Description
Mastercard is seeking a commercially driven Director to lead SME Specialist Sales execution across wholesale trade verticals in Germany.
The role is accountable for identifying, developing and converting high-value B2B payment flows, from Small and Medium Business to Wholesale trade industry suppliers into carded flows.
Key Responsibilities:
- Own and execute the SME Whole Sale trade plan for Germany, aligned to the European GDV growth strategy.
- Build and convert a high-quality pipeline of wholesale trade and B2B payment opportunities.
- Identify invoice-based, account-to-account and manual payment flows where Mastercard solutions can drive card adoption and incremental GDV.
- Support complex deal origination, business case development, partner negotiation and commercial execution.
Market Coverage & Local Execution:
- Develop market-specific sales plays for Germany, reflecting local payment behaviours, regulation, issuer priorities and SME needs.
- Partner with country teams to prioritise target verticals, accounts and ecosystem partners.
- Build trusted relationships with banks, fintechs, acquirers, ERP/accounting platforms and relevant trade ecosystem participants.
Client Value Proposition:
- Position Mastercard solutions as tools to improve payment efficiency, reduce manual collections activity and support working capital optimisation.
- Engage with CFOs, Treasurers, Heads of AR/Collections and finance operations stakeholders to demonstrate commercial value.
- Create practical business cases showing impact on DSO, cost-to-collect, cash conversion and supplier/customer payment experience.
Wholesale Trade & SME Segment Expertise:
- Develop deep insight into wholesale trade value chains across Germany, including distributors, suppliers and high-volume B2B merchants.
- Identify repeatable sales motions where card solutions can replace or complement A2A, bank transfer, direct debit and manual processes.
Required Qualifications:
- Experience in payments, AR/AP Wholesale trade industries, financial services, fintech, SME banking, B2B sales or working capital solutions.
- Demonstrated ability to deliver commercial growth, manage complex pipelines and execute multi-stakeholder deals.
- The ability to create value propositions, based on working capital metrics, from card based economics.
- Strong understanding of B2B payment flows, invoice cycles, AR/AP processes and working capital levers.
What We Offer:
- A high-impact commercial role focused on three of Mastercard’s most important European SME markets.
- The opportunity to shape how Mastercard grows in B2B, SME and wholesale trade payment flows.
- A visible role working across markets, partners and senior stakeholders to deliver measurable GDV growth.