Description

Regional Deals Manager Job Descriptioni

Regional Deals Manager - West District

Reports To: Vice President of Sales - East/ West District

Position Overview

The Regional Deals Manager is responsible for recruitment, leading, negotiating, and closing strategic acquisition agreements within the assigned territory of the West/ East District. This role serves as the primary owner of the complete deal lifecycle, from identification and qualification of opportunities through contract execution and post-signature ramp-up.

The Regional Deals Manager will focus on high-volume agents, competitor conversions, exclusivity agreements, semi-exclusivity agreements, and strategic investment opportunities involving money transfer services.

This role requires exceptional negotiation skills, financial acumen, and cross-functional leadership to drive incremental transaction volume, gross profit growth, and market share expansion.

The successful candidate will consistently close and implement 3-4 strategic negotiations per month while ensuring sustainable profitability and compliance with company guidelines

Key Responsibilities

Deal Identification & Pipeline Management

• Identify high-potential acquisition and retention opportunities throughout the assigned region.
• Build and maintain a robust pipeline of strategic negotiations.
• Conduct competitive analysis to identify opportunities within existing competitors in the region
• Partner with Territory Managers, Regional Managers, and Account Executives to prioritize deal opportunities.

Negotiation Leadership

• Lead the complete negotiation process from discovery through contract signing.
• Develop value propositions, business cases, and negotiation strategies.
• Present commercial proposals and secure customer commitments.
• Protect company profitability while attaining growth objectives.

Deal Desk & Cross-Functional Coordination

• Coordinate with:
  • Revenue Management
  • Legal
  • Compliance
  • Finance
  • Credit
  • Operations
  • Marketing
• Ensure all required documentation is submitted accurately and timely.
• Drive negotiations through approval and contracting stages.
• Remove obstacles delaying deal execution.

Deal Ramp-Up & Implementation

• Own implementation of all signed negotiations.
• Develop 30-day, 90-day and 120-day ramp-up plans.
• Ensure locations activate according to contractual commitments.
• Monitor production against negotiated volume targets.
• Coordinate agent training and activation support.

Business Analytics & Financial Management

• Evaluate deal profitability using approved financial models.
• Analyze transaction trends, corridor opportunities, and market share performance.
• Maintain accurate forecasting of negotiation pipeline.
• Provide executive updates on active negotiations and projected contribution.

Relationship Management

• Build executive-level relationships with ownership groups and decision-makers.
• Conduct in-person presentations and negotiations.
• Represent the company in high-level strategic discussions throughout the West District.

Performance Metrics (KPIs)

Monthly Expectations

KPI

Target

Closed Negotiations

4 per month

Signed Incremental Wire Volume

500+ MT per month

Required Qualifications

Experience

• 5+ years of sales, business development, account management, or strategic negotiations.
• Experience within financial services, money transfer, payments, banking, remittance, retail financial services, or related industries preferred.
• Proven track record negotiating large-scale agreements.
• Experience working with multi-location retailers, check cashers , grocery networks, or franchise operators preferred.

Skills

• Executive-level negotiation skills
• Financial analysis and business-case development
• Contract management
• Strategic selling
• Presentation skills
• CRM pipeline management
• Cross-functional leadership
• Fluent English and Spanish required

Travel Requirement

50%-70% travel throughout the assigned West District territory.

Competencies

• Strategic Thinking
• Influencing and Negotiation
• Accountability
• Relationship Building
• Financial Acumen
• Problem Solving
• Results Orientation
• Project Management
• Executive Presence

Job Requisition

Position Request

Position Title: Regional Deals Manager

Department: Sales - East/ West District

Reports To: Vice President Sales East/West

Employment Type: Full-Time

Classification: Exempt

Location: Remote (West/ East District ) with extensive travel

Business Justification

The US Sales Division strategy is increasingly focused on winning negotiations, optimizing existing agent relationships, and capturing large-scale acquisition opportunities. Current Territory Managers and Regional Managers balance negotiations alongside network development responsibilities, resulting in slower deal cycles and reduced focus on strategic opportunities.

The Regional Deals Manager role will provide dedicated leadership over high-value acquisitions and retention negotiations, accelerating deal closure rates, reducing cycle times, and improving implementation success.

This position directly supports the district strategy of:

• Winning competitor conversions
• Growing market share
• Increasing wire volume
• Improving gross profit
• Expanding exclusivity relationships
• Accelerating strategic deal execution

The role aligns with the proposed Deal Manager structure outlined in the West District organizational redesign.

Success Measures (First Year)

Year 1 Objectives

• Close 36-48 negotiations annually.
• Increase incremental transaction volume from signed deals.
• Shorten average deal cycle time.
• Improve implementation and ramp-up success rates.
• Increase conversion of competitor opportunities.
• Deliver positive gross profit contribution from negotiated agreements.

Recommended Compensation Structure

Base Salary: Competitive based on market and experience

Variable Compensation:

• Monthly deal completion incentives
• Incremental wire volume achievement
• Gross profit contribution
• Retention and implementation milestones