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Job Title:
Director, Business Development Co-brands, The Americas
Overview:
Overview:
• The co-brand business development team is responsible for driving Mastercard market share by successfully winning new co-brand deals (new to market and flips from competitive networks) and supporting renewal of existing co-brand deals for Mastercard.
• This role will be primarily focused on securing traditional consumer credit and small business co-brand programs through RFP and pitch presentations; however, a successful candidate will be able to flex to support fintech co-brands, debit or prepaid co-brands and programs with enablers (program managers, processors).
• The team works across functions within Mastercard (issuer, merchant, marketing, D&S, finance, legal) to bring the best of Mastercard to our potential partners. The role is goaled on driving new revenue and GDV for Mastercard and selling relevant bundled services to support partner success.
• The person in this role will:
o Sell Mastercard’s “Why Co-Brand” and “Why Mastercard” story to key prospects and renewals
o Collaborate with internal and external teams to win new business
o Create persuasive presentation documents and other mediums that showcase Mastercard’s capabilities and align MA capabilities with partner needs in a customized and relevant manner
o Respond to co-brand RFP’s (written long-form or questions) and partnership engagements (PPT and digital demos)
o Work with internal stakeholders and agencies related to co-brand pitches and the supporting partnership engagement approach.
o Develop compelling financials offers that support the partnership and secure the deal while maintaining the best possible return for MA.
o Negotiate and execute mutually beneficial contractual terms.
o Align with key industry contacts (consultants, issuer account managers, merchant account managers, etc.) to support Mastercard winning
Role:
o Sell the Mastercard co-brand story into potential co-brand partners including custom creative solutioning for partners and bundling of services assets as relevant.
o Lead deal efforts in key co-brand industry verticals (primarily traditional verticals of travel, retail, digital): Respond to RFPs and create and deliver supporting partnership engagement materials through in-person/virtual conversations.
o Run financial models, work with issuer, merchant and finance teams to develop a financial offer. Recommend deal terms for partnership/commercial agreements with potential partners and assist in negotiating in line with Mastercard’s strategic priorities, revenue and profitability targets.
o Collaborate with appropriate Mastercard business partners in Finance, Global Products & Solutions, Data and Services, Marketing, Law & Franchise, Issuer and Merchant Account Teams, etc. to execute deals and ensure cross-functional alignment and maximum support, while setting future partnerships up for success
o Cultivate external relationships with prospects, consultants and BD teams to inform sales pipeline and process.
All About You:
• Team player with can-do attitude and ability to work in diverse team environments
• Sound and mature business judgment with established strategic/conceptual thinking and strategic planning skills.
• Ability to be flexible and work with unknowns.
• Excellent project management skills, with strong problem solving, analytical, writing, quantitative communication and organizational skills
• Selling skills:
o Strong influencing and negotiation skills
o Ability to think from the perspective of the customer
o Sharp business acumen
Possess excellent relationship management skills:
• Internal advocate for customer account to ensure organization is responsive to needs of client
• Effectively builds business partnerships with internal customers, proactively and as part of deal process
• Builds consensus with others to gain cooperation
• Develops and leverages key relationships
• Understands the diverse needs and objectives of various stakeholders
• Knowledge of credit card business; experience in co-brands or similar card partnership development is preferred
• Demonstrated cross functional knowledge of card business, i.e. marketing, operations, risk. Can effectively represent Mastercard and its assets with external partners
• Financial modeling and analytical capabilities
o Bachelor’s degree required.
