Director, Account Management - Kenilworth at Mastercard

Title and Summary

Director, Account Management

• Partner with assigned customers to achieve specific business goals that jointly drive market share, volume and revenue growth.  
• Focus on the delivery of customized payment solutions and comprehensive consulting support, while leveraging MasterCard’s strong brand, technology, operations and risk platforms to deliver bottom line results to customers.

Major Accountabilities: 

• Analyze member business opportunity to increase volume, volume share and mail share.  
• Coordinate and integrate business development, advertising, marketing and product management activities with members and internal MasterCard contacts to identify new business opportunities and product ideas.  
• Communicates and consults with members regarding product knowledge and card industry knowledge.  
• Analyze member’s business through profitability modeling, financial forecasting, and competitive analysis.  
• Implement long-term strategies and tactics for members to increase member's profitability. 
• Delivers issuer solutions which enhance mutual profitability. 
• Deliver on marketing strategies and sales targets for products/services sold against member's business objectives. 
• Deliver on long-term strategies and tactics for members to increase member's profitability
• Negotiate win-win product and service agreements.
• Deliver against sales targets for MasterCard products & services and net revenue targets from new and existing business
• Design specific strategies that deliver customized solutions for the business that drive profit, revenue growth and value creation for both MasterCard and the customer
• Collaborate with the customer to establish and execute annual business plans and quarterly review sessions to establish, monitor and report progress against joint objectives
• Negotiate, execute and manage the customer agreement process, ensuring global linkage of resources and information sharing
• Develop and implement sales plan designs to include business development, advertising, marketing and product management activities with customers, prospects and internal MasterCard contacts 
• Analyze the customer’s business through profitability modeling, financial forecasting and competitive analysis 

Support SA Merchant relationships

• Identify key merchant relationships across South Africa territory;
• Build senior level relationships at COO/CEO level with key merchants; acting as a key influencer in regulatory discussions and industry bodies such as SARPIF;
• Build a detailed knowledge of all regulatory issues touching on the retailer space, particularly an “own brand” retailer payment scheme and interchange
• Responsible for business development of all South Africa Merchant relationships
• Analyze business opportunities to increase volume and share. Implement both short and long term strategies and tactics to increase profitability.
• Implement Commerce Development solutions that improve revenue generation and enhance mutual profitability
• Leverage all MasterCard assets and product management resources to deliver exceptional merchant value.
• Visit key Merchants on a regular basis, expect to spend 50% of time out of office.  Note that SA’s largest retailers and retailer bodies are located in Cape Town (a 2 hour flight from Johannesburg)

Experience Required: 

• Extensive account management/sales experience within financial services. 
• Must integrate knowledge across disciplines (i.e. Marketing, Operations, and Advertising).
• Payment services product knowledge (credit, debit, pre paid, etc.) 
• Excellent data analysis skills
• Market and industry knowledge with strong presentation skills. 
• Effective influence management and consultative selling skills; able to achieve results with little   direct authority over resources. 
• Proactive personality; demonstrated persistence in resolving issues and developing opportunities.

Education: 

• Relevant Degree or Diploma