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Commercial Manager - Payments
Job type: Remote
Payments & Banking Infrastructure (PBI)
Strategy & Long-Term Planning
New Partner Sourcing & Negotiations
Renegotiations & Portfolio Optimisation
Strategic Partner Presence (Post Go-Live)
Commercial Reporting & Team Direction
Essential
ACE Money Transfer Profile: https://acemoneytransfer.com/company-profile
Job type: Remote
Payments & Banking Infrastructure (PBI)
Strategy & Long-Term Planning
- Work directly with the Head of PBI to develop the annual commercial plan and contribute to the 3-year payments infrastructure roadmap
- Translate strategic direction from the Head of PBI into structured, actionable plans with clear milestones and owners
- Proactively identify gaps in ACE's payments infrastructure by engaging cross-functionally with Partner Success, Partner Onboarding, Operations, Finance etc.
- Bring forward commercial solutions — not just problems — with implementation pathways and business logic
- Own the commercial narrative for the PBI function, including contribution to the monthly CEO Brief and quarterly commercial reviews
New Partner Sourcing & Negotiations
- Identify, approach, and commercially evaluate new payments partners — card acquirers, APM providers, open banking rails, FX counterparties, and banking partners
- Involvement in all commercial negotiations: from first contact and term negotiation through to handshake before handover to PO.
- Build and maintain a live pipeline of prospective partners with commercial assessments and prioritisation rationale
- Develop business cases for new partner additions including cost modelling, volume projections, and break-even analysis for Head of PBI sign-off
- Ensure all new commercial arrangements protect ACE's margins.
Renegotiations & Portfolio Optimisation
- Own the renegotiation pipeline for existing partners — tracking contract renewal dates, rate review windows, and volume-based tier unlock opportunities
- Use analyst-supplied data on FX costs, acquirer pricing, AR trends, and revenue leakage to build renegotiation mandates and target rate improvements
- Present renegotiation outcomes and savings to the Head of PBI with clear before/after commercial analysis
- Identify underperforming or overpriced partners and bring replacement or consolidation recommendations
Strategic Partner Presence (Post Go-Live)
- Attend Quarterly Business Reviews and major partner strategy sessions alongside the Head of PBI
- Provide commercial context and continuity at the senior level without involvement in operational or day-to-day performance management
- Feed strategic insights from partner conversations back into the annual plan and roadmap
Commercial Reporting & Team Direction
- Manage and direct the Commercial Analyst — setting priorities, reviewing outputs, and ensuring data quality underpins all commercial decisions
- Maintain the renegotiation pipeline tracker and new partner pipeline, keeping both current and accurately reported
- Own the commercial sections of the monthly CEO Brief and quarterly scorecard
- Provide clear, concise reporting to the Head of PBI on savings delivered, pipeline status, and strategic progress
Essential
- 3-5 years of experience in a commercial, partnerships, or business development role within payments, fintech, or financial services
- Proven track record of leading commercial negotiations with card acquirers, payment processors, banks, or FX counterparties
- Strong understanding of payment economics — MDR structures, interchange, scheme fees, FX spreads, and open banking pricing
- Experience working cross-functionally with operations, technology, and compliance teams to structure and close commercial deals
- Ability to build rigorous business cases and commercial models independently, without reliance on a finance team
- Excellent written and verbal communication — comfortable presenting commercial analysis and recommendations to senior leadership
- Highly organised with the ability to manage multiple negotiation tracks simultaneously without dropping detail
ACE Money Transfer Profile: https://acemoneytransfer.com/company-profile
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