Manager - Merchant Pricing Strategy

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The Global Merchant Services (GMS) Pricing team is responsible for the single largest source of American Express’ revenue: Merchant discount revenue. The team works closely with multiple business partners to determine the ideal pricing structure to encourage merchant acceptance of American Express, while striving to improve coverage and merchant satisfaction. Ultimately, we drive merchant revenue and profit growth through customer-centric pricing principles, more flexible pricing architecture and innovative pricing solutions.

How will you make an impact in this role?

The Manager, Merchant Pricing team is responsible for managing the pricing strategy and financial analyses for several of American Express’ U.S. merchant relationships. This position will also drive the merchant pricing and commercial negotiation strategy.

The Manager is also responsible for supporting important broad-scale pricing initiatives aimed at preserving our merchant discount rate while balancing the organization’s goal for growing profitable charge volume and merchant expansion; essential to the strength of our business.

This is an excellent opportunity for an individual to gain deep knowledge of the Merchant business, as well as exposure to and insight from senior leaders across the Blue Box. The Manager should be a dynamic individual who can work closely with senior leaders and has the right ambition to drive change.

• Develop pricing strategies based on quantitative data analytics and provide recommendations on key financial / commercial terms during merchant negotiations
• Evaluate business cases for various merchant pricing scenarios, model P&L impacts, and perform sensitivity analyses to drive agile business decisions
• Develop and regularly present to senior leaders on merchant pricing negotiation strategies and recommendations
• Create compelling, merchant-facing materials for client negotiations, which articulate and quantify the AXP value proposition
• Present directly to merchants and explain American Express’ pricing philosophy, premium to competitor bank card rates, industry pricing, and pricing proposals – lead discussions and negotiations as appropriate
• Draw merchant-specific insights from internal data (transactions, merchant profiles, etc.) and external data (analyst reports, industry research, etc.) to identify key opportunities and challenges during a negotiation
• Build relationships across client management organization (CLM) that drive team accountability and ensure goal achievement
• 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

Minimum Qualifications

• 4+ years of experience with an Undergraduate degree 
• Strategic thought leader with the ability to work through unstructured problems and develop clear action plans
• 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
• Demonstrated ability to handle multiple requests and prioritize accordingly
• Capacity to remain calm and flexible under pressure

Preferred Qualifications

• Experience managing pricing strategy within a contractual framework.  This includes comfort with contracts, knowing facts of a multitude of contracts, and recommending contractual negotiation strategy
• PowerBI, SQL, etc., with the ability to teach others and uplift a team to self-service 

Salary Range: $80,000.00 to $155,000.00 annually + bonus + benefits

The above represents the expected salary range for this job requisition. Ultimately, in determining your pay, we’ll consider your location, experience, and other job-related factors.

We back our colleagues and their loved ones with benefits and programs that support their holistic well-being. That means we prioritize their physical, financial, and mental health through each stage of life. Benefits include:

• Competitive base salaries 
• Bonus incentives 
• 6% Company Match on retirement savings plan 
• Free financial coaching and financial well-being support 
• Comprehensive medical, dental, vision, life insurance, and disability benefits 
• Flexible working model with hybrid, onsite or virtual arrangements depending on role and business need 
• 20+ weeks paid parental leave for all parents, regardless of gender, offered for pregnancy, adoption or surrogacy 
• Free access to global on-site wellness centers staffed with nurses and doctors (depending on location) 
• Free and confidential counseling support through our Healthy Minds program 
• Career development and training opportunities

For a full list of Team Amex benefits, visit our Colleague Benefits Site.

American Express is an equal opportunity employer and makes employment decisions without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status, disability status, age, or any other status protected by law.

Employment eligibility to work with American Express in the U.S. is required as the company will not pursue visa sponsorship for these positions.

We back our colleagues with the support they need to thrive, professionally and personally. That's why we have Amex Flex, our enterprise working model that provides greater flexibility to colleagues while ensuring we preserve the important aspects of our unique in-person culture. Depending on role and business needs, colleagues will either work onsite, in a hybrid model (combination of in-office and virtual days) or fully virtually.

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