Commercial Market Director Brazil

Overview

Collinson Group is a global leader in driving loyalty and engagement for many of the world’s largest companies, predominantly through travel related benefits within a market leading digital travel ecosystem. The group offers a blend of industry and sector specialists delivering products and services across four core capabilities: Loyalty, Lifestyle Benefits and Insurance. The group provides insight and expertise around affluent consumers and frequent travelers, delivering products and services accessible to over 400m end consumers. With more than 25 years’ experience, 28 global locations, servicing over 800 clients in 170 countries, and employing 1,800 people.

We have been bringing innovation to the market since inception—from launching the first independent global VIP lounge access programme, Priority Pass; to being the first to sell direct travel insurance in the UK through Columbus Direct; to creating the first loyalty agency in the travel sector with ICLP. Today we continue to invest in innovation to deliver superior customer experiences.

Purpose of the job

Responsible for the overall revenue and gross margin and successful development of their market, including:

• Execution of global and regional strategy to deliver an aligned plan to operate with maximum effect within the local market
• Overall business delivery and profitable performance
• New business and revenue and Gross margin protection and growth
• Client thought leadership, retention and growth

Strategic Planning:

• Identify growth opportunities in the region to expand the company’s footprint.
• Review, recommend, formalize and execute the market strategy.
• Continuously monitor the competitive landscape and adapt strategies accordingly

Market Propositions and Launches:

• Identify trends and consumer needs for the market supporting the development of group strategies, products, and propositions.
• Capture market specific client and prospect requirements to share with relevant stakeholders across the business.
• Work closely with cross-functional teams to translate requirements into tailored propositions.
• Work closely with Product and Technology, supporting the delivery of products and services while meeting market requirements.
• Support the successful launch of new offerings onto the market.

Strategic Partnerships:

• Identify and execute new strategic partnerships to enhance market penetration and expand the company’s reach.
• Build strong, mutually beneficial relationships with key partners and stakeholders to drive business development opportunities.
• Cultivate senior strategic relationships with key decision makers and influencers in key verticals and industry bodies/associations.

Business Development:

• Support market level Business Development targets and goals for group propositions and services.
• Support and contribute to regional/global pitches and other business development initiatives as required.

Account and Client Management:

• Deliver and grow key client business in line with local, regional, and global strategies.
• Accountable to lead market account teams to drive account relationship development and strategies.
• Support account teams to execute account level strategies across multiple sectors including credit cards, banks, airlines, and airports.
• Work with regional and global resources, establishing and adopting best practice account management and business administration for all aspects of business in the market

Team Leadership:

• Responsible for aligning with global programs and projects, ensuring successful implementation of appropriate company initiatives and tactics, such performance management, career planning, succession planning, leadership development.
• Work alongside P&C on recruitment, development, retention, and performance of talent required to support business plans and delivery.
• Serve as a coach and mentor to local staff, focusing on individual and team effectiveness.
• Accountable for internal communication, ensuring key messages and communication are cascaded effectively to staff.

Knowledge, skills and experience:

• 10+ years of experience in working as a Managing Director, Country Lead or Senior leader in a similar sized global company with a track record of delivering success.
• In-depth understanding and insights into the consumer and commercial environment in local market.
• An ability to represent and champion the group proposition with authority, passion, and conviction, garnering high levels respect within the industry.
• Solid people development and relationship management experience.
• Experience in working in highly matrixed organizations.
• Fluency in English, articulate and able to convincingly present complex ideas and concepts in verbal and written form.
• Strongly demonstrate the following competencies:
  • Negotiation
  • Flexibility and influential skills
  • People and client management
  • Communication and presentation
  • Solutions-orientation
  • Curiosity and relationship-building

• Ability to assess the market to gauge business opportunities.
• Nurture current client partnerships, building loyalty and exploring additional business prospects. Track record in establishing strong local partnerships.
• Well networked in the financial services and travel sectors and with a good understanding of customer engagement.
• Aptitude and enthusiasm for pitched and consultancy/solutions-based business development with demonstrable experience in landing major clients and projects.
• Able to provide thought leadership and direction to functional teams thereby leading the development of the market ensuring products and propositions fit the market and are constantly refined as the market, and competitors, evolve their offerings.
• A dynamic and inspiring senior leader with proven success at managing delivery, performance, and profitability on major projects
• Growth and profit focused with a proven ability to develop and maintain clear business processes and practices which facilitate accurate and quality delivery of services.
• Strong relationship and network manager, able to successfully collaborate with peers, executives, staff and external contacts as part of a global matrix organization.
• Excellent leadership skills, able to inspire, develop and motivate our people and lead cultural and organisational changes and developments.
• Excellent sales leadership skills; able to inspire, develop and motivate a commercial team.