Manager Merchant Partnerships & Offers


Sydney, New South Wales, Australia


Payment Networks & Schemes / Partnerships

Nov 25

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

Manager Merchant Partnerships & Offers

Mastercard is a technology company in the global payments business. We connect consumers, financial institutions, merchants, governments and businesses worldwide and enable them to use secure and convenient electronic forms of payment.

Join the industry’s most passionate, motivated & engaged global team - Our employees are encouraged to drive innovation every day in support of a more connected world – A World Beyond Cash.

  • Manager, Market Product Management
  • Overview
  • The Partnership Team sitting in the Retail & Commerce team provides relationship management and business development functions for all key merchant accounts across Mastercard.
  • The role combines new business development with multi-program management and the role holder will have a wide remit in terms of both opportunity identification and execution. The role holder will need to have personal ambition and drive and be able to work independently from close supervision to skillfully manage all components of the business.
  • Merchant in our world is defined broadly ranging from high street retailers to grocery, e-tailers, airlines, hotels, duty free shops, to manufacturers and business to business merchants.
  • Are you well connected and have experience working with major retailers in Australia?
  • Can you demonstrate strategic thinking and how that applies to business development activities?
  • Have you worked with or in the loyalty or marketing departments of major merchants in a variety of merchant categories?


Business Development

The Manager Business Development has the following responsibilities:

  • Generates leads for relevant Merchant loyalty products including offers & rewards programs
  • Develops the sales pipeline, coordinating with product development and other account management teams
  • Manages sales calls and develops client proposals leveraging Sales Materials created by Product Leads

Creates, manages and reports on a robust sales pipeline for all relevant Product lines in Sales Force that qualifies opportunities, depicts sales stage, revenue potential and targeted decision and implementation timeframes

  • Conducts deal reviews for new customer opportunities outlining the opportunity, pricing strategy, key performance indicators, revenue, cost, profit margin and any associated risks.
  • Negotiates contracts in conjunction with legal, finance, product teams, and IMK regional teams (as appropriate) through to execution
  • Works with cross-functional operations teams including operations and PMO to implement and execute agreed merchant deliverables
  • Senior point of contact for ongoing relationship management with merchant partners establishing productive and professional relationships with key senior personnel
  • Creates strategic account plans that develop mutual performance objectives, financial targets, and critical milestones on a tactical and long term basis. Annual plan details to achieve Loyalty Solutions financial targets
  • Develops and executes client business reviews (Quarterly Strategic Reviews) that showcase the value Loyalty Solutions brings to the merchant, including industry trends, thought leadership, competitive landscape and analytics on program performance versus objectives
  • Understand our merchant client and partner competitive environments and industries. Feed this knowledge back to our clients as part of regular reviews and strategic account plans.
  • Primary responsibility for merchant segment Loyalty P&L and driving profitable revenue growth
  • Oversees the creation of budgets (by a product/solution) and forecasts, and manages to revenue targets.
  • Provides industry thought leadership and loyalty expertise to help win and grow business
  • Capture evolving Merchant needs and market learnings. Feed these into Product Teams to educate and influence the Product Road Maps
  • Fully understand product roadmaps and additional features / CVP to leverage for Merchants.
  • Represents Mastercard at merchant forums and industry events
  • Collaborates with Global/Regional/in-market P & P as needed to design comprehensive solutions and strategies to meet client objectives and drive product roadmap/ strategy.
  • Works with regional Account teams (IMK) to understand merchant priorities and pain points
  • Works with IMK regional teams to identify client decision makers, develop account strategies and build relationships that will help win new business

All About You

  • Experience in account management, marketing, business development in retail or trade industries preferred.
  • Excellent knowledge of loyalty disciplines and solutions.
  • Superior relationship building skills
  • Solid contacts with senior stakeholders at major Australian Retailers
  • Knowledge of merchant propositions with strong consumer value proposition
  • Well-developed financial analysis and business modeling skill including managing a P&L
  • Strong business writing skills
  • Strong communication skills
  • Highly motivated
  • Able to work collaboratively
  • Business and outcome focused
  • Pro-active
  • Strong impact and influence skills
  • Highly organized and able to manage multiple priorities

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

  • 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.

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