Director, Specialist Sales, SME Solutions UK&I

MasterCard; London; On-site; GBP 60,000 - 100,000; Full time

Job description

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, Specialist Sales, SME Solutions UK&I

Overview:
The Director, Specialist Sales is dedicated to the UK&I division and drives commercial success and market penetration of our products and solutions in their market. This role sits at the intersection of sales, product management, and customer engagement, ensuring that our solutions meet local market needs while aligning with global and regional business objectives. This role will have a dotted line reporting into the Director, Customer Solutions Architect in the Customers Solutions Center in the UKI to ensure customer centricity and combine products into holistic customer propositions.

As a Director, Specialist Sales, you are a sales-driven professional with a deep understanding of local market dynamics, customer needs, and SME product positioning. You will work closely with Account Management and Business Development teams, SME regional product managers, Customer Solutions Center in UKI, and key market stakeholders to develop and execute go-to-market strategies, drive volume and revenue growth, and ensure customer satisfaction.

Key Responsibilities:

1. Sales & Revenue Growth: Drive sales of SME products, solutions, and related services and initiatives within the market, in line with GDV and revenue targets.
2. Adapt and localize solutions and go-to-market approaches to ensure alignment with local market needs, regulatory requirements, and customer preferences, maximizing relevance and commercial success (e.g., Business Bonus localization, partnerships).
3. Proactively identify growth opportunities by analyzing market trends, customer needs and performance, and competitive dynamics, and drive strategic initiatives to execute on the SME agenda, ensuring sustained business growth and expansion and market leadership.
4. Customer Engagement: Customer relationships are primarily owned by Account Managers and Business Development (BD) teams when an existing relationship is in place. However, the SME Director, Specialist Sales, always working in alignment with the Account Manager and BD teams, is expected to actively engage with both clients and prospects to drive conversations and initiatives that advance the SME agenda, ensuring strategic priorities are effectively executed in the market.
5. Own the end-to-end pipeline management, ensuring full accountability for tracking, execution, and delivery of opportunities including SME portfolio optimization opportunities, portfolio acquisition (new-to-SME, flips), as well as defensive strategies (deals renewals, RfPs, etc.).
6. Own the tracking and performance analysis of key KPIs, ensuring alignment with business objectives, identifying gaps, and proactively implementing actions to drive continuous improvement and sales effectiveness.
7. Collaboration with Internal Teams: Work cross-functionally with Mastercard Sales, Services, account management, Marketing, and product teams to ensure successful product launches, sales enablement, and continuous market adaptation.

Required Skills:

1. Master's Degree/Business or Engineering School.
2. Account management skills and/or sales experience.
3. Strong expertise in the payment industry on issuing, acquiring, consumer and corporate sides. Payment Industry experience, SME sales experience would be desirable.
4. Proven ability to develop and successfully implement quantifiable business plans.
5. Strong track record of achievement in a sales position.
6. Previous experiences in specialized sales, corporate banking, and/or consulting.
7. Ability to work with many people with different backgrounds in complex organizations.
8. Entrepreneurial mindset with ability to make things move forward.
9. Analytical skills combined with operational experience.
10. Fluent in English, at least one additional language desirable.

Corporate Security Responsibility

All activities involving access to Mastercard assets, information, and networks come 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;
• Complete all periodic mandatory security trainings in accordance with Mastercard’s guidelines.