BT Regional Business Director, North America - New York City in New York, New York
Regional Business Director, North America
Team: BT in the Americas
Location: New York City
Travel Requirement: None
Existing authorization to work in the United States is required. Relocation support for this position is not currently available.
Why this role matters:
BT’s purpose is to use the power of communication to make a better world. For each other, for our customers, for society and our communities. We need you to help us do this.
This is a key, client-facing role, in the newly established central business management team, supporting the global banking and financial accounts.
The remit of the team is to drive best practice and thought leadership across the whole Business Management community for all global banking and financial accounts. This includes: maximizing profit through driving growth opportunities and cost efficiencies; ensuring both BT and the customer adhere to their contractual obligations; ensuring our customers are satisfied with the service they receive from BT; plus, the delivery of cross sector requirements and initiatives.
The role holder owns the commercial strategy and leads opportunities of a high value, complex and high-risk nature, from initial qualification to in-life contract management.
Role is client facing, owning all aspects of the P&L and compliance to contractual governance.
Maintaining the in-life contractual relationship with the client senior management team and being accountable for the end to end delivery of all contract items.
Driving higher margin: e.g. price/quantity reviews; driving profitable new business through proactive management of change control, robust 3 rd party supplier management. What you’ll be doingContractual:
Comprehensive contract literacy: Understand, negotiate, draft, interpret & amend complex commercial T&Cs; to be the subject matter expert in providing negotiation strategies in-life & at bid
Demonstrable robust governance of the delivery of the contractual SLAs: Assign ownership, drive service performance & SIPs; to lead all negotiations to minimize any SLA payments; ensure scope and budget defined for each contributing service line e.g. work packages, MOUs; quality of delivery and cost efficiency should be actively managed.Governance
Demonstrable rigorous risk & obligations management: Record all obligations and risks, assign ownership; and then manage delivery against obligations and mitigation against risks.
Demonstrable rigorous financial assurance: Produce Profit Protection & Improvement Plan (PPP/PIP); revenue assurance (MCA1-8); maintain accurate commercial inventory.P&L management
Demonstrable comprehensive understanding of e2e P&L for the account - bespoke & product £s: To understand all components of the P&L; identify any month on month unusual movements and monitor trend; track to budget and provide input to outlook; timely management of accruals and prepayments; recommend inclusion / exclusion of provisions. Investigate and analyze all bespoke entries, but understand and report P&L (e.g. Contract Management Dashboard Reporting), at total account level. (AD owns product forecast in its entirety and analysis of product monthly numbers at the detailed level).
Demonstrable robust control of contract costs - driving improved profitability: Managing all contract resources ( e.g. time booking, right mix/right grade); managing internal & 3rd Party supplier cost; controlling bad debt and cash flow; managing overhead SG&As (e.g. overtime cost minimized ); ensuring billing accuracy, driving 30 day payment terms; ensuring ceasing contracts are efficiently closed; minimizing any potential margin losses on contracts ( incl. those which are unmanaged or ceasing); timely PO and credits process followed; reviewing “thin wrap” bespoke contracts to see whether we can deliver more efficiently to our customers via a standard route; understand P&L contribution from service lines; management of any P&L risks.Customer management / relationship management
Leadership of the client engagement for all in-life contractual matters and negotiations: Lead regular commercial review meetings; maintain commercial issues log; lead negotiations to address all commercial matters; be the senior commercial escalation point; dispute resolution; set in-life governance agenda and calendar with customer; ensure both BT and customer adhere to contractual obligations; contributing to NPS.
Proactive identification and management of major issues (Delivery & In-life): Appropriate and timely escalation; internal stakeholder management: SLT, Sales, Service, Product, Openreach, Legal, Finance etc.Strategy
Leadership and maintenance of a clear strategy to manage critical elements of contract lifecycle Exit Plans, T&T Plans, Innovation Plans. (Provide input to MAP to support AD).Demonstrable thought leadership to drive the innovation agenda: Off-shoring, insourcing, outsourcing
We’ll also need to see this on your resume:
8 years Contract Commercial or Business Management including detailed understanding of P&L management
Subject matter expertise within Financial Services Market Vertical
Would be experienced in all elements of managing major outsourced contracts or other related positions
A strong leader with exceptional customer relationship skills, able to quickly build and maintain relationships at the most senior levels both externally and internally
Excellent negotiation, presentation and communication skills.
Ability to work with minimal supervision in a complex business environment onsite at the customer
Operational ownership of P&L, with management controls for setting both financial and functional targets, and the control of associated budgets.
Working within standard BT GB&FM governance and DOA arrangements.
MBA or business college degree preferred
Why choose us?
BT in the Americas is a leading expert in managed networked IT services, operating globally and delivering locally. We work for 8,500 organizations, such as Nestle Purina, BMW, Credit Suisse, Deutsche Bank, Heinz, PepsiCo, Bristol-Myers Squibb, JP Morgan Chase, Bank of America, Fiat- Chrysler, Microsoft, NATO, NYSE, Thomson Reuters, Unilever, Volkswagen, Volvo and many more. By combining products and services with industry-specific solutions and consulting expertise, we deliver efficient and secure systems to our customers.
BT has had a presence in the United States for more than 30 years. Headquartered in Dallas, Texas, we have more than 3000 professionals, with offices in over 35 key cities across the US, Canada and Latin America. BT owns and operates its own network infrastructure in North America. This includes nation-wide reach to all major US cities with MPLS nodes across the US, making up one of the larger MPLS networks of any carrier in the region. This expanded footprint enables us to reach over 80% of key customer sites, as well as extending coverage beyond the US with MPLS points across the region.
BT sets high standards for its employees, but also strives to provide a work environment and culture that fosters health and wellbeing. Above and beyond your base salary, annual bonus and full comprehensive benefits, BT offers high deductible health plans that empower employees to make good health care decisions, with the ability to use funds from a health savings account - to which BT contributes - that the employee manages and controls. In addition to a generous vacation allowance, all employees receive an additional 3 paid days per year to volunteer in their communities.
BT is an Affirmative Action/Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.
Job: Desk Based Account Manager
Title: Regional Business Director, North America - New York City
Location: New York-New York
Requisition ID: 98659