- We are seeking an experienced relationship and account management leader to take ownership of wholesale trade customers once commercial deals have been signed
- This role is focused on ensuring that signed opportunities translate into successful implementation, sustained customer adoption and measurable GDV growth
- The successful candidate will act as the post-sale commercial owner for key wholesale trade relationships, working closely with customers, internal delivery teams, issuers, acquirers, and other partners and local market teams to move deals from contract signature into live usage and ongoing expansion
- This is not a pure sales origination role. It requires strong relationship management, implementation discipline and commercial growth capability, with the ability to unlock additional payment volumes once the initial proposition has been agreed
- Account Ownership & Relationship Management:
- Own senior relationships with wholesale trade customers after deal signature, acting as the primary commercial point of accountability
- Build trusted relationships with CFOs, Procurement Leads, Heads of AR/Collections, finance operations and commercial leaders
- Understand each customer’s operating model, payment flows, onboarding needs, AR processes and growth potential
- Maintain clear account plans covering implementation progress, stakeholder engagement, volume ramp-up and expansion opportunities.Implementation & Deal Activation
- Lead the post-sale mobilisation of wholesale trade deals, ensuring signed agreements move quickly into implementation and live usage
- Coordinate across internal teams, customers and partners to remove blockers and keep implementation milestones on track
- Support customer onboarding, supplier or buyer enablement, communications, operational readiness and reporting requirements
- Ensure customers understand how to operationalise the Mastercard proposition within their AR/AP and collections workflows
- Growth, Adoption & GDV Expansion:
- Drive GDV growth from existing wholesale trade accounts by increasing adoption, usage frequency and payment volume over time
- Identify expansion opportunities beyond the initial signed deal, including additional business units, supplier categories, buyer segments or geographies
- Use account data, volume reporting and customer feedback to identify underperformance and create action plans to improve results
- Translate operational adoption into measurable outcomes, including incremental GDV, improved collections efficiency and stronger customer retention
- Customer Success & Value Realisation:
- Track whether customers are achieving the expected value from the deal, including payment efficiency, working capital impact and lower operational friction
- Prepare regular business reviews with customers to demonstrate progress, share insights and agree next-step actions
- Work with customers to refine payment journeys, supplier communications and internal processes to improve adoption
- Act as the internal voice of the customer, escalating issues and shaping future propositions based on live account experience
Strong understanding of B2B payments, wholesale trade, AR/AP flows, collections processes and working capital driversExperience in account management, customer success, relationship management, implementation management, payments, fintech, financial services or B2B commercial rolesExperience managing complex implementations involving customers, internal teams and external partners Proven ability to manage senior customer relationships after deal signature and grow accounts through adoption, implementation and expansion Commercially minded, with a track record of delivering measurable revenue, GDV or usage growth from existing accounts Collaborative, structured and resilient, able to coordinate multiple stakeholders and remove delivery barriers Deep knowledge of relationship management, customer success disciplines and account growth planning Relationship-led, customer-focused and highly credible with senior stakeholders Execution-oriented, with strong follow-through and the ability to turn signed deals into live commercial outcomes Ability to understand customer operating models and translate them into practical implementation plans Commercially curious and proactive in identifying growth opportunities within existing customers Familiarity with card acceptance, commercial cards, supplier enablement, receivables digitisation and account-to-account payment alternativesExperience using performance data, account reviews and customer insight to drive adoption and growth Personal Attributes
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