Senior Commercial Manager

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.

Requirements

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.