Manager Business Development Corporate Travel Partners

MasterCard; London; On-site; GBP 60,000 - 85,000; Full time

Job summary

A leading company in digital payments is seeking a Manager for Business Development in Corporate Travel Partners. This role requires a proactive individual to drive business initiatives, engage with TMCs and Vendors, and oversee partnership implementations, enhancing opportunities within the travel industry. The successful candidate will manage strategic partnerships, optimize data processes, and ensure effective project execution while fostering strong relationships.

Qualifications

• 5+ years in Business Development within Travel.
• 5+ years in the Travel Payment Industry.
• Experience in managing projects and people.

Responsibilities

• Develop opportunities by managing TMCs and Vendor partnerships.
• Drive strategic sales initiatives by negotiating with TMCs and Vendors.
• Manage complex projects ensuring timely delivery and scope.

Skills

Business development

Stakeholder negotiation

Creative thinking

Product management

Strong communication

B2B payments

Education

Degree in Product Management or Marketing

Job description

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

Manager Business Development Corporate Travel Partners

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 by enabling centralized payments anywhere, offering cardholder services (Travel Managers and TMCs), facilitating expense management, and data reconciliation for corporate accounting teams.

The Corporate Solutions Partnership Team Europe is seeking an individual to drive business development initiatives by proactively engaging with 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 involving active outreach to TMC pipeline prospects, collaborating with internal teams to ensure solution specifications, negotiations, implementation initiatives, and clearly defined data flows as part of the partnership.

Responsibilities

1. Develop Opportunities: Manage and deliver on a pipeline of TMCs and Vendor companies to sign new partnerships and grow Mastercard commercial card volumes.
2. Drive Strategic Sales Initiatives: Approach TMCs and Vendors (Hotel Chains, PSP, Car Rental Companies, etc.) to negotiate and onboard them as partners.
3. Optimize Data Quality: Negotiate with TMCs, Vendors, and their acquirers/PSPs to include unique match keys in the clearing data if necessary.
4. Forge Strategic Partnerships: Sign Referral Agreements to receive qualified leads of Corporate Clients interested in Mastercard Corporate Travel Solutions.
5. Identify and Capitalize on B2B Opportunities: Discover B2B opportunities for TMC payouts to suppliers like Airlines, Hotels, and Car Rental Companies.
6. Manage Complex Projects: Oversee initiatives ensuring scope, resourcing, and timely delivery meeting goals.

Point of Reference

1. Serve as a Key Contact: Act as the prioritization and escalation contact for negotiation and implementation initiatives and as the primary regional contact for partners.
2. Facilitate Collaborative Meetings: Host product design meetings, workshops, and reviews, and participate in partner sessions.
3. Bridge: Be the escalation contact for Product and Solutions issues in data flow with partners.
4. Provide Strategic Updates: Regularly update Global and European Regional Product Teams.

Account Development

1. Enhance Partner Relationships: Explore new opportunities to strengthen ties with TMCs and Vendors and benchmark solutions.
2. Ensure Data Process Integrity: Maintain and improve existing data processes.
3. Implement Referral Agreements: Ensure proper implementation across regions.
4. Drive Data Process Improvements: Collaborate with global and regional teams on enhancements.

Skills

• Proven business development hunter with successful target delivery.
• Experience with Corporate Travel Products (Corporate Card, Central Billing, Virtual Card).
• Understanding of authorization, clearing, and data processes for smooth implementation.
• Creative thinking, challenge the status quo, and discover new opportunities.
• Process flow creation and stakeholder negotiation skills.
• Product management and consultative selling experience.
• Strong communication and stakeholder partnership skills.
• Decision-making and leadership abilities, including client presentations.
• Innovative mindset with market-driven analysis.
• Ability to execute strategic directions and coordinate teams.
• Experience in B2B payments and Business Travel Industry.
• Proven ability to handle multiple projects and negotiations simultaneously.

Education/Experience

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

Corporate Security Responsibility

All activities involving access to Mastercard assets, information, and networks come with inherent risks. Employees must:

• Abide by Mastercard’s security policies and practices;
• Ensure confidentiality and integrity of accessed information;
• Report security violations or breaches;
• Complete mandatory security trainings.