MANAGER, ACCOUNT MANAGEMENT - CARACAS
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. Job Title Manager, Account Management Overview • Responsible for setting sales strategies as it relates to customer accounts that are aligned with geography strategy and achieving sales goals that drive market share, volume and revenue growth. • Leads and manages existing customer relationships, and works to identify opportunities and customer needs in the core business/ new flows/ digital/ • Partners with customers to deliver customized solutions and comprehensive consulting support. • Responsible for pipeline management at the account level. Role • Design, develop and lead the accounts strategies and business by understanding, knowing and anticipating payments industry trends, players, products, technologies, etc., delivering strong commercial execution and partnership with the accounts, leveraging MasterCard´s products & services value proposition to manage account´s pain points at a strategic level, with a short and long term vision, by understanding their competitive advantage, value proposition, strategy and milestones. • Increase MasterCard relevance (share and P&L participation) in the accounts business through negotiations at Senior Management level, setting with them the business strategy in the mid to long term view, understanding and influencing customers’ end-game and roadmap, as well as influencing trends and strategic decision of the accounts. • Increase MasterCard footprint in the accounts by identifying new business opportunities within traditional MasterCard solutions and beyond, negotiating at Senior Management level to obtain approval and sponsorship to develop such opportunities. • Lead cross functional teams (Marketing, Products, Customer Delivery, CIS, Services, etc.) to manage and deliver on transformational projects with mid to long term financial impact, managing, leading and coaching a sales team, including handling responsibilities of administrative processes (SIP, performance review & feedback, etc.). Lead teams on his/her responsibility • Design, develop and manage business solutions for the accounts that will serve to identify and solve the accounts needs through deep understanding of MasterCard value proposition, and by continually challenging MasterCard´s planning, decisions and initiatives. Strengthen internal requests by aggregating cluster accounts needs and opportunities, to provide leverage to and liaison with accounts strategy and vision. • Responsible for cluster accounts P&L performance (business drivers and revenue lines) and profitability (margins), setting forecast and business drivers projections, ensuring accounts performance to meet annual targets, understanding MasterCard financial and administrative processes and policies, but continually challenge internal status-quo in favor of a more customer oriented organization, supporting accounts in selling services through expert level of one or more services tracks (Processing, Fraud, etc.) as well as in depth knowledge of BAU MasterCard solutions/products to ensure commercial execution. • Manage, lead and align sales and functional teams including resources in other geographies to develop an integrated strategy for customers that have regional presence. Lead teams on his responsibility through ensuring performance, development, coaching and growth, tracking and managing the team to make sure they accomplish the objectives and grow within the company. • Active engagement and alignment in the definition and execution of the market transformation strategy ( MasterCard playing a more relevant role in the value chain ) All About You • Bachelor's degree or equivalent experience. Master's degree is a differential. • Experience in complex sales positions, business development and strategic account management preferably within the financial services or retail banking business (credit card industry preferred) • Leadership and Team work skills o Customer oriented o Communication effective o Strong relationship management skills o Sales and marketing knowledge o People management o Analytical o Conceptual thinking o Conflict resolution o Bank or Financial services industry experience (credit card, retail banking experience preferred) o High-level negotiation skills o Influencing others o Language of the customer o Problem resolution o Strategic planning o Negotiation capabilities for large size deals o Multitask skills' o Manages people well and builds high performance teams o Dynamic, energetic and withstands hardship and stress o Acts with a sense of urgency o Has credibility with multiple constituencies o Demonstrate executive presence o Possesses external credibility. Due to COVID-19, most of our employees are working from home. We’ve implemented a virtual hiring process and continue to interview candidates by phone or video and are onboarding new hires remotely. We value the safety of each member of our community because we know we’re all in this together. 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. If you require accommodations or assistance to complete the online application process, please contact email@example.com and identify the type of accommodation or assistance you are requesting. Do not include any medical or health information in this email. The Reasonable Accommodations team will respond to your email promptly.
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