Associate Commercial Director
Associate Commercial DirectorEvery day, the people of TSYS® and Netspend® improve lives and businesses around the globe through payments. We make it possible for millions of people to move money between buyers and sellers using our payments solutions including credit, debit, prepaid and merchant services. We are "People-Centered Payments", and our team has the unique opportunity to help create a world in which payments make people's lives easier and better. This is both a tremendous honor and an important responsibility for those who accept the challenge. If you are looking to make a valuable difference for people everywhere - and for yourself - we may have the right place for you.Job OverviewThe jobholder will play a pivotal role in the definition and negotiation of key commercial and operating terms covering European Processing of TSYS clients. The jobholder will be responsible for managing the new client contracting process and, working closely with the sales/commercial lead and legal representatives, negotiating and executing new client agreements. Responsibilities are varied and include definition and management of the Service Level Standards across all TSYS international clients and TSYS NA client support where required. The role also involves managing and maintaining the current TSYS standard contractual schedules, in conjunction with the appropriate SMEs/business owners, in addition to oversight of the creation, standardisation and application of commercial terms between the TSYS clients.The jobholder will obtain input and buy-in from key stakeholders from across TSYS covering Sales, Relationship Management, Global Product Group, Global Procurement, Partner Management, Pricing, Service Level Management and Finance.Key ActivitiesNew Client Contracting and/or Existing Client New Product or Service Addendum Working closely with the business and legal leads, organise and manage the overall contracting process from execution of LOI until signing and execution of the agreement, ensuring liaison with all relevant areas of the business and key stakeholders:Manage the commercial and legal contract process to ensure client satisfaction while minimising corporate risks in collaboration with appropriate legal representatives to ensure all TSYS legal risks are known and minimised.Negotiate and propose innovative solutions, making decisions on contract provisions in collaboration with commercial lead, key business stakeholders and legal.Serve as the primary liaison with client contacts for assigned projects, coordinate communication efforts and the distribution of documents to facilitate each step of the contract cycle.Collaborate with key stakeholders to resolve issues and gain consensus needed to secure approval of contractual documents and ensure accountability for agreed terms.Analyse contracts, conduct in-depth research and propose solutions to address client contract issues.Review, format and finalise executable documents for legal approval, ensuring that all negotiated terms are accurately reflected.Tailor commercial and contractual inputs for specific processing platforms and clients, considering commercial impacts and system developments within TSYS.Contract Renewal Risk AssessmentThe jobholder will work with the relationship management and sales teams as applicable to provide contract assessment and support through renewals, including:Support Relationship Management through renewal negotiations, as required.Undertake assessment to verify current contractual provisions and identify any gaps between the current client contract schedules and current TSYS standard contract schedules.Engage Relationship Management teams on key pain points and any identified contractual issues to be addressed in the renewal process.Create documentation for relevant business stakeholders to show the gaps and the potential business risk in not addressing the issues, and where applicable gain approval for acceptance of the identified risks.Managing Current TSYS Contractual Schedules and Ensuring Regular RefreshesWorking with key Stakeholders and SMEs/business owners ensure that the TSYS standard contractual Schedules are maintained and regularly reviewed to incorporate changes in best practice, regulatory and market conditions, to include:Hold annual meetings with each SME/business owner for the TSYS standard schedules to verify the content and implement appropriate changes where needed.Maintain the contract standards relating to key commercial termsMaintain the International Service Level Standards and Methodologies to be used for new name sales and existing client cross sells.Have Responsibility for the formalisation of service levels for new TSYS International products including those products provided solely by TSYS and those products provided in partnership with third parties.Measure performance and ensure that the Service Level Standards and Contract Standards are updated accordingly with any service levels related to new products.Service Level Standards Management for TSYS International Processing ClientsWorking with Sales, Relationship Management, Global Product Group, Global Procurement & Partner Management, the jobholder will be the key contact for TSYS European Processing clients to:Act as the lead in client negotiations on Service levels for new name sales and renewals, ensuring that the client fully understands the TSYS SLA proposition.Utilise matrix management techniques when providing service levels for new sales opportunities, managing the internal stakeholders within TSYS appropriately.Formalise and manage the process of handing over the service levels from sales into business as usual.Act as the focal point within TSYS International for agreement on any service levels relating to services provided in partnership with Third Parties ensuring that a full end-to-end view of the service and the service levels is considered.Participate in the International Pricing Committee to ensure that the service levels for new products are considered when the pricing is definedEducate colleagues on the TSYS SLAs including risk analysis & performance measurement.Collaborating to Ensure TSYS Obtains the Best Commercial Deals from its Strategic Partners.Working with Global Procurement and the Global Product Group, the jobholder will provide support in the negotiations with the strategic partners focusing on three specific areas which relate to the flow through of key commercial terms from our client contracts through to the strategic partner contracts:Pricing structure - reviewing the partner tariff lines, price points, units of measure, service definitions, minimum fees and asking the question can we sell at a price that will provide us with healthy sustainable margins?Key terms - reviewing items such as term, currency, indexation, territories, audit rights, benchmarking, most favoured customer, invoicing, payment terms etc.Service levels - reviewing the service levels and remedies and ensuring that it can dovetail into what TSYS offers its clients.Considerations for Legal flow down/flow ups related to TSYS' strategic partners and our partners suppliers/partners to ensure full end to end contractual coverage.Contributing to Global Product & Relationship Management Business CasesWhere the Global Product Group identifies a new product through a strategic partner or a new partner, there may be a requirement to review and support the creation of a business case from the perspective of Issuer Solutions International business. The jobholder shall be required to review and contribute to the development of such business cases, as requiredKey Skills & ExperienceProven knowledge of TSYS products & services, their interoperability and service delivery in relation to Service Levels.Proven commercial skills - including detailed understanding of commercial dealpoints, pricing and costings.Ability to communicate effectively with external parties at senior and day-to-day levels.Proven negotiation skills - with clients & strategic partners.Proven analytic skills with a commercial focus.Proven ability to matrix-manage key TSYS stakeholders effectivelyProven ability to work as part of a team effectively.Ability to manage multiple tasks/activities at any one time, managing to tight timescales whilst delivering the required resultProven experience in the payments industry with 10+ years experience.Ability to communicate in more than one European language.Strong written and verbal skills.Educated to degree level or equivalent.Client and/or Partnership Management experience.üNot Ready to Apply? Join Our Talent Community!!US Applicants:TSYS is an equal opportunity employer (EOE) committed to employing a diverse workforce and sustaining an inclusive culture. For more information about your rights, click here.Qualified individuals with disabilities may be entitled to reasonable accommodations to assist in their pursuit of employment with TSYS. This includes assistance in completing the job application (online or otherwise) and reasonable accommodations during the hiring process. For assistance with reasonable accommodations needed to apply for a job, please contact the TSYS Pay and Benefits Center between 8 a.m. and 7 p.m. Eastern Monday-Friday at +1.706.644.8747 or +1.877.644.8747 or email at PayandBenefits@tsys.com.EOE/Minorities/Females/Vet/DisabilityOutside of US Applicants:TSYS is committed to diversity and equal opportunities for everyone. We are committed to ensuring that all job applicants and team members are treated equally, without discrimination because of gender, sexual orientation, marital or civil partner status, gender reassignment, race, colour, nationality, ethnic or national origin, religion or belief, disability, age or any other characteristic prohibited by law. For more information, please refer to our Code of Business Conduct and Ethics, found here.The people of TSYS® and Netspend® are part of something bigger. We have the opportunity to touch millions of people and businesses each and every day - both a tremendous honor and a huge responsibility. We are known around the world for the passion and enthusiasm we bring to the business of payments.TSYS team members are the best and brightest in the industry, with both the drive and ambition required in today's market. We have yet to find limits to what our people can accomplish together.Our family of companies offers a wide array of careers in which team members can leverage their skills and advance their future, while helping TSYS succeed in delighting customers around the world. We want to help candidates find the right fit within the TSYS family and in the right location.Visit our career sites for more information about TSYS and Netspend.