Manager, Commercial Strategy & Portfolio Optimization, SME 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, Commercial Strategy & Portfolio Optimization, SME LACManager, Commercial Strategy & Portfolio Optimization, SME LAC is a specialist role designed to drive data-led growth opportunities across SME portfolios and elevate the quality and impact of client engagement across Latin America and the Caribbean.

This role sits alongside Specialist Sales and Account Management, with a clear mandate: “To translate SME spend data into sharper, highly commercial and regionally relevant client conversations that unlock growth across diverse LAC markets”.

Acting as a bridge between data, strategy, product, and commercial teams this role will identify insights from SME portfolios and equip frontline teams with clear, actionable narratives to: Drive GDV(Gross Dolar Volume) growth, improve portfolio performance and strengthen client engagement.

This is a highly commercial, execution-focused role centered on how we sell, ensuring every client interaction is: insight-led, locally contextualized and tied to measurable outcomes.

Key Responsibilities:
1. Insight-Led Client Engagement

• Analyze SME customer spend, portfolio performance, and behavioral data across LAC markets to identify growth opportunities and strategic recommendations.
• Generate actionable insights tailored to different market dynamics (issuer maturity, acceptance, cross-border flows)
• Translate data into clear and compelling client narratives highlighting: Spend activation, Working capital optimization, Cross-border and FX opportunities
• Support frontline teams in shaping and delivering high-impact client conversations and Quartile Business Reviews

2. Enabling Sales & Account Teams (Regional + Markets)

• Partner with Specialist Sales, Account Management, and Country teams
• Embed insight-led selling into day-to-day client engagement
• Provide: Structured talking points, Opportunity framing and Value articulation
• Support priority client engagements as needed to demonstrate best-in-class conversations

3. Pipeline & Opportunity Identification

• Use data-driven insights to proactively identify opportunities across SME portfolios: activation, usage growth, cross-sell / upsell and retention
• Support pipeline development aligned with: cluster/country priorities and SME growth targets in LAC
• Ensure opportunities are: clearly quantified and linked to GDV and revenue impact

4. Portfolio Optimization (LAC Focus)

• Diagnose underperformance across markets (activation gaps, dormancy, low penetration)
• Define targeted actions considering LAC-specific constraints (acceptance gaps, product penetration, informality)
• Monitor KPIs and trends to assess impact
• Support creation of scalable playbooks across clusters (e.g., ChiPeBol, Brazil, Mexico)

5. Cross-Functional Collaboration

• Work closely with: SME Product, Data & Analytics, Marketing and Customer Solutions
• Ensure insights are aligned with product capabilities and regional priorities
• Feed market learnings back into product and proposition development
• Support creation of repeatable sales assets and engagement frameworks for LAC

Role Impact

• Higher quality and consistency of SME client conversations across LAC
• Stronger pipeline generation driven by data-led opportunity identification
• Increased GDV and revenue via activation and portfolio optimization
• Better alignment between product propositions and real SME client needs in LAC

All About you:

• Experience in payments, banking, product management, business strategy, commercial analytics, or SME-focused roles.
• Strong ability to analyze data, identify business opportunities, and translate insights into growth strategies and commercial outcomes.
• Experience with portfolio optimization, product performance analysis, • customer analytics, or similar data-driven business initiatives.
• Experience partnering with Sales, Account Management, or Product teams to drive client growth and business impact.
• Strong understanding of SME markets, payments, and regional dynamics across LAC.
• Fluent in English and Spanish (Portuguese is a plus).
• Comfortable operating across data, strategy, product, and sales functions.
• Available to work from the office at least 3 days per week.

  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.