Position Summary

We are on the lookout for a skilled Senior Commercial Card Product Manager to spearhead the design and implementation of a Commercial Fleet Card Program.

This position is responsible for formulating the product strategy, creating value propositions, designing the commercial model, developing business cases, managing portfolio P&L, aligning credit and risk factors, ensuring operational readiness, integrating partner systems, overseeing governance, driving commercialization, and fostering portfolio growth.

The ideal candidate will collaborate closely with various partners within the fleet ecosystem to seamlessly integrate the Bank's card and payment solutions into a robust, commercially viable fleet card offering tailored for SME, commercial, and corporate clients.

POSITION OBJECTIVE

Develop the Bank's fleet card offering from business case formulation to market launch, coordinating both internal stakeholders and external fuel partners.

Primary Responsibilities

Product Strategy & Value Proposition Development

• Craft and implement the Bank's fleet card product strategy, roadmap, launch plans, and growth targets.
• Create value propositions for SME, commercial, and corporate banking sectors, detailing product features, advantages, pricing, rebates, and usage strategies.
• Convert insights from customers, market trends, and competitors into unique product specifications and prioritized capabilities.
• Prepare product documentation, investment proposals, and governance submissions to facilitate strategic and funding decisions.

Business Case Development & Portfolio P&L Oversight

• Oversee the creation of comprehensive business cases for the fleet card program and subsequent enhancements.
• Develop and sustain detailed P&L models that encompass card expenditure, revenue projections, interchange earnings, pricing strategies, partner economics, client rebates, scheme incentives, credit expenses, operational costs, and investment needs.
• Perform scenario modeling, sensitivity assessments, break-even analysis, and ROI evaluations to aid in decision-making.
• Set portfolio financial KPIs, assess actual performance against the approved business case, and propose measures to boost growth and profitability.

Fuel Partner & Commercial Model Oversight

• Act as the Bank's primary product liaison with fuel, petroleum, energy, or mobility partners.
• Define the collaborative proposition, roles and responsibilities, commercial framework, pricing models, rebate structures, revenue-sharing agreements, customer journeys, service models, and go-to-market strategies.
• Ensure effective integration of the Bank's card and payment functionalities with the partner's fleet management platform.
• Establish partner governance, manage commercial interdependencies, and facilitate the timely resolution of cross-organization challenges.

Program Delivery & Launch Execution

• Guide the comprehensive delivery of the fleet card program from initial concept through to implementation and launch.
• Coordinate cross-functional teams, including Commercial Banking, Product, Technology, Operations, Risk, Compliance, Legal, Finance, Card Processors, and Payment Network Partners.
• Define issuer-side business requirements and oversee the implementation of card program functionalities.
• Ensure successful integration between the Bank's card ecosystem and the partner's fleet management system.
• Manage program governance, risks, dependencies, and executive reporting.

Portfolio Expansion & Commercialization

• Formulate the commercialization and go-to-market strategy in collaboration with sales, relationship management, marketing, and the fuel partner.
• Equip front-line teams with sales tools, product training, client engagement resources, and clear product positioning.
• Drive metrics related to customer acquisition, onboarding, activation, spending, utilization, retention, and portfolio profitability.
• Examine customer behavior and portfolio performance to spot growth opportunities and refine the value proposition.

Risk, Compliance & Governance

• Ensure the fleet card program adheres to relevant regulatory, card network, credit, fraud, operational risk, legal, data, and internal governance standards.
• Collaborate with control functions to implement suitable policies, controls, monitoring mechanisms, and escalation processes.
• Support audit, assurance, and regulatory review activities, ensuring timely resolution of identified issues.

Essential Qualifications & Experience

• Bachelor's degree in Business, Finance, Economics, Marketing, Technology, or a related field.
• A minimum of 8 years in product management, commercial cards, corporate cards, payments, transaction banking, or commercial banking, with substantial experience in a senior product ownership capacity.
• Demonstrated success in managing a card or payment product from inception through to approval, development, launch, and commercialization.
• In-depth knowledge of commercial card products, issuer economics, portfolio management, payment networks, processing, and the complete card lifecycle.
• Proven ability to lead complex cross-functional initiatives and influence senior stakeholders across various business and control functions.
• Strong commercial acumen, analytical skills, structured problem-solving abilities, executive communication, and negotiation expertise.

Preferred Experience

• Experience in launching and managing Commercial Cards, Corporate Cards, Purchasing Cards (P-Cards), Travel & Entertainment (T&E), Fleet Cards, or B2B payment solutions.
• Experience in launching a co-branded card or partner-driven fleet card program in alliance with a fuel, petroleum, energy, or mobility organization.
• Proven experience in developing business cases and comprehensive P&L models for card or payment products, including revenue forecasting, portfolio profitability evaluation, pricing strategies, rebate frameworks, and investment justifications for new product launches.
• Experience in forging strategic partnerships, developing co-branded payment products, and creating joint commercial or go-to-market strategies.
• Experience collaborating with major card payment networks, card processors, and external technology partners.
• Familiarity with fleet payments, fuel card ecosystems, mobility solutions, merchant partnership structures, and extensive acceptance networks.
• Experience within Commercial Banking, Corporate Banking, Payments, or Transaction Banking sectors.
• MBA or advanced qualification in Business, Finance, or a related field.