Manager, Sales and Commercialization, CAM & CAB, LAC

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

Manager, Sales and Commercialization, CAM & CAB, LAC

Overview
In Latin America and the Caribbean, Micro, Small and Medium Enterprises (MSMEs/SMEs) represent about 90% of the workforce and approximately 55% of GDP, making them the fundamental engine of the regional economy. After the Covid-19 pandemic, their importance in recovery and economic growth has intensified, serving as key players in both job creation and market dynamization.
Mastercard plays an essential role in this ecosystem, facilitating innovative payment solutions, promoting financial inclusion, and providing access to advanced technology and a global network. Its leadership drives digital transformation and sustainable growth, supporting the development of SMEs/MSMEs through products and services tailored to strengthen their competitiveness and expansion.

Role description:
The Sales and Commercialization Specialist Manager SME – CAM (Central America) & CAB (Caribbean) cis primarily responsible for leading the sales and commercialization strategy for the SMEs/MSMEs segment in Central America and the Caribbean. This role oversees product issuance, optimization, and promotion, accelerating sales volume and expanding Mastercard’s presence in key markets, aligning execution with regional and global strategy. The position aims to generate tangible impact, visibility, and professional development opportunities, actively contributing to the achievement of corporate objectives.

Key Responsibilities:
• Sales Drive and Commercial Execution: Lead and execute sales strategy, focusing efforts on meeting defined objectives. Actively manage business opportunities, hunting, and maximize results to drive business growth.
• SME Solutions Commercialization: Implement go-to-market strategy for SME products in CAB/CAM, collaborating with sales teams and new distribution channels to expand Mastercard’s reach and leadership in the segment.
• Strategic Portfolio Management: Execute proactive plans for accounts representing 80% of the annual target, prioritizing resources for key clients. Ensure efficient management of the entire portfolio, maintaining a proactive approach and adapting attention based on available resources.
• Pipeline Development and Opportunity Tracking: Build and maintain a dynamic sales pipeline, using management and tracking tools (SFDC, cluster reports) to ensure traction, problem resolution, and measurable results.
• Negotiation and Client Support: Participate in negotiations, drive key agreements, and align SME incentives with Mastercard’s value proposition, in coordination and agreement with Account Managers, who are responsible for the accounts.
• Business Intelligence and Reporting: Prepare and analyze data for monthly and cluster reports, ensuring accurate and timely information about performance.
• Cross-Functional Collaboration: Work collaboratively with internal teams (finance, marketing, franchise, services, CSC, BDF) and external partners, facilitating the execution of SME initiatives and ensuring adequate resources for their success.
• Regional Alignment and Leadership: Serve as the point of contact for management, Country Managers, Account Managers, and stakeholders in designated markets, generating buy-in and momentum among teams and senior leadership.
• Training and Materials for Clients: Create engaging materials, training sessions, and use case content tailored to SME segment needs and opportunities.
• Management Support: Participate in special initiatives and tasks assigned by management, contributing to the fulfillment of regional and global strategy.
Strategic and Operational Management
This role requires active and flexible management of the designated territory, acting as a focal point and leader in account administration. Maintains an agile and collaborative attitude, providing support in additional markets as directed by management. Strategic execution includes account prioritization, development of scalable models, and promotion of best practices in issuer portfolio management.
Cross-Functional Collaboration and Leadership
The role requires the ability to work cross-functionally with diverse teams and stakeholders, both commercial and technical, at regional and divisional levels. Strong relationship management, influence, and communication skills are expected, promoting internal alignment and ensuring adoption and success of SME solutions.

All About You:
• Passion for the SME segment: Commitment to empowering businesses and democratizing access to growth tools. Previous experience in the SME segment is valued.
• Analytical Competencies: Ability to analyze data, make decisions based on priorities, and develop strategic reports.
• Relationship Management: Experience managing internal and external stakeholders, with influence and effective communication skills.
• Self-management and Proactivity: Ability to work independently, manage priorities, and adapt to dynamic environments.
• Technical Skills: Advanced proficiency in Excel and PowerPoint, management of commercial tools (SFDC), and strong presentation skills.
• Experience in Financial Services and Payments: Knowledge of the sector, industry trends, and profitability factors.
• Languages: Fluency in Spanish and English.
Academic Requirements and Experience
• Bachelor’s degree in Business Administration, Engineering, or Economics.
• Master’s degree is desirable.
• Experience in MSME banking or MSME payments; international experience is valued.
• Proven experience in sales, commercialization, and account management in the financial and payments sector.

This role offers the opportunity to contribute significantly to regional growth, create tangible impact, and foster professional development. The selected candidate will consolidate their value within the team and organization, driving digital transformation, financial inclusion, and strengthening of SMEs/MSMEs in LAC.

Corporate Security Responsibility

All activities involving access to Mastercard assets, information, and networks comes with an inherent risk to the organization and, therefore, it is expected that every person working for, or on behalf of, Mastercard is responsible for information security and must:

• Abide by Mastercard’s security policies and practices;

• Ensure the confidentiality and integrity of the information being accessed;

• Report any suspected information security violation or breach, and

• Complete all periodic mandatory security trainings in accordance with Mastercard’s guidelines.