Partnership Management Director

Job Purpose
The job holder is responsible for monitoring and implementing policies / programs for strategic partners / other partners in accordance with the direction of the leadership, in accordance with the goals, strategies and policies of each customer segment in RBG division.
Key Accountabilities (1)
1. Short-term and long-term partnership planning and development through the management of external partnerships and coordination with internal units (RBG, WB, BB, GTS) for developing new individual customers and increasing CVP for customers in line with RBG's customer focus segment.
• Actively work with WB / BB / GST Division and departments within RBG Division to identify target partners for each month, quarter and year.
• Agreeing the priority order for the list of cooperation with the WB / BB / GST Division and the parts of the RBG Division.
• Agree on annual, quarterly and monthly goals and plans with the WB / BB / GST Division and the divisions in the RBG Division.
• Design and implement cooperation model with partners:
• Search for best practice partnerships in the market. Research, analyze and determine the suitable model for TCB and partners.
• Make a detailed plan and follow the plan.
• Deploying testing and tweaking if any.
• Deploying replication.
• Develop a list of other target partners:
• Determine the selection criteria for potential partners.
• Searching for potential partners in the market to attract new customers or increase CVP for customers based on the Bank's and RBG's strategic goals from time to time and business requirements coming from departments at RBG and other Division.
• Evaluate potential partners.
• Determine evaluation criteria and determine priority order.
• Analyze / evaluate partner groups and determine priority order.
• Establish customers to exploit partners (account planning, action plan ...) and follow the plan.
• Prepare required documents to submit to the director of the partnership to sign a contract with the partner.
• Act as the focal point of TCB to maintain communication, regularly exchange with partners, update changes in business plans and needs of partners, feedback from partners and customers about solutions and solutions to promptly take appropriate and timely actions and solutions.
• Follow up the implementation of the plan and meet the periodic review meeting with the WB / BB / GST Division and the divisions in the RBG Division to take out key actions if there is any change.
Key Accountabilities (2)
2. Develop a CVP for strategic partners and other partners through coordination with the CST / WB to understand and manage cooperation with external partners and act as a connection point with the CST to coordinate with other internal unit (RBG segment, solution team, BD team, Hub, WB, BB, GTS) in the process of deploying solutions for science and technology.
Capture the needs of your partners, your PK / TPK endusers and build a CVP.
• Knowledgeable partner:
• Collect data on partners and endusers (customers and employees) of partners to identify desired financial and service needs to identify and group endusers into segments and dissolve PK KH, solve fundamental solutions of TCB.
• Update reports on end-users understanding through receiving information about changes on partners and end-users and assess the impact of changes, thereby proposing a treatment plan. (necessary).
• Support CST in providing information about customers rainmakers and contact meetings with partners (if needed).
• Strategy development:
• Provide CVP, Where to play, How to play và FM to partners through the coordination with RBG segment team, Solution team (RBG product team, risk team, Ops, IT team and CA team) to identify painpoints, expectation and solutions for partners according to the economic sector.
• Support CST in analyzing and assessing the current relationship between TCB and customers RMC and competitors of TCB in serving RMC customers, determining risk appetite for RBG segments belonging to value chains Where to play and provide comments on Where to play.
3. Based on CVP developed, giving business requirements and agreeing solution development plan with solution team. From there, discuss and agree with investors about solutions that TCB can bring to investors.
• Provide CVP related business requirements for partners with Multifunctional team.
• Propose and agree on CVP, offer with CST / Multifunctional team and partners.
• Agree on CVP, offer for partners through coordinating presentation and negotiation with CST / Multifunctional team. Team will coordinate with internal RBG departments to refine if there are changes compared with the proposed solution.
• Launch programs to improve benefits for partners and Endusers when using Techcombank's financial solution package and products of strategic partners and other partners to help increase the number of new customers and keep existing customers legs.
• Discuss and agree on solutions with partners.
• Make requests to refine the solution and exchange Multifunctional teams (if any).
• Establish, maintain and deepen relationships with your partner.
• Directly work with RMC / Non-RMC partners and leaders to gather information on endusers, identify problems, identify opportunities, and develop appropriate solutions with partners' plans and goals as well as TCB.
• Managing CVP deployment process for partners.
• Manage the process of implementing CVP for partners and take the necessary measures to ensure the achievement of FM, strategy and direction with the partner.
• Coordinate with members of the CST / Multifunctional team to evaluate the performance results and propose necessary measures to ensure the achievement of FM, strategy, orientation and region of the economic basin.
Key Accountabilities (3)
4. Manage the performance of each partner, including revenue and expenses through PNS channel.
• Participate in the process of building a reporting system for effective management of revenue and partner costs (make request for topic).
• Effective tracking of partner's revenue and expenses.
• Propose solutions to optimize channel partner costs.
Personal Mission:
• Building an effective working environment.
• Interact to support colleagues in the same department, update information and aim for long-term cohesion.
• Comply with established working regulations and team culture.
• Actively improving capacity and self-development.
• Implement the plan to improve personal capacity as agreed with the management.
• Actively discuss with management about personal development aspirations to agree on a roadmap.
Other tasks:
• Other duties as assigned by the Director, Partnership Management.

Negotiation

Analytical Thinking, Business Process Management, Collaboration, Partnership Management, Strategic Planning