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Group Relationship Manager (Strategic Accounts)

Mastercard

This is a Full-time position in Nairobi posted October 8, 2019.

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We are the global technology company behind the world’s fastest payments
processing network. We are a vehicle for commerce, a connection to financial
systems for the previously excluded, a technology innovation lab, and the home
of Priceless https://www.priceless.com/ ®. We ensure every employee has
the opportunity to be a part of something bigger and to change lives. We
believe as our company grows, so should you. We believe in connecting everyone
to endless, priceless possibilities.

Job Title

Group Relationship Manager Strategic Accounts, AfricaPurpose of the Digital
Partnerships Team
The Digital Partnerships team is responsible for managing relationships with
Digital Partners across Middle East and Africa with a focus on Telco’s Mobile
Network Operators, Digital Merchants including but not limited to Online
Market Places and On Demand Services including Large Digital Giants and Key
Digital Activity Players.

The key areas of responsibilities for the team are to own and drive the
Strategic Imperatives and Business Development initiatives for the Digital
Partners across the industry verticals including building/ deepening
relationships with the partners.

The team will focus on deploying initiatives identified as being high priority
in delivering IMK and Mastercard MC goals, including:
• Positioning MC as a strategic technology partner, critical to profitability/
business growth in MEA
• Deepening relationships with key Digital Partners, ensuring holistic
engagements 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 key KPIs revenue, new consumers,
transactions etc.
• Providing Thought Leadership internally and externally

Purpose of the Job
The purpose of this role is to manage the relationship with strategic digital
partnership accounts across Africa in collaboration with Mastercard Cross
Functional Partners.
This role will be based in Nairobi, Kenya and covers multiple markets in
Africa.

Role
Key Responsibilities
The role, is responsible for driving account management across MEA for
strategic digital partners, as well as driving Mastercard’s engagement with
industry organizations – and as a result driving growth in Mastercard revenue.

The role is responsible for signing and executing signed
partnership/commercial deals with Mastercard Digital Partners across multiple
markets. Including developing and executing new and innovative digital payment
business models and ecosystems.

The incumbent will be responsible for cross matrix collaboration and
exercising leadership in driving core revenue and product cross sales across
Mastercard including active collaboration and partnership with local account
management and/or regional market development teams to drive execution.

Additionally the role will,
• Contribute to the achievement of the Digital Partner’s sales and net revenue
targets including designing strategies, messaging and proposals for customers.
• Assist with analysis of the Digital Partner’s business through profitability
modeling, financial forecasting and competitive analysis including Budgeting,
Strategic Account planning and Quarterly Business Reviews.
• Collaborate with the cross functional team members and country teams to
plan, execute and monitor progress against annual business plans.

Summary of responsibilities:
• Execution of Strategic Account Commercial Deals and /or Strategic
Partnership agreements.
o Work with Business Owners, Executive Sponsors and Finance to clearly define
strategic initiatives and priorities, set objectives, financial goals, funding
requirements, and key performance indicators to measure success. split into
near term and long term priorities
o Lead multiple Digital Partner projects across MEA in collaboration of MEA
regional teams, quickly grasp new ideas and simplify strategy into specific
actions with clear accountability and roadmap
o Exercise strong judgment and organization skills to prioritize and re-plan
activities so that critical path tasks and deliverables are not delayed
o Own the Digital Partner’s P & L including Budgeting, forecasting and
financial reporting across all clusters MEA wide
o Responsible for reviews of the overall performance of the Digital Partner,
and also for managing the relationship and profitability as per the commercial
deal.
o Responsible for all administrative and operational issues for the Digital
Partner.

• Develop & sell new opportunities with the Strategic Digital Partners with
the view to accelerate business growth – to increase Mastercard share and
volume and identifying new revenue streams
o Own the co-creation and development of new business models, value
propositions and /or innovative ecosystems in collaboration with the Digital
Partner, internal stakeholders and /or external third party providers as
required.
o Ownership of developing account plans, GTM deliverables for defined group of
key merchants, in collaboration with the IMK regional teams
o Develop new business opportunities/ sales pipeline leveraging full suite of
Mastercard products and solutions, including co-brands, prepaid and commercial
products, Masterpass, Advisors’ services and other Mastercard products service
innovations or enhancements
o Develop financial modelling and business cases for identified opportunities
o Develop strong working relationships with key influencers at Digital Partner
and with Mastercard support teams e.g., IMK regional teams, product dev.
teams, market dev. teams, etc.
o Work with Mastercard cross-functional teams to identify new segment and
product opportunities and develop/ execute bespoke propositions to maximize
penetration with Digital Partner/ industry
o Strive for broadening a strategic partnership with a global presence

• Execute flawlessly through collaboration with key constituents both
internally market development, global products & solutions, legal, franchise
and finance teams, as well as external resources Digital Partner, banks,
merchants, regulators and third party service providers to ensure seamless
execution of the strategy
o Develop views on competition positioning in the Digital Partner’s industry
vertical for MasterCard. Accountable for Mastercard positioning with the
industry eco-system
o Build networks with Mastercard regions worldwide to handle global Digital
Partner needs
o Perform market research and opportunity assessments on new concepts and
ideas. Assess the viability of new products in support of market and Digital
Partner strategy
o Create a Centre of Excellence for the Digital Partnerships Vertical.

Apply Online Now



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