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Commercial Card Services - Head of Partnership Business Development

Req #: 180022368_1
Location: New York, NY, US
Job Category: Project Management
Potential Referral Amount: 0 US Dollar (USD)
The Senior Director, Business Development role will have overall responsibility for the sourcing of new strategic partnerships for the Commercial Card business. Position includes all facets of business development from deal construct and ideation, key term development, financial business case and negotiation of contract, as well as, integration with business unit delivery/build teams. In addition, the position will be integral in the renewal processes of all partnerships. The position will be accountable for the annual sales goal of new partnerships with predetermined profit hurdles.



  •  Develop and maintain close relationships with senior executives and external partners (consultants, payment networks) while maintaining an active internal network to facilitate large complex transactions.
  • Lead and develop a high performing sales team with overall responsibility for 1) prospects- industry and company research; material production; pipeline reporting; 2) proposals- document writing and production; financial structuring; deal team coordination; internal clearance, approval and report-outs; and 3) negotiations- governance and financial structure development; operational guidelines; terms and conditions.
  • Structure, negotiate and close exclusive multi-year contracts.
  • Develop, prospect and close new relationships by leading a team in selling in virtual cards across multiple industries, including travel and B2B.
  • Develop a business plan and strategic framework for sourcing new partnerships to include criteria for success.
  • Conduct strategic account planning for large targeted prospects to 1) explore and prioritize opportunities and ideas; 2) develop approach to winning value proposition tailored to specific business requirements; 3) identify internal and external resources required; and 4) formulate and execute action plans and timelines.   
  • Develop partner constructs including the B2B value propositions and economic structure
  • Partner with cross-functional counterparts to ensure collaboration in the development of new partnerships to include: Customer Service, Collections, Credit Risk, Information Services, Finance, Credit Operations and Legal.
  • Ensure all deals and business development is executed in accordance with policies, controls and BD procedures
  • Establish lead progress against partner renewal strategies
  • 10+ years of general management and leadership experience, minimum 5 years progressively increasing sales/business development responsibility within the financial services vertical, credit card experience a plus.
  • Must have negotiation, contracting or other expertise
  • Ability to work independently and create goals and vision for delivery in ambiguous or new situations
  • Deep understanding of financials, mechanics of forecasting and variable sensitivity
  • Demonstrated strong leadership and insightful analytical skills.
  • Ability to problem-solve and clearly articulate objectives and the required path(s) to implement new process/program.
  • Exceptional communication skills, both oral and written, with desire of using both in collaboration with potential partners and internal stakeholders.
  • Excellent influencing-without-authority skills
  • Sense of urgency with disposition to execute and a demonstrated career of successful program implementations.
  • Demonstrated experience in driving strategy within a large multi-segment organization, preferably in the payments industry.
  • Experience in managing people on small to mid-sized teams.
  • Proven exceptional relationship building skills inside and outside the organization.
  • Proven experience in working across departments, lines of business within large organizations.
  • Experience in strategic Business Development within financial services environment is preferred.  
  • Superior quantitative reasoning in relation to proactively identifying and taking advantage of new market opportunities.
  • Superior sales force management and coaching skills
  • Ability to lead and motivate employees
  • Proven ability to communicate effectively with all levels of senior management within a matrixed environment.
  • Change agent able to provide fresh thinking on organization, process and people.
  • Past experience in negotiating major transactions, and analyzing the competition.
  • Undergraduate degree required, advanced degree preferred.


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