Vice President, Specialist Sales, Small and Medium Enterprise (SME) - Africa at Mastercard

Position Overview


We are seeking a dynamic and experienced Vice President to lead our Specialist Sales Team across Africa.
This senior leader will be responsible for driving our sales strategy in a complex and evolving payments landscape, focusing on delivering innovative payment solutions to fintechs and large issuing banks specifically for their Small and Medium Enterprise (SME) customer base. The successful candidate will play a pivotal role in Mastercard's growth strategy, leveraging deep industry knowledge to create differentiated value propositions that address client pain points and drive adoption of Mastercard solutions within the SME sector.


Key Responsibilities

Strategic Leadership


Develop and execute comprehensive regional sales strategies aligned with Mastercard's Africa business objectives
Lead a high-performing team of 4+ sales professionals, providing coaching, mentoring and performance management
Collaborate with cross-functional teams to identify market opportunities and drive revenue growth
Establish and maintain strong executive-level relationships with key clients and partners
Represent Mastercard at industry events and speak authoritatively on payment trends and innovations


Client Solutions


Understand the complex needs and pain points of fintechs and large issuing banks across diverse Africa, specifically as they relate to their SME customer base
Create differentiated value propositions that address client challenges in serving SME customers and deliver measurable business outcomes
Oversee the development of strategic account plans for key clients, ensuring alignment with their SME business priorities
Drive adoption of Mastercard's innovative payment solutions for SME customers across Africa
Develop and articulate compelling business cases to prospective clients that showcase the value of Mastercard solutions for their SME offerings
Expertise in SFDC management


Team Development


Build and maintain a high-performance sales culture focused on client outcomes and revenue growth
Recruit, develop and retain top sales talent across Africa
Implement rigorous sales methodologies and best practices aligned with the Sales Transformation programme
Lead by example, demonstrating exceptional sales skills and client relationship management
Regularly review team performance against targets and implement improvement plans where needed


Market Intelligence


Maintain in-depth knowledge of the African payments landscape, including regulatory developments, competitive threats and emerging technologies affecting the SME sector
Monitor and analyze SME banking and payment trends across Africa
Identify opportunities for Mastercard to add value within the SME ecosystem through partnerships with accounting software providers (Zoho, etc.)
Monitor competitive activity in the SME payment space and develop effective counter-strategies
Collaborate with product teams to ensure solutions address evolving SME market needs
Provide regular market intelligence updates to senior leadership on SME payment trends and opportunities


Required Qualifications

Experience & Skills


Extensive experience in financial services or payments technology, with strong team management and leadership qualities.
Proven track record of consistently exceeding sales targets and driving business growth in complex B2B environments
Understanding of the African payments landscape, card issuing, and acquiring businesses with a focus on SME solutions
Experience working with or selling to SME-focused financial service providers, including banks, fintechs, and accounting software companies
Strong commercial acumen with the ability to create compelling value propositions for sophisticated clients targeting SME customers
Experience selling to C-level executives at financial institutions, fintechs, and multinational corporations
Demonstrated understanding of the SME market in multiple African countries and their specific financial needs
Exceptional leadership skills with demonstrated ability to motivate and develop high-performing teams
Strong analytical skills with the ability to interpret complex data and generate actionable insights
Experience developing and implementing successful sales strategies in competitive markets


Languages


Fluent in English (written and verbal)
Proficiency in at least one additional language is required


Personal Attributes


Strategic thinker with the ability to anticipate market changes and identify growth opportunities
Results-oriented with a strong focus on exceeding targets and delivering business outcomes
Client-centric approach with exceptional relationship-building capabilities
Collaborative leader who can work effectively across organizational boundaries
Excellent communication and presentation skills, with the ability to articulate complex concepts clearly
Resilient and adaptable in a rapidly changing industry landscape
High level of integrity and professional ethics


Travel Requirements


Willingness to travel up to 40% of the time across Africa