Total System Services (TSYS) is looking for a Business Account Manager.
What Part Will You Play:
• Is responsible and accountable for totality of client relationship for assigned accounts; all TSYS products and services including TMS, Value Added Products (VAPs), and Core across all platforms including Commercial, Consumer and Debit. Participates in and ensures the appropriate support and service activities are provided for company products and services for clients of varying sizes.
Is responsible for ensuring tactical initiatives are implemented successfully. On call 24 hours a day, 7 days a week, and responds appropriately to ensure TSYS support groups respond and react accordingly and with empathy to the client impact. Update client business groups as necessary during and after severity one incidents. Required to carry a cell phone and travel to client site(s) as necessary.
• Supports the client by acting as the voice of the customer, identifying product support and development needs and communicating needs internally.
• Maintains long-term relationships with clients.
Ensures understanding of the client business and product installations to identify service needs, plan service delivery, and drive use of proactive service and support mechanisms to reduce client downtime and support costs. Identifies new product services based on strategic direction of the client’s business.
• Acts as a single point of client contact to coordinate resolution of service incidents and escalation of technical issues and escalates issues that pose substantial regulatory or financial impacts to leadership.
• Provides quality service and operational performance within the parameters of the client’s projects and service delivery standards.
• For the North America segment, supports the Client Business Review and acts as an advocate for the client. Aligns client’s needs with internal solutions. Conducts the complete setup and preparation for the client review, including collecting reporting from other areas, generating certain types of reporting, and understanding the output from that reporting. Assists with presenting specified sections of this information to the client with the intent to improve the client’s business. For the International Segment, owns the organization and delivery of client business reviews. Aligns client’s needs with internal solutions. Manages the complete setup and preparation for the client review, monthly and/or quarterly and annual Executive reviews, including collecting reporting from other areas, generating certain types of reporting, and understanding the output from that reporting. Manages the implementation, execution and follow up of actions associated to monthly/quarterly balanced scorecards and TSYS Inc. client survey. Assists with presenting specified sections of this information to the client with the intent to improve the client’s business.
• For the North America segment, is accountable for invoice accuracy, including research and dispute resolution and understands the financial and compliance impacts of client support. Consistently analyzes and monitors the client’s processing environment to identify and implement strategies for operational efficiency and cost savings. For the International segment, ensures the accurate and timely forecasting of all revenue and lines, on a monthly and quarterly reporting basis for assigned accounts. Validates monthly billing to the client ensuring accuracy and timely issuance of invoices. Ensures client stays current with no bad debt. Accountable for the negotiation and settlement of any direct loss claims or billing disputes for assigned accounts.
• For the International segment, has revenue targets for new and existing accounts. Identifies and owns the successful closure of cross sell opportunities of TSYS and partner products and services to extend TSYS revenues and footprint with the clients to meet individual account revenue and strategic growth targets as set by your manager. Creates business case for Executive approval. Tracks and Reports Performance. Is accountable for the profitability of new commercial deals; achieve agreed revenue and margin targets and adhere to them whilst adopting a Senior Executive exception approval process.
• For the International segment, develops an Account Plan and Contact Plans; Fully understands the client organization and strategy to enable TSYS to engage and navigate throughout the enterprise. Defines relevant propositions for each client and qualify opportunities to ensure high probability of win and successful delivery. Is accountable for the profitability of the client; achieve agreed revenue targets.
• Supports the renewal of client contracts and addenda to agreed retention, deal parameters, and financial and commercial points for assigned accounts. Receives support from legal and other key stakeholders for areas outside of the Relationship Management’s area of expertise. (Client Growth)
Manages sales support resources and work with internal stakeholders to create and deliver propositions.
• Stays abreast of industry trends, regulations and competitive products in order to strategically identify and target sales opportunities.
• For the International segment, implements creative strategies and work with SMEs and other RM’s to seek new client solutions where appropriate. Works to develop initiatives to improve communications, processes and workflow with clients and within TSYS to create and maintain positive relationships. Delivers reports that provide revenue projection, product penetration rates and sales forecasts for senior executive management.
• For the North America segment, maintains customer profile of client’s architecture and processing environment, product matrix, and custom processes to track client interactions.
What Is the Company Looking For in This Role:
Activities / Key Tasks
• Identify TSYS licensing opportunities, develop profitable propositions and pursue the sale up to contract closure.
• Develop and implement long-term strategic plans that insure organization maintains market leadership role in served markets. Represent the company in its best light in bankcard business events.
• Develop new business areas in cooperation with Vendors of Card Industry. Manage relationships with external vendors, consultants and agencies.
• Achieve sales objectives: revenue, margin and costs.
• Participate in Product development strategy for CIS region.
• Coordination with TSYS marketing and external providers to deliver associated marketing materials.
• Responsible for tenders.
• Responsible for proposals.
• Understand and facilitate TSYS corporate goals and strategies to meet departmental goals.
• To support TSYS to increase market share in the region.
Required Knowledge, Skills And Abilities
• Works well in a fast-paced, high pressured environment with irregular hours.
• Possesses advanced industry knowledge.
• Manages heavy workload in a high-pressure environment while maintaining priorities and composure; Works independently with limited to general supervision; Maintains self accountability for assigned projects and areas of responsibility.
• Delivers presentations; Fosters open communications; Demonstrates excellent listening and speaking skills; Translates technical materials; Exhibits mastery of written communication.
• Ability to maintain relationships with the client on Management level.
• At least 5 years relevant experience within international business environment.
• Excellent written and spoken English and Russian.
• Excellent communication and negotiation skills.
• Travels, as required.
Education And Experience
• Technical University Degree / Degree in Economics/Management.
• MBA Degree.
• 5 or more years professional experience in Card Industry is required.
To Successful Candidate The Company Offers In Return:
• Great career opportunities, communication and experience exchange in the international team.
• Creative and friendly atmosphere.
• Medical and travel insurance (for team members and their dependents).
• Accidental insurance (for team members).
• 100% sick leave compensation.
• Working flexibility.
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