Senior Commercial Manager

vor 2 Monaten

Frankfurt, Deutschland Visa Vollzeit
Job Description

Purpose:
As a Senior Commercial Manager reporting to the Commercial Lead for Central Europe, you will play a pivotal role in driving commercial success across the region. You will provide expert guidance and support on a wide range of commercial activities, including (but not limited to) client incentive agreements, and work closely with cross-functional teams to deliver best-in class commercial proposals whilst maintaining financial discipline and accountability. You will leverage your commercial expertise to develop a range of tools and best practices to protect existing business and address new revenue opportunities. Your ability to build strong relationships and act as a trusted advisor to stakeholders at all levels will be key to your success in this role.

Responsibilities:
•    Lead / significantly contribute to the delivery of large and/or complex clients RFP responses.

•    Assume PMO responsibilities on selected deals.

•    Support sales teams with client facing engagements at all stage of the sales cycle (pre-sales, scoping, input gathering, sales pitch, contractual negotiations, etc.).

•    Lead the timely delivery of commercial contracts on behalf of the sales teams, leveraging experience and subject matter expertise to speed up contract signature.

•    Orchestrate the efforts of various functions to deliver realistic and impactful Value in Kind (VIK) plans as part of the commercial proposals.

•    Advise on strategies and scenario analysis required for key client proposals, oversee modelling accuracy of the business cases, and support the internal governance throughout the deal life cycle.

•    Develop frameworks and strategies to integrate Value Added Services and Money Movement Solutions in our commercial agreements.

•    Manage pipeline of deals against resources available.

•    Develop enhanced MI reporting on deal performance and analysis of the deal pipeline.

•    Develop tools to support account teams and business development in their sales effort (e.g. client business case, revenue calculator…)

•    Conduct “post-mortem” analysis of lost deals and highlight areas of improvement for future opportunities. 

•    Proactively investigate and identify factors for deals under-performing and work with internal stakeholders to define a remediation plan.

•    Support country leadership teams in the development and execution of client/market strategies to achieve our revenue growth targets.

•    Drive commercial discipline and accountability and promote adoption of the self-serve tools by AEs and BDs

•    Propose ideas to improve local, regional, and global deal processes, tools, and frameworks. 

•    Promote best-in-class deal data quality in CRM system.

•    Maintain a consistent focus on doing more with less, through process improvement, prioritization, automation, and deal standardization.
 

This is a hybrid position. Hybrid employees can alternate time between both remote and office. Employees in hybrid roles are expected to work from the office 2-3 set days a week (determined by leadership/site), with a general guidepost of being in the office 50% or more of the time based on business needs.


Qualifications

Education:
• Higher education degree, preferably covering business-related subjects.

Experience:
• 5+ years of relevant work experience.

• Payment’s industry or retail banking experience.

• Proven track record in leading and coordinating complex projects across multiple disciplines.

Industry Knowledge:

• Understanding of the payment landscap in any of the following markets: Germany, Austria, Switzerland and the Netherlands.

Skills: 

• Excellent business acumen with understanding of financial modelling and commercial contracting.

• Excellent written and verbal communication skills, with ability to successfully engage and influence at all levels of the organization.

• Proven ability to collaborate and establish trust with colleagues in various departments (Sales, Finance, Legal, Marketing, Product, Legal) and across global/regional teams to successfully complete projects.

• Advanced negotiation skills.

• Advanced analytical skills.

• Proficiency in Excel and PowerPoint, Power BI would be a plus.



Additional Information

Visa is an EEO Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status. Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.

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