Manager Business Development Corporate Travel Partners

Overview: Mastercard Corporate Travel Solutions enable Corporate Clients and Travel Management Companies (TMCs) to pay travel suppliers for business trips within the corporation ecosystems. Corporate Travel solutions simplify the overall business travel experience enabling centralized payment anywhere, offering card holder services (Travel Managers and Travel Management Companies), facilitating expense management and data reconciliation for the corporate accounting teams.

The Corporate Solutions Partnership Team Europe is looking for an individual who will drive business development initiatives by proactively engaging with Travel Management Companies (TMCs) and Vendors to onboard them as data sources, negotiate and sign referral agreements, and discover B2B Payment opportunities. This role is a business development ‘hunter’ role which involves active outreach to TMC pipeline prospects, while collaborating with internal teams to ensure solution specifications, negotiation and implementation initiatives, and clearly defined data flows as part of the partnership.

Responsibilities

• Develop Opportunities: Manage and deliver on defined pipeline of TMCs and Vendor companies with aim to sign new partnerships and grow Mastercard commercial card volumes.
• Drive Strategic Sales Initiatives: Proactively approach TMCs and Vendors (Hotel Chains, PSP, Car Rental Companies, etc.) to negotiate and onboard them as partners.
• Optimize Data Quality: Negotiate with TMCs, Vendors, and their acquirers/PSP to include unique match keys in the clearing data if necessary.
• Forge Strategic Partnerships: Negotiate and sign Referral Agreements to receive qualified leads of Corporate Clients interested in Mastercard Corporate Travel Solutions.
• Identify and capitalize on B2B Opportunities: Discover B2B opportunities for TMCs payout to suppliers, such as Airlines, Hotels, and Car Rental Companies.
• Manage Complex Projects: Manage complex initiatives to ensure overall success, including scope, resourcing, and timely quality deliverables that meet stated goals.
• Serve as a Key Contact: Serve as prioritization and escalation contact across negotiation and implementation initiatives and primary point of contact with the regions for any initiative related to the partners.
• Facilitate Collaborative Meetings: Host product experience design meetings, workshops and reviews, participate in sessions with partners including clients, and create opportunities for team-wide collaboration.
• Bridge: Become the escalation contact for Product and Solutions when issues arise in the data flow with the partner TMC or Vendor.
• Provide Strategic Updates: Provide regular updates to the Global and European Regional Product Teams.
• Enhance Partner Relationships: Explore new opportunities to create stickiness with TMCs and Vendors to benchmark between different CNPF solutions.
• Ensure Data Process Integrity: Ensure the existing data process is working correctly, making improvements as necessary.
• Implement Referral Agreements: Ensure the referral agreement is working correctly, engaging with different regions to implement the deal.
• Drive Data Process Improvements: Engage with the Global and European Regional Product Team to discuss enhanced data process improvements.

Skills

• Business development hunter with sole contributor track record of successfully delivering on target.
• Experience and understanding of Corporate Travel Products, such as Corporate Card, Central Billing Accounts/Lodge Account, and Virtual Card Solution.
• Understand the authorization, clearing, and enhanced data process to ensure a smooth implementation process.
• Ability to think out of the box, challenge the status quo, and discover new opportunities with existing and new partners.
• Ability to create process flows and negotiate the implementation involving multiple stakeholders.
• Product management and consultative selling.
• Communication skills and partnerships with stakeholders.
• Decision-making and leadership skills, including presentation to clients.
• Innovation mindset and market-driven analysis to build the best offering.
• Ability to execute on strategic direction and coordinate with team members and regions.
• Experience in B2B payments.
• Experience in the Business Travel Industry.
• Experience working with multiple projects and negotiations simultaneously.

Education/Experience

• Management of people and projects required.
• 5+ years of experience as sole contributor in Business Development role within Travel.
• 5+ years of experience in the Travel Payment Industry.
• Degree in Product Management and Marketing, Solution Sales, or relevant fields.