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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
Vice President, Sales Excellence
Overview
This position will report into the Global Senior Vice President Sales Excellence and Regional Business Excellence Lead in Asia Pacific. In this role, the individual will be responsible for strengthening and optimizing the capability, discipline and effectiveness of our sales force across the region to help drive business results. This role will have direct accountability for driving sales excellence and improving the sales performance and experience by delivering our current solutions and developing new solutions that enable our sales professionals to improve their efficiency and effectiveness.
Role
- Responsible for driving our sales effectiveness, sales capability and sales process efforts across Asia Pacific enabling the Division Presidents/ Head of MD / Heads of Sales / Heads of Segments to make their long term revenue targets across all sales verticals
- Be the regional contact for global sales effectiveness, for driving the sales target operating model as well as the sales strategy, working with Division Presidents, Head of Market Development and Cluster/Country Managers to drive more effective sales activities.
- Responsible for instituting sales processes and disciplines across the region such as prospecting, pipeline management, deal management, sales contracting and account planning/quarterly reviews to ensure we have consistency in our approach across the sales force and our sales teams are operating with structure and focus. Put in place a cadence for tracking, reporting, and reviewing sales performance across the region.
- Review compensation and incentives across the region to ensure a consistent methodology, process discipline and implementation of corporate/regional priorities to address strategic drivers to increase our business success.
- Working with global, responsible for creating user friendly and easily accessible sales tools, such us the Customer Relationship Management system with all the add-ons applications, the tools for pipeline management, compliance, and tracking, and learning and development support for every level of the sales population.
- Lead a review of how sales staff are measured in the region and reconfigure a more fit-for-purpose process and methodology for tracking sales and the basis of KPI’s for performance management.
- Work with the global sales excellence team to ensure the effectiveness & sales operating model is working properly when is rolled out in Asia Pacific, and it has been customized to fit the needs of the region.
- Work closely with Risk & Franchise Development to support in the audits, create the necessary policies and processes covering risk self-assessment, effective and timely escalations, issue aging and closure, Business Continuity, etc.
- Work with the product organization to close the gaps with the sales team in the region, from the account planning, product targets, product pipeline analysis, product training and certification based on the regional priorities, and all required processes to integrate better the teams
- Partnering with Finance in the deal processes to support a better and more efficient way to run the business, improve in systems, re-design of process, etc
- Streamline processes for customer engagement / interface to ensure that the relevant parties are aligned on progress across all customer deliverables (Strategic / & tactical)
- In agreement with Regional President and DP’s, review, revise/improve any other relevant policies / processes that can deliver a marked and quantifiable positive business impact
- Create a framework of country management that includes compliance, regulation, pipeline management, audit, process improvement that ensures consistency across all markets.
- Partner with the Business Excellence area in: 1) Analytics – promoting the integration with the global area, and bringing the input of what it is required for the sales execution/tracking/monitoring, 2) Pricing & Interchange – supporting the training to the sales organization, 3) Strategy & M&A – with the connection with the Global Sales Excellence person in charge of M&As to execute a successful model of acquisition integration, and bringing the sales component to the regional strategy
- Be the Responsible for Implementation and Operation for the Evolution project, working hand by hand with the Divisional Presidents, the Regional Head of Market Development, the Segment Leads, the Customer Solution Center Leads, and the Regional Head of HR (plus other areas of the organization) to execute the plan on time.
All About You
- Sales experience including leading transformational efforts that improved sales experience
- Proven sales and business development in a related field, including setting strategic direction
- Demonstrate multi-disciplinary knowledge, i.e. product development, product marketing, business development, sales and emerging technologies.
- Strong influencing and negotiation skills, the ability to think from the perspective of the sales professional
- Possess excellent internal relationship management skills
- Knowledge of payments business
- Entrepreneurial with ability to innovate
Corporate Security Responsibility
All activities involving access to Mastercard assets, information, and networks comes 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:
All activities involving access to Mastercard assets, information, and networks comes 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, and
- Complete all periodic mandatory security trainings in accordance with Mastercard’s guidelines.
