Business Unit Director

The Up&Up Group (Affiliated To The Global M&C Saatchi Group)

Gauteng

On-site

ZAR 1,400,000 - 2,400,000

Full time

5 days ago

Be an early applicant

Get a reply from this employer

Your resume and cover letter, tailored to exactly what they’re hiring for.

Get past ATS filters

Job summary

Mastercard in South Africa, Illovo, seeks a Director of Business Development for Travel & Entertainment to lead strategic partnerships with airlines, hotels, online travel agents and travel tech providers, and to position Mastercard as a growth and technology partner in Africa.

You will drive cross‑functional execution across product, services, loyalty, data and analytics, and commercial payments, build executive relationships with C‑suite stakeholders, and deliver revenue growth through new

Qualifications

Significant experience in the travel industry, payments industry, consulting, strategic partnerships, business development, or adjacent sectors.
Deep understanding of the travel ecosystem, including airlines, hotels, online travel agencies, travel management companies, travel loyalty programmes, travel technology providers, and related stakeholders.
Demonstrated success in building and growing complex strategic partnerships.
Strong commercial acumen, with experience developing growth strategies, negotiating complex agreements, and delivering measurable business results.
Experience developing business cases, financial models, profitability analyses, and investment frameworks.
Strong track record of engaging and influencing C‑suite stakeholders.
Experience operating effectively within highly matrixed organisations and leading through influence.
Ability to identify emerging opportunities and translate strategic concepts into commercial outcomes.
Excellent communication, presentation, negotiation, and relationship management skills.
Strong understanding of the African business landscape; experience working across multiple African markets is highly desirable.
Entrepreneurial, proactive, and comfortable operating in dynamic and evolving environments.

Responsibilities

Develop and strengthen Mastercard's strategic relationships with leading travel ecosystem participants across Africa.
Develop strategic partnership plans aligned with partners' growth objectives and Mastercard's priorities.
Position Mastercard as a strategic growth, innovation, and technology partner by leveraging Mastercard capabilities.
Develop and execute executive engagement strategies that strengthen Mastercard's relationships with key travel industry stakeholders.

Skills

Strategic partnerships

C-suite engagement

Negotiation

Leadership

Travel industry experience

Cross-functional collaboration

Education

Bachelor's degree in Business Administration or related field

Job description

Director, Business Development - Travel & Entertainment

**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**
Director, Business Development - Travel & Entertainment

**Overview**
The Retail & Commerce team is responsible for developing and growing Mastercard’s strategic relationships across key consumer commerce sectors. Working with leading ecosystem anchors, the team helps partners accelerate growth, enhance customer experiences, and unlock new sources of value by bringing together Mastercard’s global partnerships, payments capabilities, services, loyalty, data and analytics, cyber and intelligence solutions, and emerging technologies.

Within Retail & Commerce, the Travel Partnerships function is responsible for developing Mastercard’s position across the travel sector and driving growth with airlines, hotel groups, online travel agencies, travel management companies, travel loyalty programmes, and travel technology providers.

The role is responsible for developing Mastercard’s strategic position within one of the world’s largest consumer commerce sectors by identifying and scaling partnership opportunities that create value for travel ecosystem participants, travellers, and Mastercard.

**Role**
In this client-facing position, you will:

Build Strategic Partnerships

Develop and strengthen Mastercard's strategic relationships with leading travel ecosystem participants across Africa.
Build and deepen senior executive relationships across airlines, hotel groups, online travel agencies, travel management companies, travel loyalty programmes, and travel technology providers.
Develop strategic partnership plans aligned with partners' growth objectives and Mastercard's priorities.
Position Mastercard as a strategic growth, innovation, and technology partner by leveraging the full breadth of Mastercard capabilities.
Develop and execute executive engagement strategies that strengthen Mastercard's relationships with key travel industry stakeholders.

Industry Leadership & Ecosystem Development

Develop Mastercard's position across the African travel ecosystem by identifying emerging industry trends, growth opportunities, and partnership models that strengthen Mastercard's relevance in travel.
Identify and cultivate strategic ecosystem partnerships capable of creating scalable growth opportunities across multiple African markets.
Identify opportunities to expand Mastercard's role across the traveller journey and the broader travel ecosystem.
Monitor competitive developments, evolving business models, and technology trends shaping the future of the travel industry.
Support the development of industry insights, thought leadership, and strategic perspectives that advance Mastercard's relevance within the travel sector.
Act as the voice of the travel industry internally, helping to inform product development, partnership strategy, and investment priorities.
Represent Mastercard in relevant industry forums, strategic customer engagements, and travel ecosystem discussions.

Accelerate Growth

Deliver against volume, revenue, market share, and strategic growth objectives.
Identify, develop, and execute new commercial opportunities across payments, services, loyalty, consulting, cyber and intelligence, data and analytics, and commercial payments solutions.
Develop business cases, financial models, and commercial frameworks to support growth opportunities.
Lead negotiation and execution of strategic partnership agreements.
Partner with country teams and cross‑functional stakeholders to scale successful partnership initiatives across Africa.
Develop commercially scalable partnership models and propositions that create value for travel ecosystem participants, travellers, and Mastercard.

Lead Cross‑Functional Execution

Lead complex strategic initiatives involving multiple internal and external stakeholders.
Orchestrate resources across product, services, loyalty, cyber and intelligence, acceptance, data and analytics, and commercial payments teams to deliver partner outcomes.
Translate strategic opportunities into executable initiatives with clear accountability and measurable results.
Work closely with country teams to ensure alignment among partnership strategies, customer priorities, and market growth objectives.

All About You

Significant experience in the travel industry, payments industry, consulting, strategic partnerships, business development, or adjacent sectors.
Deep understanding of the travel ecosystem, including airlines, hotels, online travel agencies, travel management companies, travel loyalty programmes, travel technology providers, and related stakeholders.
Demonstrated success in building and growing complex strategic partnerships.
Strong commercial acumen, with experience developing growth strategies, negotiating complex agreements, and delivering measurable business results.
Experience developing business cases, financial models, profitability analyses, and investment frameworks.
Strong track record of engaging and influencing C‑suite stakeholders.
Experience operating effectively within highly matrixed organisations and leading through influence.
Ability to identify emerging opportunities and translate strategic concepts into commercial outcomes.
Excellent communication, presentation, negotiation, and relationship management skills.
Strong understanding of the African business landscape; experience working across multiple African markets is highly desirable.
Entrepreneurial, proactive, and comfortable operating in dynamic and evolving environments.

Success Measures

Revenue and volume growth delivered through strategic travel partnerships.
Expansion of Mastercard’s strategic relationships across the African travel ecosystem.
Growth of services, loyalty, consulting, commercial payments, and other value‑added revenues.
Successful development and execution of strategic partnership initiatives.
Strength and depth of executive relationships across priority partners.
Development of scalable travel propositions, partnership models, and ecosystem initiatives.
Contribution to Mastercard’s long‑term growth, relevance, and leadership position within the African travel sector.

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.

**Additional Information**
**Job Number**
**Job Category** Sales & Marketing
**Location** Corner Corlette Drive and Rudd Road, Illovo 2196, South Africa
**View on Map** (Full Time)
**Located Remotely?** N
**Position Type** Management
**Job Summary**
Responsible for implementing the sales strategy and achieving revenue goals. Leads and manages all day‑to‑day activities related to corporate and group sales with a focus on building long‑term, value‑based customer relationships that enable achievement of sales objectives. Achieves personal sales goals and makes recommendations on sales goals of direct reports.

Candidates Profile

Education and Experience

2‑year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 8 years experience in sales and marketing or related professional area.

Core Work Activities

Developing & Executing Sales Strategies

Develops corporate sales strategy and effective implementation of this strategy.
Develops, implements and sustains aggressive solicitation program focused on increasing business.
Works with general manager to create and implement a sales plan addressing revenue, customers and the market for the segment.
Assists with the development and implementation of promotions, both internal and external.

Maximizing Revenue

Provides positive and aggressive leadership to ensure maximum revenue potential.
Recommends sales goals for sales team members.

Managing Sales Activities

Monitors all day‑to‑day activities of direct reports.
Participates in sales calls with members of sales team to acquire new business and/or close on business.
Executes and supports the operational aspects of business booked.

Analyzing & Reporting on Sales and Financial Data

Analyzes market information by using sales systems and implements strategy to achieve property’s financial goals.
Assists Revenue Management with completing accurate forecasts.
Reviews guest satisfaction results to identify areas of improvement.

Ensuring Exceptional Customer Service

Displays leadership in guest hospitality, exemplifies customer service and creates a positive example for guest relations.
Interacts with guests to obtain feedback on product quality and service levels.
... (additional bullet points omitted for brevity).

Corporate Security Responsibility (duplicate)