams to progress the acceptance agenda
• Leverage acquirer relationships as extensions of MasterCard to sell MasterCard products and services to enhance stickiness and drive value for MasterCard
• Create opportunities for furthering MC Brand, advocacy of cashless, monitor & track competition.
• Support the SSA Market Development Lead in achieving parity for Mastercard domestically and cross border including digital.
Major Accountabilities:
• Drive thought leadership, with demonstrated acquiring/payments business understanding, preferable relevant expertise and be able to relate to merchant acceptance.
• Support development and implementation of long and short term strategies for expanding acceptance across consumer & corporate payment verticals – includes acceptance footprint, adoption and usage across traditional & non-traditional acceptance
• Identify existing trends, adopt and proliferate relevant new technologies, MIS reporting
• Self-starter, achieve pre-set business targets in coordination with country and other cross functional units.
• Keen problem solver – ability to identify problems, analyze and fix permanently. Lead an e2e Problem Resolution & Satisfaction approach.
• Provide merchant & acquiring members “voice” within MasterCard; manage acquirer satisfaction, negotiate acquirer and processor support of MasterCard products, services and strategic initiatives.
All About You
Qualifications Required:
• Good working knowledge and understanding of the payments industry with a focus on acquiring and merchant acceptance
• In depth experience of executing and managing business development strategies for large or complex countries/ regions/industry verticals
• Sales and business development – experience within the acquiring / acceptance space including merchant acquiring will be an advantage
• An understanding of Consumer & Corporate products and services Consumer cards & Corporate cards, experience in payments & acquirer relationships preferred
• Strong Commercial and Business acumen, numerical abilities & financial acumen, comfort in working with numbers, P&L, developing business case models. Detail oriented
• Negotiation Skills, Solution design and Presentation skills
• Requires familiarity with the breadth of MasterCard products and services to support acquirer and processor daily activities, education and sales training.
• Requires an in depth knowledge of the operational capabilities of acquirers/processors and their organizational goals, objectives and vision.
• 10 + years of relevant experience in acceptance / payments / technology / banking verticals
• Relevant tertiary qualifications.
• Strong people leadership experience
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.
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