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Director - Global Merchant Services Pricing - Global Client Group

New York, New York
Digital Commerce Marketing

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Job Description

Director - Global Merchant Services Pricing - Global Client Group




The Global Merchant Services (GMS) Pricing team is responsible for the single largest source of American Express’ revenue; Merchant Discount Revenue. The team leverages Merchant Pricing to promote acceptance and grow coverage, to increase merchant satisfaction, and to drive GMS revenue and profit growth. This business subsists through customer-centric pricing principles, dynamic pricing architecture and innovative pricing solutions.


The Director of Merchant Pricing – Global Client Group (GCG) team is responsible for leading the pricing analysis and strategy for our largest and strategic merchant relationships. The Director is also responsible for leading important broad-scale pricing initiatives aimed at preserving our merchant discount rate while balancing the organization’s goal for profitable charge volume and merchant expansion; essential to the strength of our business. The successful candidate will report to the Senior Vice President of Global Merchant Pricing and will be a member of the Global Pricing Leadership Team. 


This role has significant exposure to senior leaders across GMS and the Blue Box.  The Director should be a dynamic individual who has strong strategic thinking, superior analytical skills, experienced in team management, and has the right ambition to drive change.



Job Responsibilities

  • Lead a team of three Managers to deliver impactful pricing solutions for GCG segment
  • Develop pricing strategies based on quantitative data analysis and provide recommendations to secure key financial acceptance terms in negotiations, such as pricing terms, value exchange levers, and trade-offs
  • Oversee and evaluate business cases for various merchant pricing scenarios, model P&L impacts, and perform sensitivity analysis to mitigate risk
  • Liaise directly with merchants to explain Amex pricing philosophy, premium to competitor bank card rates, industry pricing, and pricing proposals – lead discussions and negotiations as appropriate
  • Contribute to ongoing partnerships with merchants by exhibiting knowledge of industry and merchant-specific opportunities and challenges
  • Build relationships across GCG Client Management (CLM) that drive CLM team accountability, ensure goal achievement and facilitate business decisions.
  • Drive pricing integrity and accuracy in merchant agreements; work closely with CLM and Operations to ensure all pricing terms are properly captured in internal platforms
  • Support external audits including researching issues found, contacting the CLM teams that manage the merchant relationships to discuss issues, and working through an appropriate resolution with the merchants
  • Contribute to the ongoing development of an infrastructure that identifies opportunities for sharing best business practices, streamlines implementation of contract/payment terms, and other internal processes



  • Consistent, strong contributor and proven people leader with exceptional references from former leaders and team members
  • Strategic thought leader with the ability to work through unstructured problems and develop clear action plans
  • Strong aptitude for analytics; demonstrated ability to develop sophisticated financial models and draw value-added insights from large amounts of financial data
  • Strong relationship management and collaboration skills with the ability to influence others in situations where there may be different goals
  • Excellent communication skills – both written and oral -- with experience leading discussions with Senior Leaders where decisions need to be made based on the facts presented
  • Ability to excel in a fast-paced, dynamic team environment, which places a premium on driving results
  • Creative thinker who is willing to question traditional ways of doing things and develop new approaches to old challenges
  • Strong project management skills with full ownership from analysis through to implementation
  • Passionate focus on the customer; demonstrated desire to understand and solve for customer needs and pain points
  • Demonstrated ability to handle multiple requests and prioritize accordingly
  • Capacity to remain calm and flexible under pressure



Depending on factors such as business unit requirements, the nature of the position, cost and applicable laws, American Express may provide visa sponsorship for certain positions.

ReqID: 19012658
Schedule (Full-Time/Part-Time): Full-time
Date Posted: Jul 10, 2019, 12:38:10 AM
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