• Lead enterprise-wide business development and strategic partnership strategy aligned to commercialization and growth priorities • Source, evaluate, structure, and execute high-value transactions including licensing, partnerships, and venture financings • Serve as a senior relationship leader with pharma, biotech, venture capital, and strategic partners • Partner with scientific and clinical leaders to shape commercialization and development strategies • Build and scale a high-performing Business Development organization • Identify and execute new revenue opportunities across institutional capabilities and assets • Represent City of Hope at industry conferences, investor forums, and key strategic engagements • Establish operating models, KPIs, and pipeline management processes to drive performance • Advise executive leadership on market trends, partnerships, and long-term growth strategy

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, Business Development Job Description: Manager, Account Management - Asia Pacific Market Development Overview Mastercard is hiring an Account Management lead to manage and cultivate relationships within the Issuer Processor vertical. You will be accountable for driving incremental revenue through the management of strategic partnerships with regional processor partners that enable mutual success. This is a rare opportunity to work within an emerging payments space-managing Mastercard's tech partners to source and deliver on opportunities to win in issuing. You will engage with a diverse portfolio of cloud native processors, managing key stakeholder relationships to identify new technologies, collaborate with internal Mastercard Services team to co-create, launch and commercialize new issuing opportunities across APAC. In this partner-facing role, you will oversee an existing portfolio of partnerships, ensuring the team defends, optimizes, and generates new revenue opportunities. The ideal candidate is highly motivated, entrepreneurial, and capable of delivering results in a fast-paced, matrixed environment. The Role Strategic Account Management• Own and execute account strategies for regional processor partners to grow revenue and optimize partnerships.• Strengthen relationships with key partners and align global priorities with regional goals. Business Development• Identify and unlock opportunities with key processor partners to drive market share and revenue growth.• Partner with internal teams to deliver tailored, innovative solutions for clients. Strategy Development• Define and implement strategies to grow Mastercard's business in Core, Services and Commercial New Payment Flows across Asia Pacific.• Leverage market insights and competitive analysis to create data-driven strategies that address client needs and business goals. Technology Integration• Stay abreast of the latest technology trends in payments, issuing, and modernization. • Adapt and integrate emerging technologies into strategies and solutions to meet evolving issuer needs, unlock new use cases, and enter new verticals and geographies. Pipeline Ownership• Manage the Processor Pipeline, identifying high-value leads, managing taskforces to support frontline market BD's in expediting opportunity responses. Stakeholder Management• Collaborate globally and regionally to align product and processor partner strategies. All About You• Strategic: Demonstrates growth through strategic initiative and partnership building • Analytical: Strong problem-solving and financial skills• Account Management: Expertise in stakeholder management, initiative execution, with a high priority on delivering measurable business outcomes.• Multidisciplinary knowledge across payments, issuing, business development, and sales.• Proven track record in understanding the payments supply chain with a high focus on card issuing for both traditional and Fintech partners. • Passion for delivering customer-focused solutions with measurable impact.• Tech-savvy mindset with the ability to integrate and adapt to the latest innovations and trends. Education & Experience• Bachelor's degree (MBA preferred).• 8+ years in account management, business development, or sales strategy, preferably in payments. Reports To: Vice President, Enablers APMD 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.

• Lead, coach, and develop a team of Clinician Liaisons to achieve referral growth and activity targets • Conduct regular field coaching to strengthen outreach effectiveness and relationship-building skills with ride-alongs as needed • Foster a culture of accountability, collaboration, and continuous improvement • Support hiring, onboarding, and ongoing development of CL team members • Develop and execute territory-level outreach strategies aligned with growth objectives • Guide CLs in building high-impact call plans with referral partners • Expand stakeholder engagement within accounts by building relationships across multiple decision-makers • Identify and prioritize opportunities across CAP, Non-CAP, and new referral sources • Deepen engagement within key accounts to strengthen long-term referral partnerships • Establish, track, and drive performance against key metrics, including referral volume, outreach activity, and conversion rates • Utilize Salesforce and reporting tools (e.g., PowerBI) to monitor performance and identify trends • Conduct regular 1:1s to review performance, provide coaching, and align on priorities • Maintain an active presence in the field to support and coach CLs in real-time • Provide guidance on relationship-building, stakeholder engagement, and referral conversion • Reinforce best practices in account management, including broadening engagement within priority accounts • Support CLs in strengthening account coverage and expanding their network within each referral partner • Partner with Clinical and Operations teams to align outreach efforts with clinician capacity and patient access needs • Collaborate with internal stakeholders to support provider engagement and educational opportunities • Ensure alignment between referral demand and scheduling availability • Ensure accurate and timely documentation of outreach activities within Salesforce • Reinforce adherence to Salesforce standards and best practices • Maintain visibility into referral trends, account activity, and overall business performance

Role Description Our Senior Territory Representative interacts face to face with our customers, understands their needs, and consults to offer the right solutions. We work collaboratively in field sales teams and play a critical role in supporting our customer-centric business model. This position is responsible for working in their respective territory to understand and identify veterinary clinic, shelter facility, and corporate account customer needs, by selling our Company's Animal Health division, Companion Animal product portfolio, supporting pull-through activities relative to the customer strategy, and ensuring that our Company's Animal Health division is viewed as bringing value and technical innovations aligned to our strategic focus - The Science of Healthier Animals. This role will cover the St. Paul, MN territory. It is strongly preferred that our sales employees reside within the territory which they cover; however, we will allow sales employees to live up to 20 miles from the territory border. Essential Accountabilities - Communicates about our product portfolio in a way that's meaningful and relevant to each individual customer; customizes discussions and interactions based on understanding of customer's needs. - Primary point of contact for assigned customers, meeting with key personnel/decision makers to understand practice structure, business model, key influencers (Owner/Practice Manager/Key Tech/Associate Vet/Front office staff), customer needs, and identifying business opportunities. - Develops customer strategy - outlining strategy for interactions/relationship, solutions, partner involvement, and potential offerings for customers resulting in sales opportunities and account sales growth of Animal Health products and services. - Develops territory and specific account plans for all key customers. Partners with National Account Managers, Corporate Account Team, and Distribution Field Partners to maintain strong focus on key accounts and corporate-owned clinics to drive occupancy and sales growth. - Works collaboratively across all species teams to foster our Company's approach to enhance knowledge of the entire Animal Health product portfolio. - Shares with other team members within the region to foster growth and development within the team. - Analyzes monthly sales results and manages expenses within budget guidelines. - Identifies and selects programs/services available within Animal Health’s available resources to address customer needs and provide education & training opportunities to accounts. - Works with leadership and Field Professional Services to develop and deliver relevant offerings that address desired customer’s needs. - Develops current understanding of Animal Health products, industry trends, and competitor landscape. - Articulates and communicates relevant customer, industry, product, and market trends appropriately through the organization. - Responsible for developing and meeting learning and development objectives agreed upon with leadership. Enterprise Leadership Skills - Entrepreneurship - Business Savviness - Strategic Planning - Decision Making - Talent Growth - Emotional Intelligence - Networking & Partnerships - Coaching & Development - Diversity, Equity & Inclusion - Influence - Execution Excellence - Change Catalyst - Ownership & Accountability - Innovation - Motivation & Inspiration Ways of Working Behaviors - Win As One Team - Focus On What Matters - Act With Urgency - Experiment, Learn & Adapt - Embrace Diversity & Inclusion - Speak Up & Be Openminded Qualifications - High School Diploma with at least 10 years of sales or equivalent experience OR Bachelor's degree with at least 5 years of sales experience. Requirements - Excellent interpersonal/communication and presentation skills. - Demonstrated motivation and focus on achieving measurable, tangible results. - Commitment to collaboration as the normal mode of working and resolving problems. - Demonstrated understanding of positions’ contribution to the business goals and willingness to adopt changes to current processes to meet customer needs. - Demonstrated ability to independently understand customers’ evolving needs and expectations and combines with knowledge of customers’ organization and culture to drive results. - Effective application of selling techniques and approaches, simultaneously managing multiple customers/accounts at different stages of the sales process, articulating the value of Animal Health products using approved resources. - Demonstrated ability to identify, develop and manage a diverse mix of accounts independently within a territory, including some complex accounts, and to develop plans based on unique opportunities and customer needs. - Proficient computer skills including working knowledge of Word, Excel, and PowerPoint and the ability to use an iPad. - Ability to work both independently and as part of a team. - Ability to travel overnight and some weekend activity. Preferred Skills & Abilities - Sales experience and/or experience within the Animal Health Industry. - Knowledge of animal health biological and pharmaceutical products. - Understanding or prior experience working with Distribution. - Multi-lingual fluency preferred, particularly in Spanish. Benefits - Comprehensive package of benefits including medical, dental, vision healthcare and other insurance benefits (for employee and family). - Retirement benefits, including 401(k). - Paid holidays, vacation, and compassionate and sick days.