Director, Business Development - Travel & Entertainment

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

Director, Business Development - Travel & Entertainment

Purpose of the Merchant Development Team
The Merchant Development group’s mission is to develop and strengthen MasterCard’s Enterprise level proposition across key industries: retail and travel across the broader spectrum of merchants (from SMEs to strategic) in close collaboration with the regional teams.

The key area of responsibilities for the overall group is business development across the industry verticals and building/ deepening relationship with key regional merchants. The team will focus on deploying initiatives identified as being high priority in delivering MasterCard (MC) goals, including:
• Positioning MC as strategic technology partner, critical to profitability/ growth of business
• Deepening relationship with key Travel & Entertainment merchants, building a holistic engagement
- Strategic partner for the customers to solve their pain points and help deliver on their strategy
• New regional partnerships and strategic initiatives
• Development of scalable sales/value propositions across industries to drive revenues

Purpose of the Job
The role’s responsibility is to drive account management for key Travel & Entertainment clients, and as a result driving growth in MasterCard revenue. The incumbent will be responsible for cross matric collaboration and exercising leadership in driving MasterCard business with KPIs across volume, core revenue, cross sales revenue and strategic initiatives. This role will be based in Dubai

Role
Key Responsibilities
• To provide merchants/ customers with compelling business proposition, based on data-driven intelligence and analytics
- Own and drive strategic account plan with customers to enable their growth and embed MA assets
o Budgeting, forecasting and financial reporting for the defined group of key global clients
o Responsible for reviews of the overall performance of the defined group of key Travel & Entertainment clients, and for managing the relationship and profitability
o Lead multiple projects across the markets in collaboration of country teams, quickly grasp new ideas and simplify strategy into specific actions with clear accountability and roadmap
o Responsible for all administrative and operational issues for the target customer set

• Identify and develop new opportunities with key Travel & Entertainment Merchants, to increase MasterCard share and volume, as well as developing new revenue streams
o Identify and analyse new opportunities within the assigned set of accounts and assist in the development of end to end solutions from both a technical and business perspective. Leverage in-depth knowledge of Strategic merchant solutions and payment eco-systems. Dependent on merchant need and geographic presence.
o Develop financial modelling and business cases for identified opportunities
o Work with MasterCard cross functional teams to identify new segment and product opportunities and develop/ execute bespoke propositions to maximize penetration with travel merchants/ industry
o Project sponsor initiatives – from concept through to implementation including the commercials, solution creation, contracts, project and stakeholder management.
o Responsible for the deliverables for defined group of key Travel & Entertainment clients, in collaboration with the Country teams
o Create and develop executive calling plans
o Responsible for reviews of the overall performance of the defined group of key merchants.
o Responsible for all administrative and operational issues for the target customer set
o This person will take on responsibility for competitive monitoring and value chain analysis, liaising with the product teams to develop sales toolkits and other content and material, as well as providing key input into strategy and product development.
o Ownership of developing account plans and ensure they are adhered to.

All About You
• Strong expertise of working in Travel/ Digital industry (consulting and/or industry experience)
o Preferably gained both within industry and from a top 5 management consulting firm
o Complex “strategy through execution” projects; strategy in general but also sales and operations projects/change management/business transformation
o Proven success of Development of new business/ start-ups
o Successful business model innovation
o International experience/ experience working with global brands
o Track record of building and growing complex partnerships
• Payment industry experience/ understanding of payment and information flows along TE value chain
• Experience of developing new consumer propositions within payments, loyalty and digital
• Results driven, entrepreneurial and a proactive self-starter, requires minimal supervision.
• A high level of business acumen and thought leadership is required
• Strong track-record for engagements at C-Level
• Long-term strategic view mind-set
• Strong leadership, interpersonal and communication skills
• Must encourage teamwork, integration & inclusion
• Experienced strategic sales leader

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, and

• Complete all periodic mandatory security trainings in accordance with Mastercard’s guidelines.