Reporting into the Group Head - Merchant Services, North America, this role will be focused on helping large clients in the Healthcare and Insurance industries with their pressing strategic challenges. The person will work at a regional level with a principal emphasis on solution development, consultative selling, market leadership, revenue and profitability generation, and strategic client management. This person leads the sales of Advisors products and services to these industry verticals by designing and directing the execution of the strategy and successfully closing complex merchant sales.
Group Description:
MasterCard Advisors, the professional services arm of MasterCard Worldwide, provides payments-focused consulting, marketing, information and risk management services to financial institutions and merchants worldwide. With its unique category expertise, deep understanding of customer needs and successful track record in addressing complex challenges throughout the payments lifecycle, MasterCard Advisors addresses the challenges and opportunities of its clients, enhances MasterCard''s strategic and tactical performance and establishes MasterCard''s global thought-leadership pre-eminence.
Role Description:
This person will be part of the MasterCard Advisors North American Merchant Consulting team, and will have responsibility for helping to drive revenue through new and emerging industry verticals, with the primary ones being Healthcare and Insurance. As such, the individual must have a solid background working with or for merchants in these industires, as well as experience in consulting. The role focuses on the following:
* Help clients address pressing challenges and answer key business questions through methodologies and solution development
* Builds relationships with key Healthcare and Insurance clients that can be leveraged by MasterCard and MasterCard Advisors.
* Teams with Market Development to identify and qualify opportunities
* Develops approaches and solutions gleaned from data driven insights and quantifies the value of these opportunities
* Generates leads and manages sales calls, develops client proposals, provides pricing recommendations and closes Advisors engagement contracts
* Directs and contributes to key engagements from conceptualization through delivery
* Proactively plays a high value added role throughout the customer relationship and Advisors engagement lifecycle, ensuring quality delivery and repeat sales
* Develops a strong understanding of client needs, market conditions, and industry characteristics as they relate to Advisors offerings in order to develop complex engagements and up-sell services to clients
* Works with Advisors’ business lines to develop integrated, innovative solutions
* Proactively engages with clients on opportunities
* Prepares, negotiates and maintains legal documents such as MSAs and SOWs
* Works with Data Usage to contract and conduct engagements that meet requirements
* Establishes/leverages content area expertise on multiple topics and employs that expertise in an advisory or sales role across the NA region
* Accountable for meeting key metrics such as revenue, net income, scope forecast accuracy, recurring business and customer satisfaction/delight
* Translate objectives into key hypotheses and structure work for large/complex projects or ill-defined problems
* Develop solid set of recommendations, prioritizing based on ease of implementation and impact
* Ensure team written materials are succinct, persuasive and tailored to the “level” of the audience
* Plays significant role in formal and informal presentations
* Builds peer relationships with senior/executive level client management
* Lead sales calls and new client development including proposal contribution
* Identify new business opportunities and works with executives to pursue
* Identify senior client business needs in addition to accurately capturing clients’ articulated requests
* Manages complete capture of assignment knowledge and drives to ensure it is available firm-wide
* Contributes to the development of Intellectual Capital, point of view, articles, methodologies in Special Interest Groups
* Analyze multiple aspects of clients’ organizational systems and culture and leverage in the sales process
* Identify additional stakeholder needs and/or issues that lead to further solution opportunities and engagement expansion
* Leverage deep knowledge of all the MasterCard Advisors capabilities and how they fit together to offer new innovative solutions
Key & Core Competencies:
* Analytics & Insights
* Uses creative approaches to problem solving that broaden clients’ and teams’ horizons
* Fosters a common understanding of how projects link with overall client agenda
* Brings intellectual leadership to the problem solving effort
* Demonstrates ability to oversee multiple analytical efforts and quality checks concurrently
* Communications & Presence
* Credible and persuasive in face to face settings
* Confident and in control, even with difficult audiences
* Turns presentations into constructive dialogues
* Demonstrates high emotional intelligence
* Team Contribution & Engagement Management
* Fosters common understanding of how team objectives support the client and MasterCard
* Invites constructive criticism and applies learnings
* Identifies problems and mediates conflicts and misunderstandings
* Maintains balance between delegation and control
* Invests time in individual development and coaching
* Writes high quality and timely project appraisals
* Client Management
* Handles difficult audiences well, diffuses tension and controls the room
* Highly effective working with client executives in project or sales situations
* Delivers difficult messages to client with persuasiveness and sensitivity
* Selling Skills
* Develop strong bonds with clients that endure beyond a particular assignment
* Serves as a key resource for client staff and is sought out for knowledge of industry and firm
* Establishes and leverages a network of client contacts and relationships to seek new business opportunities
* Effectively influences MasterCard Worldwide Client Relationship Managers during deal structuring
* Knowledge Management
* Actively participate in assigned Special Interest Groups
* Proactively seek new knowledge with a focus on developing
* broad/macro view of a subject matter expertise area
* Actively share tools, methodologies and best practices across
* projects
* Is considered to be expert/point of contact in several areas
Education Needed:
* Undergraduate degree required
* MBA or relevant post graduate degree recommended
Experience Needed:
* 6+ years in management consulting firm (manager or higher) and/or 10+ years in relevant industry if graduate degree held
* If no graduate degree, 8+ years in management consulting firm (manager or higher) and/or 13+ years in relevant industry
* Excellent verbal and written communication skills
* Excellent analytical skills
* Ability to work on a team or independently
* Ability to multi-task in a fast-paced, deadline-driven environment
* Advanced Word, Excel and PowerPoint skills
* Attention to detail
Equal Opportunity Employer
*Job Title:* Senior Managing Consultant, North America Lead, Healthcare and Insura
*Requisition Number:* 13203BR
*Budget Business Unit:* Global Products and Solutions
*Work Location:* US - Purchase, NY