VP – Client Revenue Management

The VP for Client Revenue Management within American Express Global Business Travel (GBT) leads a global team responsible for Client Pricing, Insights and Reporting on Client Profitability, and coordination across GBT’s on opportunities to improve client revenues and overall performance. The Successful Candidate will work with Finance on Pricing strategy and overall approach, while working with the Commercial team as well as the Traveler Care organization to effectively manage delivery times and expectations through the sales cycle and retention process. The incumbent Successful Candidate will also develop and institute regular reporting as to business, country, segment, on client volumes, as well as individual profitability and insights for areas of improvement. This will include setting pricing strategy for Consulting, Products, Meetings & Events, and other non-transactional Customer Revenue opportunities. The organizational objective is to best understand opportunities for revenue improvement, while best managing the pricing process and profitability reporting to meet business needs while driving enhanced retention & acquisition.This role will focus on five key areas:

Client Profitability – Finance to establish allocation process for cost and revenues, to best assess individual and segment level client profitability. Client Revenue Management team to manage and enhance Client Profitability system, and coordinate for integration into Client Pricing. Develop enhanced client profitability reporting, at an aggregate, country, segment, and client level. Work with Commercial team, Traveler Care & GSR on client performance, overall profitability, and opportunities for improvements.

Client Pricing – Coordinate with Finance to set pricing levels by client segment and country. Manage and enhance automated system to enable efficient client pricing and modelling. Reassess retention and new sale pipeline management to ensure more proactive approach, well in advance of RFPs or pre-emptive efforts, to ensure stakeholder inputs are received for final recommended approach to ELT for sign-off. Partner with Finance and Commercial & Supplier on Pricing strategy, and to ensure pricing approach adheres to Finance guidelines and pricing floors. Also establish pricing approach for non-Transaction customer areas, including M&E, Consulting, and Products to best accelerate the usage and related revenues, Partner with Finance to establish policy and approach on any contractual changes to client relationships, and ensure Pricing is aligned with Legal / Contracts on any extensions, amendments, and changes to client terms.

Client Insights – Create client reporting, assessments on priced vs. actual performance, and trends to best assist Commercial and Traveler Care teams on options to improve client financial performance. This should include servicing cost, transactional and non-transactional performance, as well as client specific performance, assessments, and opportunities on the supplier front. Develop reporting to highlight transactional, non-transactional, and supplier revenues and performance by client, to establish best-in-class, benchmark, and areas of opportunity. Coordinate with Finance on leading indicators for new wins, assessment of traded to declared ratios, customer revenue trends, and other insights for forward looking views and planning, as well as recommended changes in approach. Focus on M&E, Consulting, and Product consumption and opportunities, to coordinate with Commercial team on areas of opportunity and expansion.

Regular Client Reporting – In addition to the items listed above, the team will coordinate with Commercial and Finance teams on regular client reporting for weekly, monthly and ad hoc business needs. This reporting will show aggregate, country, segment, and client volumes and trending, as well as other reporting as agreed to by the parties. Finance will continue to own weekly and monthly volume reporting, to best evaluate results, progress against plans and forecasts, and to best assess risk and opportunity and to support forecasting process.

Pricing and reporting system platforms – Manage Arcadia, GPM (Global Pricing Model), CPQ and other platform supporting the above areas. There is a component of this that will need to stay in Technology, with Client Revenue Management coordinating on the evolution, enhancements, and overall efficiency and performance of the systems and solutions.

With an increased focus on declining customer revenues, GBT needs to have more insight, at client, segment, and country levels, to best assess opportunities to drive greater overall Customer contributions. This includes work with Finance on the best approach, strategy and process to win and retain more volume, to improve financial contribution over the course of the relationship, and to assess the actual vs. priced performance. This also includes coordinating on competitive assessments as it relates to pricing, servicing, products and other potential client charges and GBT revenues. Lastly, the leader and team will work closely with the Commercial team on client financial performance, insight as to other clients with stronger performance, and means to best improve GBT contributions, as well as enhancing retention and win to loss ratios. Key responsibilities for this role will include:

Coordination with Finance on Pricing approach, VCT and expected Contribution levels to meet business plans, and actual client performance vs. priced and expected levels.

Participate with Commercial team, as they take the lead on new sales pipeline and retention management, to ensure we fully assess pricing and “win plans” to best position GBT for success.

Engage with Traveler Care to understand servicing options and costs, as well as plans for enhanced and centralized environments, to best incorporate into pricing for accuracy and competitiveness.

Complete competitive assessment, as well as gather feedback on wins and losses, to best set pricing strategy and approach, and to evolve over time while ensuring proper flexibility.

Partner with GBT legal team to take Finance and Commercial strategies and approach, to pricing exercises, and within the client legal document.

Work with Billing team to ensure pricing approach allows us to effectively and efficiently manage the client billing process, and to best avoid pricing outcomes which will create additional work and work-arounds.

Maintain and enhance the Pricing system to most efficiently meet timelines for pricing and RFP exercises on new win and retention efforts.

Implement reporting on upcoming client pricing efforts, to ensure proactive approach, while driving alignment at the Commercial leadership levels, to report back to the ELT for any necessary approvals or exceptions.

Develop post-implementation reporting to provide assessments and insights as to actual vs. expected client level performance, insight as to differences vs. expectations, and areas of focus and learnings to use what has worked, highlight what has not, and follow back as to GBT rights on under-delivery.

Work with GBT Meetings & Events, Consulting, and Product/Technology to establish pricing approach and discipline for the non-transactional customer revenues. Emphasis to be placed on assessing client opportunities, understanding competitive landscape, and working to accelerate these revenues.

Coordinate with Finance and other business areas to develop regular client reporting, for volume specific, win / loss, and other designated areas.

Work with 3rd party data options, such as ARC / IATA, GDS and others, to help GBT best assess GBT performance vs. the industry, competitive set, and other relevant and comparable areas.

Establish cost and revenue allocation methodology, to integrate data into a Client Profitability system, which allows client by client views on performance.

Develop and report on client performance, insight and assessments on better and lesser client findings, to best work with the Commercial team on areas for improvement.

Location United States>New Jersey>Jersey CityIt is our policy to provide equal employment opportunities to all individuals based on job-related qualifications and ability to perform a job, without regard to age, gender, gender identity, sexual orientation, race, color, religion, creed, national origin, disability, genetic information, veteran status, citizenship or marital status, and to maintain a non-discriminatory environment free from intimidation, harassment or bias based upon these grounds.GBT Recruitment Privacy Statement at https://www.amexglobalbusinesstravel.com/gbt-recruitment-privacy-statement/ American Express Global Business Travel (GBT) is the world’s leading business partner for managed travel. We help companies and employees prosper by making sure travelers are present where and when it matters. We keep global business moving with the powerful backing of 16,000 travel professionals in more than 140 countries. Companies of all sizes, and in all places, rely on GBT to provide travel management services, organize meetings and events, and deliver business travel consulting.