Manager, Wholesale Trade Account Management

Job description

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, Wholesale Trade Account Management Manager, Wholesale Trade Account Management About Mastercard Mastercard is a global technology company in the payments industry. Our mission is to connect and power an inclusive, digital economy by making transactions safe, simple, smart and accessible. Through secure data, partnerships and innovation, we enable businesses to grow and thrive. Position Overview 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. Key Responsibilities 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. Required Qualifications Experience & Skills • Experience in account management, customer success, relationship management, implementation management, payments, fintech, financial services or B2B commercial roles. • Proven ability to manage senior customer relationships after deal signature and grow accounts through adoption, implementation and expansion. • Experience managing complex implementations involving customers, internal teams and external partners. • Strong understanding of B2B payments, wholesale trade, AR/AP flows, collections processes and working capital drivers. • Commercially minded, with a track record of delivering measurable revenue, GDV or usage growth from existing accounts. Knowledge & Expertise • Deep knowledge of relationship management, customer success disciplines and account growth planning. • Ability to understand customer operating models and translate them into practical implementation plans. • Familiarity with card acceptance, commercial cards, supplier enablement, receivables digitisation and account-to-account payment alternatives. • Experience using performance data, account reviews and customer insight to drive adoption and growth. Personal Attributes • 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. • Commercially curious and proactive in identifying growth opportunities within existing customers. • Collaborative, structured and resilient, able to coordinate multiple stakeholders and remove delivery barriers. Travel Requirements • Willingness to travel to customer sites and across relevant European markets as required to support implementation, relationship management and account growth. What We Offer • A high-impact customer-facing role focused on turning strategic wholesale trade deals into live, growing payment flows. • The opportunity to shape customer success and account growth practices for Mastercard’s SME and wholesale trade strategy. • A visible role working with customers, partners and internal teams to deliver sustained GDV growth after deal signature. 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.