Director - Business Development - Merchant and Commerce, South Asia

Location: Gurgaon / Bangalore

Purpose of the Merchant & Commerce Team :

The Merchant & Commerce team is responsible for developing the merchant partnerships in key segments including Airlines ,Hotels , Retail , Bill Payments and develop Merchant & Commerce infrastructure in South Asia and managing relationships with Non FI players like payment facilitators and other service providers in South Asia .The key areas of responsibilities for the team are to build & deepen relationships with merchants , acquiring partners and drive agreed strategic imperatives and business development initiatives for the these partners across industry verticals.

These imperatives will include:

- Positioning MC as their strategic technology partner, critical to profitability/ business growth

- Enhancing relationships with key merchants ,acquiring partners, ensuring holistic engagement(s) at all levels and driving flawless execution with robust governance processes

- Building and executing commercial partnerships and strategic initiatives

- Developing scalable value propositions and ecosystems across the different verticals that drive partners and Mastercard KPIs (revenue, new consumers, new flows, transactions etc.)

- Providing Thought Leadership internally and externally

Purpose of the Job:

This position leads the development of merchants and commerce and management of the assigned merchants and Non -FI partner relationships in South Asia. The position reports to the VP, Business Development-Merchant & Commerce, South Asia.

The Manager, Merchant & Commerce has the responsibility for managing MasterCard's Merchant & Commerce function in India and South Asia with the primary focus on deepening MasterCard's relationships with key stakeholders of the Merchant & Commerce ecosystem, and broadening MasterCard's Merchant & Commerce footprint across all channels including face to face, online and mobile.

The individual will need to establish new partner / vendor/ enablers with capabilities to sustain MasterCard's competitive advantage and tracking performance against key objectives. This individual will have the responsibility for establishing and maintaining strong business relationships with merchants , PSPs, payment facilitators, wallet providers, MPOS providers and merchants in the region.

The role will involve overseeing the development and implementation of card Merchant & Commerce strategies to grow the penetration of electronic payments in designated merchant segments to drive the increase of MasterCard acquiring volumes via merchant initiatives and projects that will grow revenue.

Key Responsibilities :

- Manage relationships with , Key merchants & PSPs to ensure open dialogue, manage day to day business, identify opportunities, enhance business opportunities.

- Proactively identify and address Merchant & Commerce barriers and pain points - develop models and frameworks in order to create new solutions (e.g. Pricing, Franchise, Compliance, Legal,) that can help to overcome Merchant & Commerce friction.

- Development & adoption of emerging payments products like QR based payments & NFC based payments and explore partnership opportunities with payment facilitators, wallet providers, and mPOS providers to increase Merchant & Commerce footprint.

- Growth of reported and processed acquiring volumes, gross and net acquiring revenues and share of acquiring volumes from new sectors/verticals.

- Identify product synergies/sales opportunities that support relationship development and MasterCard revenue growth (i.e. value add capabilities such as marketing, product, processing, Advisors, Master Pass, Contactless, etc.)

- In collaboration with issuing-side account managers and marketing, identify opportunities to jointly develop POS spend initiatives.

All about you:

- Significant experience in India in the merchant / acquiring space in business development- both strategy and execution.

- Good knowledge of electronic payments industry, trends, Merchant & Commerce landscape, acquirer economics and value chain; good awareness of digital payments and convergence trends/technologies in the retail payments business; experience in digital payments will be a strong plus.

- Track record of building effective product value propositions working either on the cards issuance or acquiring side of the business; alternatively the candidate must have a strong track record in Client Account Management, managing Issuers or acquirers.

- Strong team player, ability to collaborate with peers and proven ability to work in a matrix organization.

- Strong verbal and written communications skills

- Established track record achieving quantitative targets and building business relationships

- MBA or other advanced degree in economics or other quantitative field.

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