Head of Commercial Card and Merchant Business Management

Citizens•Johnston, RI

10d

About The Position

The Head of Commercial Card and Merchant Business Management is responsible for driving operational discipline of the Commercial Card and Merchant services business. This role owns end-to-end pricing, revenue share and rebate management, portfolio performance, sales support and enablement, analytics, contract management and business planning. The role partners closely with Sales, Product, Finance, Risk, Operations, and Technology to ensure competitive, scalable, and compliant outcomes while supporting sustainable growth.

Requirements

10+ years of experience in commercial banking, payments, card products, or financial services, with strong exposure to pricing, portfolio management, or business management.
Proven experience leading pricing strategy, commercial economics, or revenue management in a complex, regulated environment.
Strong understanding of Commercial Card and/or merchant economics, including interchange, rebates, incentives, and client profitability.
Demonstrated ability to partner effectively with Sales while maintaining disciplined pricing and governance standards.
Advanced analytical, communication, and executive presentation skills.
Proven people leadership experience with a track record of building and developing high-performing teams.

Responsibilities

Own and manage end-to-end pricing strategy across Commercial Card, Merchant and Sponsorship products, including client pricing, fee structures, incentives, and deal economics. Establish governance and approval frameworks to ensure consistency, profitability, and compliance.
Lead the revenue share and rebate platform, including design, calculation, governance, execution, and ongoing optimization. Ensure accuracy, transparency, and strong controls in partnership with Finance, Operations and Risk
Oversee Commercial Card portfolio management, including monitoring revenue, profitability, spend trends, attrition, and overall portfolio health including credit monitoring. Identify opportunities for growth, optimization, and risk mitigation.
Provide commercial and analytical support to Sales and Account Management teams, including pricing guidance, deal structuring, economic modeling, and support for complex client negotiations.
Manage client contracts and support in complex legal deal negotiations in partnership with sales and legal
Develop and deliver sales support and enablement tools, reporting, and frameworks that improve sales and product effectiveness, consistency, and confidence across the Commercial Card and Merchant lifecycle.
Lead analytics and reporting to deliver clear, actionable insights into business performance, trends, and opportunities. Translate complex data into executive-level and field-ready insights.
Own business planning, forecasting, and budgeting for the Commercial Card business. Partner with Finance and Product to align revenue targets, investments, and strategic priorities.
Provide people leadership across pricing, analytics, portfolio management, and business support functions through coaching, performance management, development planning, and succession planning.
Partner cross-functionally with Sales, Product, Risk, Finance, Operations, and Technology to drive alignment, execution, and continuous improvement across processes and operating models.