Manager, Account Management

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.

Title and Summary

Manager, Account Management

Overview:

- This position offers the opportunity to manage all aspects for a number of key accounts throughout the Andean & South Cone Region.
- 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.
- Partners with customers to deliver customized solutions and comprehensive consulting support.
- Responsible for pipeline management at the account level.
- Partners with customers’ operations teams, MC CIS & CD teams to help understanding of technical requirements to conduct day to day business.
- The position requires a self-motivated, commercially pragmatic, business developer with strong relationship management and influencing skills to partner with customer & Mastercard cross functional teams to create and implement impactful payments programs that maximize segment penetration & drive Mastercard and bank revenues.

Role:

- Delivers against sales and net revenue targets (P&L)
- Develop, maintain and execute annual account plans and objectives.
- Maintain primary responsibility for managing the relationship and profitability of target customers.
- Develop strong working relationships with key influencers at customer banks and with Mastercard support teams.
- Maintain existing and develop new business building relationships.
- Identify, develop and implement opportunity to enhance and/or to contribute to overall Caribbean strategy and business results.
- Manage contractual commitments and obligations resulting from long-term partnership commitments.
- Design and implement programs that have positive impact on customer loyalty.
- 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.
- Heavily involved with 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 accounts’ sales teams, 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.

All About You:

- Strong sales background and track record of lead generation
- This position requires a Bachelor's degree (Master's preferred)
- Excellent oral and written communication skills in English, Spanish a plus
- Experience in complex sales positions, business development and strategic account management
- Be able to create proposals, look for products & solutions with mínimal information, support & direction. In other words, identify client needs without the bank providing documentation, details and even sometime direction.
- Able to manage ambiguity: Comfortable with uncertainty and risk. Adapt to change.
- Analytical: bookkeeping and deal / incentive program management of these accounts are crucial in order to drive results.
- Be comfortable to be heavily involved with the bank’s Operations, IT & Jr line management in order to execute products & day to day business.
- Negotiation Skills very developed: These accounts require: Preparation, Active Listening, Emotional Control, Verbal Communication, Collaboration and Teamwork (no direct reports, tons of people to influence), Problem Solving, Decision Making Ability.
- Leaders