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About the Role
We are seeking a commercially driven partnerships specialist to lead and optimize Tillo’s indirect retail content supply across international markets outside North America. The challenge is to build relationships with gift card aggregators to improve country coverage at the right commercial terms.
Responsibilities
- Lead Tillo’s indirect retail content sourcing activity across international markets outside North America.
- Manage and optimize relationships with gift card aggregators, distributors and indirect content partners.
- Identify new routes to retail brand content where direct relationships are not currently available or commercially viable.
- Support country expansion by mapping content gaps, market opportunities and indirect supply options.
- Improve indirect margins through negotiation, route optimization and better commercial terms.
- Build a clear view of aggregator capabilities, market coverage, brand access, commercials and performance.
- Work closely with Account Management, Sales and Brand Partnerships to understand buyer demand and translate this into content sourcing priorities.
- Lead commercial negotiations with indirect partners, including pricing, terms, renewals and performance expectations.
- Maintain a clear pipeline of content sourcing, aggregator and expansion opportunities in the CRM.
- Monitor partner performance using key metrics including margin, coverage, availability, buyer demand and commercial impact.
- Work cross-functionally with Product, Operations, Finance, Legal and Technology to support implementation and scalability.
- Represent Tillo externally with aggregators, distributors and industry partners at relevant meetings, events and trade shows.
Requirements
- Proven experience in the gift card industry is essential.
- Strong understanding of gift card aggregators, distributors and indirect supply routes.
- Experience negotiating commercial terms, pricing and margin improvements.
- Strong commercial judgment and a clear understanding of margin drivers.
- Experience managing external commercial partnerships.
- Ability to identify content gaps, market opportunities and buyer demand.
- Confident using data to prioritize opportunities and track performance.
- Excellent relationship-building and stakeholder management skills.
- Highly organized and able to manage multiple partners, markets and priorities.
- Self-starter who can take ownership and drive outcomes independently.
- Strong written and verbal communication skills.
- International gift card experience, particularly outside North America.
- Existing network across gift card aggregators, distributors, processors or retail content providers.
- Experience supporting new country or market expansion.
- Experience improving indirect supply routes or partner margins.
- Experience in rewards, incentives, loyalty, payments, fintech or B2B2C platforms.
- Experience using CRM and reporting tools to manage pipeline and performance.
Skills
- Gift card industry
- Gift card aggregators
- Distributors
- Indirect supply routes
- Commercial terms negotiation
- Pricing negotiation
- Margin improvement
- Commercial judgment
- Partnership management
- Data analysis
- Relationship building
- Stakeholder management
- Organization
- Communication (written and verbal)
- International markets
- CRM tools
- Reporting tools
Location
- London
Work Type
- Hybrid Working
- Office-based (2 days a week)
Experience Level
- Mid-level
Benefits
- Enhanced annual leave of 26 days per annum
- Additional day for birthday
- Private Medical care through Bupa
- Employee Incentive Scheme
- Access to Tillo’s Storefront with discounts & gift card vouchers
- Top spec equipment including laptop, mouse, keyboard, monitor
- Anniversary gifts
- Monthly breakfasts, drinks, snacks and events
- Team Learning & Development budget
- Flexibility and autonomy
- Supportive and collaborative working environment
About the Company
- Tillo makes gift cards, rewards, and incentives simple, efficient, and profitable.
- Operating in over 37 markets and 25 currencies, Tillo processes billions in gift card transactions through a single, plug-and-go API, powering rewards and incentives for the world’s leading businesses.
- Backed by Tenzing, Tillo is setting the global standard for digital gift card infrastructure.
- We are in the business of rewards and incentives, so we know a thing or two about the importance of giving back.
- We can't grow as a business without growing as individuals, so we are committed to providing a workplace where passionate, driven individuals can thrive.
- We value collaboration, trust, positivity, and a willingness to learn - only by working as a team will we reach our goals.
- We’re the market leader in the UK and are active in a number of other markets including USA, Europe, Australia and India.
Equal Opportunity
- We are committed to fostering a diverse and inclusive workplace where everyone feels valued and respected.
- We welcome applications from individuals of all backgrounds, regardless of age, disability, gender identity, marital status, race, ethnicity, religion or belief, sex, or sexual orientation.
- If you require any reasonable adjustments during the recruitment process, please let us know, and we will be happy to accommodate your needs.