Director of Revenue Management/Pricing & Profitability – Treasury Solutions (Location: Boston or NY)

Responsible for overseeing both the strategic and tactical components of Treasury Solutions’ revenue management activities. Manage a team of colleagues responsible for pricing, data collection, analysis, and reporting in support of multiple Treasury Solutions business lines (Cash Management, Commercial Card, Liquidity, Trade, Sponsorship/Merchant Referral)

Responsibilities:

Lead TS product pricing strategy, working closely with Commercial TS (including new Emerging Middle Market), Business Banking, and Private Bank partners. Ensure revenue management strategy and practices support Treasury Solutions’ goals and objectives.

• Review/recommend/integrate pricing/profitability models of targeted product and cross-business strategies and opportunities; leverage industry knowledge to provide competitive insights.
• Oversee the preparation and analysis of total client relationship value/revenue (across TS and Commercial) to derive optimal TS pricing for clients. Develop executive management presentations, business reviews, key findings and recommendations.
• Work with Treasury Solutions SMEs to identify new market opportunities and risks arising from competitive, regulatory and other internal and external factors; provide recommendations to enhance product, channel and customer profitability. Act as lead revenue management expert on cross functional teams to establish processes and assumptions necessary for developing pricing/profitability analysis and business cases associated with potential new strategies.
• Ensure/implement comprehensive reporting/dashboards/scorecards and facilitate a cadence of business reviews with Product and Sales to monitor pricing (exceptions, waivers, etc.), realized revenue, client/p x v, attrition, product penetration, cross-sell opportunities (across all TS business lines/products), and profitability; continually monitor revenue progress/shortfalls.
• Collaborate with TS CFO and Finance team on reporting/identifying trends/issues with key TS performance metrics.
• Support deal teams when pricing significant opportunities with high revenue potential.
• Review/evaluate/revise pricing guidelines and exception management process.
• Lead Product Manager responsible for the Account Analysis billing system.
• Work closely with Liquidity Pricing team to understand impacts/implications of ECR and deposit rates, considering deposit gathering goals, market segment needs, and profitability.
• Train and develop other analysts or managers. Ensures effective departmental policies and procedures are developed and maintained. Leads or participates on special projects needed.

Qualifications/Capabilities:

• Broad and deep experience with treasury products and services (Core Cash, Commercial Card, Sponsorship/Merchant Referral, Liquidity, Trade); extensive industry knowledge and experience.
• Exceptional people skills, ability to work with cross-functional stakeholders of all levels to achieve business goals and objectives.
• Strong executive presence including the ability to communicate findings from data analysis in a concise manner to executive leaders/stakeholders.
• Proven ability to lead and motivate a team of professionals; willingness to delve into details, when necessary, yet able to delegate with confidence.
• Strong financial modeling experience, including financial statement analysis, business case development, and statistical techniques; competent in bank accounting and reporting applications.
• Understanding of Account Analysis features, capabilities, and industry norms

Education: Bachelor’s Degree required; Master’s Degree or MBA preferred.

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