Senior Vice President, SME Regional Lead - Europe 5 Locations

Our Purpose

Mastercard powers economies and empowers people in 200+ countries and territories worldwide. Together with our customers, we’re helping build a sustainable economy where everyone can prosper. We support a wide range of digital payments choices, making transactions secure, simple, smart and accessible. Our technology and innovation, partnerships and networks combine to deliver a unique set of products and services that help people, businesses and governments realize their greatest potential.

Title and Summary

Senior Vice President, SME Regional Lead - Europe

Mastercard is deepening its engagement in the vast SME segment space by solving for their broader financial needs – starting from payment needs across both receivables and payables, and expanding to credit needs, digitization, and core operational needs such as expense management, marketing and sales management.

The Regional SME Head will act as the General Manager of the SME business line in the region. They will have responsibility for delivering the right product set and resulting GDV & Revenue targets for the region including penetration into the base of SMEs in the region, while ensuring they manage within the expense budgets available.

The Regional SME Head will be the visible face of the business line in the region, and own the regional strategy for SME segment. They will drive external partnerships as needed to advance the SME strategy and manage business development & acceptance within the markets in partnership with acceptance and market teams. They will also take responsibility for complete alignment with the Country/Divisions, ensuring market share, revenues and brand goals are fully synced up and internal stakeholders are well managed. Additionally, they will have responsibility for building and managing the external stakeholder network across FI and non-FI organizations of our issuer banks, acquirers, platform & processor partners, fintechs, Government and regulators.
They will provide internal and external thought leadership on SME Solutions and act as Mastercard’s regional spokesperson on matters relating to this business.
The role will report to the EVP –Regional Head of Commercial and New Payment Flows in the region.
Key Responsibilities
• Own P&L responsibility for SMB business in Europe – manage financial forecasts and long- and short-term financial operating plans to maximize growth, meet quarterly and annual financial targets and ensure that resources are dedicated to the most appropriate business initiatives.
• Drive thought leadership and development with issuers, acquirers, technology partners and emerging alternative distribution channels
• Deliver Revenue, GDV, Deal-value and flow targets for the Region. The plan is to grow GDV & Net Revenue by factors ranging from 3X across the region in 4 yrs
• Be responsible for all of MC SME business results and expansion within the region, including the establishment of regional strategies and priorities, sales relationships, new business development, product delivery, platform development and support.
• Define and execute regional strategy, determining
o Regional strategy development
o Geographies, customer segments and verticals to focus on
o Product finetuning / localization as well as working with global product teams to drive enhancements needed to build scale
o Partnership & M&A opportunities to build business momentum

• Lead a regional team comprised of product, solutioning, sales, partnership, and go-to-market specialists. that works closely with the global team to deliver globally consistent and regionally relevant solutions to clients. Provide regional inputs to support and shape the global strategy, new product ideation pipeline, and investments of SME Solutions, ensuring regional market realities and customer feedback are factored into global strategy and product design.
o Add value to clients by focusing on the product needs and gaps, offering consultative feedback based on current and envisioned solutions
o Ensure that product localization efforts are well managed and are in line with local as well as global strategies
• Build visibility of MC capabilities in SME across the region, through regular engagements with industry, regulators and government leaders.
• Work and partner closely with other key stakeholders like Marketing, Services, MDE and Partnerships to develop solutions relevant to the region.
• Directly support deal negotiation and closure with customers and internal stakeholders as needed
• Deal pipeline management: Manage the day-to-day efforts of the regional specialist sales teams via the SME Commercialization Lead, who will report to this position.

All About You
• Extensive sales leadership experience involving acquisition of SMB business in Europe, this could be within Payments Services, Financial Institutions or Technology Service Providers
• Extensive experience leading sales, sales engineering, solutioning teams in the commercial, SMB, and/or payments industries. Deep experience in building a SMB book of business and deep understanding of SME segments.
• Extensive knowledge and demonstrable application of financial industry/banking operations and business practices with a strong focus on SME payment processes and products (commercial cards, SME-relevant software and commerce platforms, multi-rail B2B payments across cards/EFT/cross-border, supplier management)

• Commercially astute with experience of working in a global matrix organization with the ability to navigate complex structures and empower decision-making locally
• Passion for building strong team culture and developing the team’s careers and contributions to best success, including a track record for a proven ability to attract, hire and train top talent.
• Comfortable with ambiguity, possessing the maturity and competence to influence across multiple levels and organizations including internal and external stakeholders.
• Planning & negotiation skills – being able to balance input from multiple sources as well as utilization of scarce resources

• Excellent relationship building and strong communication skills. Ability to address regulators with strategic thought leadership.

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.