Senior Director, Commercial Strategy & Operations, Visa Commercial Solutions

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Company Description

Visa is a world leader in payments and technology, with over 259 billion payments transactions flowing safely between consumers, merchants, financial institutions, and government entities in more than 200 countries and territories each year. Our mission is to connect the world through the most innovative, convenient, reliable, and secure payments network, enabling individuals, businesses, and economies to thrive while driven by a common purpose – to uplift everyone, everywhere by being the best way to pay and be paid.

Make an impact with a purpose-driven industry leader. Join us today and experience Life at Visa.

Job Description

Role Overview

The Visa Commercial Solutions (VCS) team is a world-class commercial organization experiencing exciting growth opportunities as we expand into new payment flows and continue to grow our robust range of payments solutions for commercial clients in the Small Business, Middle Market, Corporate, Supply Chain and Government segments. This includes small business cards, virtual cards, corporate T&E cards, purchasing cards, online travel solutions, agriculture and fleet/cargo solutions, AP/AR solutions, cross-border solutions, data platforms, expense management solutions and more. As technology rapidly develops to increase efficiency in electronic payments, Visa is at the forefront serving the growing demand for innovative B2B commercial solutions.

Why this is important to Visa

Visa Commercial Solutions is a key strategic growth area for Visa. As we expand beyond core consumer card payments (C2B) and into broader money movement flows among individuals, businesses, and governments. The investments that Visa has made over decades in C2B have also provided Visa with the infrastructure, technical capability, brand, expertise, and relationships to tap into money movement between a much broader coupling of counterparties (B2B, B2b, B2C, P2P, G2C, G2B, etc). We believe that the market is at an inflection point whereby Visa can play a larger role in building and delivering solutions around the world. Our global clients and partners deploy our solutions to serve the needs of Small Businesses, Middle Market, Large Corporate clients and Governments. We work closely with financial institutions, issuers, buyers, suppliers, FinTech\’s, processors, ERP providers, and other ecosystem players to deliver these services.

Responsibilities

Strategy

• Translates, shapes, and executes the Global VCS strategy at a regional and functional level as appropriate, through a cohesive, integrated data-led approach for the short/mid/long-term to drive sustained revenue growth, client retention, regulatory engagement, and Visa industry leadership
• Partners with key stakeholders across the VCS organisation and beyond to identify expansion opportunities and execution plans across both VCS Europe.
• Works in partnership with the Global VCS, and regional Corporate Strategy, Corporate Development, Marketing and Communications teams to build strategic frameworks and content to influence, align with, and adapt functional/divisional strategies and acquisition opportunities.
• Develops thought leadership as required to drive business growth: Expansion strategy, Board presentations, global business reviews, and other strategic support for business development.
• Collaborates with Commercial/Business Development Teams and other key Stakeholders on the strategic components for individual Client RFP responses
• Leads on orchestration of functional business planning cycle linking the 2030 Strategy plan to Annual Operating Plan (AOP) to Quarterly Business Reviews (QBR). Prepares for QBRs and Monthly Business Reviews with Europe and Global stakeholders. This includes ensuring the Visa Commercial Solutions (VCS) strategy and Go-To-Market (GTM) plans are fully integrated.
• Leads on development and execution of strategic projects that are of high strategic impact to business (i.e., scoping new opportunities for growth, new verticals to enter). Partners with global and regional hub and cluster team to deep dive into specific opportunities.
• Attends external speaking engagements where needed to outline Visa\’s strategy, the latest trends in payments and promote our strategy and reputation.

Sales and Revenue Operations

• Owns Sales 2.0 (and ongoing iterations) to embed Visa\’s new global sales approach including: customer segmentation, role profiles and incentive plans
• Owns and proactively manages sales pipeline for function. This includes creating view of all opportunities, assessing pipeline health, identifying must win opportunities and key deals.
• Fosters a strong sales and performance mindset and culture across the function.
• Captures and prioritizes client feedback to inform strategy and commercial priorities.
• Acts as the lead point of contact with the Sales Excellence team for VCS sales related queries and analysis.
• Acts as the key link with Finance, Comms, People Team, Visa Consulting & Analytics and Client Services to ensure VCS is well represented and that VCS needs are met by these teams
• Act as a sounding board on the most high impact, strategic deals

Internal Executive Engagement

• Responsible for defining and implementing key functional governance and business operating rhythm e.g., functional leadership meetings, client councils and sales pipeline reviews.
• Lead and input on priority Global projects/activities. This includes weekly executive reporting, Global MBR/QBR input, Market Kickoff content and employee engagement surveys.
• Owns content for the Quarterly Business Reviews (QBR) and may assist in the creation of content for Monthly Business Reviews (MBR)
• Maintains control environment and supports the active management of risks across the business

Client engagement

• Role provides direct client engagement to support strategy development, RFPs, or wider industry engagement, including building a RFP repository and best practice content.
• As needed, responsible for partnering with the SVP VCS Europe to create the content for Client meetings.

Function operations

• Be responsible for key functional operational activities e.g., development of content for executive visits.
• Ad-hoc leadership support for Function Head on an exceptional basis.
• Consulted on quality of workforce data (by Workforce Planning Lead) to identify data gaps and issues.
• Preparing for and managing internal audits, and risk registers (supported by Product and payment Risk team).
• Identify opportunities to drive process improvement/efficiency across business area.
• Develop and manage a local events strategy in coordination with the Clusters, and wider CMS teams

Performance insights

• Identify (set) VCS Europe and Global B2B Travel business performance targets (i.e., scorecard) and KPIs in collaboration with Sales Excellence and Finance whilst aligning with Global.
• Planning strategic investment and securing approvals, to set and achieve regional targets.
• Responsible for being the key customer for the central data performance CoE, validating the data points and insights provided to ensure they meet required quality and to lead on applying these insights to drive execution of strategy performance.
• Responsible for development of key performance governance material e.g., QBR.
• Delivery of ad-hoc analysis projects

Leadership

• Direct line management of the functional strategy and commercial team in alignment with Visa\’s leadership principles and people leader responsibilities e.g., performance management and learning and development.
• Able to influence Global and regional stakeholders with exceptional persuasion backed up by data and business rationale
• Can adopt a leadership role for cross-functional activities such as managing the Annual Strategy cycle

This is a hybrid position. Expectation of days in office will be confirmed by your Hiring Manager.

Qualifications

The Head of Strategy and Commercial Operations is accountable for the development and execution of the functional strategy, the target setting and aggregate view of the sales pipeline across the region and for operating on behalf of Visa Commercial Solutions Europe SVP, to ensure the teams meets or exceeds its financials (i.e., PV, Net Revenue, YoY growth and Opex targets) and scorecard goals.

This is a senior level role reporting into the SVP for Visa Commercial Solutions in Europe and is a member of the VCS Leadership Team for the region.

We are seeking an individual who has operated at a high level with a compelling track record of achievement in sectors including Investment Banking, Finance/PE, and Top Tier Consulting. Experience with Payments / B2B payments / Fintech a plus.

The position is responsible for evolving the functional strategy to address new strategic issues and opportunities and for building strong commercial capabilities that will significantly grow the VCS business and drive revenue growth and diversification.
Characteristics:

• A strategic thinker
• Quick to learn the situation and form a clear hypothesis of the answer and how to get there
• Able to operate at the macro level and the micro detail
• Rolls up their sleeves whatever the job
• Meticulous attention to detail
• Numerically strong
• Exceptional cross-functional influencing ability
• Excellent situational judgment and people skills
• Able to grasp business problems and drive to the heart of them
• A motivational leader who gets the best out of their team in all situations

Additional Information

Visa is an EEO Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status. Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.

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