Director, SME Sales Specialist (CPG Vertical)

About the role

Across North America (U.S. & Canada), Small, and Medium Businesses (SMEs) are essential to economic growth, contributing significantly to employment and GDP. However, small businesses often face payment inefficiencies, relying on manual, cash, and check-based transactions that limit growth and financial access. In the Consumer Packaged Goods (CPG) vertical, these SMEs include retailers, bodegas, independent grocers, and restaurants. Mastercard is dedicated to enabling businesses to grow and thrive in a digital-first economy. Our rallying cry is "Empowering Every Business, Everywhere"-this segment is central to Mastercard's growth strategy, given its importance in the payments ecosystem as both payers and acceptors of electronic transactions. Role: The SME team is looking for a Director, SME Sales Specialist (CPG Vertical) to drive revenue growth and expand Mastercard's presence in this segment. The primary focus of this role is on sales execution and revenue generation, supported by product management initiatives to enhance Mastercard's SME offerings.

Responsibilities

• Sales (Primary Focus):
• Own and execute a revenue-driven sales strategy to grow
• Mastercard's SME segment share across CPG in North America.
• Develop and maintain a robust sales pipeline, leveraging
• data-driven insights to prioritize high-impact
• opportunities.
• Prospecting & Lead Generation: Identify and engage
• potential customers through market research, networking,
• partnerships, and direct outreach.
• Industry Focus - Consumer Packaged Goods (CPG): Work
• with CPG companies, distributors, and wholesalers to
• digitize B2B payments and enable small businesses to
• transition from cash, check, and ACH-based transactions to digital-first
• ecosystems.
• Solution Innovation & Consultative Selling: Understand
• SME pain points and tailor Mastercard's solutions to
• address their unique challenges, including payment acceptance, spend management, and digital transformation.
• Pipeline Management & Sales Execution: Manage the end-to-end sales process, from qualifying leads to negotiating
• contracts and closing deals.
• Represent Mastercard at industry events, conferences,
• and networking opportunities to enhance brand visibility
• and establish thought leadership in the SME and CPG spaces.
• Track and analyze performance metrics, adjusting sales
• tactics and strategies as needed to exceed growth targets.
• Product Management (Supporting Focus):
• Support go-to-market execution by collaborating with
• product, marketing, and partnerships teams to enhance
• Mastercard's SME solutions.
• Develop business strategies to help CPG digitize payments,
• streamlining B2B transactions for small businesses.
• Analyze market trends, competition, and SME lifecycle
• journeys to inform product and sales strategies, driving
• differentiation and innovation.
• Identify and drive partnership opportunities to improve
• value propositions and expand distribution channels.
• Collaborate with fintechs and technology partners to
• design and implement digital payment and financing
• solutions tailored for SMEs.
• Identify and drive innovation in B2B and supply chain
• finance, integrating Mastercard's capabilities with key
• industry players.
• Develop sales enablement tools and training materials to
• support SME-focused sales colleagues.
• All About You
• The ideal candidate for this position should:
• Have extensive CPG experience
• (required).
• Be passionate about "Empowering Every Business,
• Everywhere" and the idea of democratizing access to
• digital payments and financial tools for MSMEs.
• Have proven experience engaging internal and external
• commercial and technical stakeholders to drive solution
• development and adoption.
• Have a strong sales back

Additional Information

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, SME Sales Specialist (CPG Vertical) Who is Mastercard? Mastercard is a global technology company in the payments industry. Our mission is to connect and power an inclusive, digital economy that benefits everyone, everywhere by making transactions safe, simple, smart, and accessible. Using secure data and networks, partnerships, and passion, our innovations and solutions help individuals, financial institutions, governments, and businesses realize their greatest potential. Our decency quotient (DQ) drives our culture and everything we do inside and outside of our company. With connections across more than 210 countries and territories, we are building a sustainable world that unlocks priceless possibilities for all.

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