We are currently seeking qualified candidates for a Commercial Lead role with a world leader in providing strategic intelligence to companies and professionals. This is a permanent position based in either Johannesburg or Cape Town, South Africa.
PURPOSE
The Commercial Lead (KYC) will continue to develop and expand commercial relationships with partner banks, and will facilitate the on-boarding of new financial institutions and their end clients.
RESPONSIBILITIES
- Ongoing commercial and contractual leadership of the South African utility, developing and evolving the commercial model ensure its ongoing relevance and value for the banks
- Maintains a consistent trajectory of growth, whilst planning for an avoiding obstacles that arrives from a constantly shifting market and stakeholders
- Develops the deal shape, commercial structure, pricing strategy with over sight on the overall P&L, ensuring the commercial targets are met and that the utility delivers on it’s financial commitments and contributions to the Company.
- Relationship owner with the commercial interfaces within the build partner banks and additional subscribers. Drives adoption to the utility by adding in subscribers in a commercially viable manner and phasing
- Primary commercial interface into the local and global stakeholders
- Defines the ongoing commercial strategy with the banks and prospects, effectively balancing the needs of the builds partner banks vs additional subscribers
- Leads negotiations to pricing structure changes based on proposition changes such as regulatory updates, operating model amendments and new product features.
- The primary interface with the COO, commercial and legal teams In the banks, leading negotiations and changes to contracts (with legal and finance input)
- Provides timely and accurate demand forecasts into the operations and business, manages the business development pipeline, providing qualification and assurance
- Has a clear understanding of the business metrics, able set the measurement criteria for business success and measures the KPI’s with clients and internally alike
- Attends service management meetings / client service reviews. Presents the business health scorecards, gathers feedback from the client, negotiates on commercial subjects.
- Identifies and drives ongoing opportunities to develop the business, reducing costs via effective partnerships, or growth opportunities via new technologies, new initiatives
- Proactively presents ideas to the banks on new commercial opportunities, enhancements and value adding services
- A primary interface into Buy-side firms and corporations to drive further adoption (hand in glove with business development )
- Key bi-lateral link into the core RMS proposition team providing updates to local requirements, technical functionality, data sources and commercial topics
- Internally presents the business status in reports and scorecards and steerco’s, seeks timely input and help from other stakeholders
EDUCATION, SKILLS & EXPERIENCE
- 10+ years of commercial deal management experience either within a bank, Investment manager or a consulting firm. Or a person with 15+ years professional and strategic sales background with tangible record in successful bank negotiations in complex solutions
- Strong knowledge of Compliance, Compliance Operations and regulatory requirements for banks and Investment managers
- Strong understanding of and credibility in the markets which RMS competes
- Strong commercial and business acumen
- Exemplary negotiation skills
- Stakeholder management – alignment with other proposition roles in RMS and wider Risk
- Analytical and strong problem solving skills – a strong mix between practical numbers orientation and impressive articulation in front of clients
- Customer centric, dexterous at strategic level
- Clear internal prioritization and management of client expectations
