Job Type
Job Details
The Head of Strategy and Commercial Operations is accountable for the development and execution of the cluster strategy, for the target setting and aggregate view of the sales pipeline in the cluster and for operating on behalf of the Regional Managing Director (RMD), to ensure the cluster meets or exceeds its financial (i.e., Net Revenue and Net Income growth) and scorecard goals. This is a senior level role reporting into the RMD and a member of the Cluster Leadership Team. This position is primarily responsible for all revenue-generating activities, essentially functioning as the Chief Revenue Officer for the cluster. Additionally, it is responsible for evolving the cluster strategy to address new strategic issues and opportunities and for building strong commercial capabilities in cluster that will significantly grow Visa’s businesses and drive revenue growth and diversification. Further responsibilities include client engagement approach, key cluster governance and the application of performance insights to orchestrate delivery of the strategy.
Responsibilities
Strategy (50%)
• Translates, shapes, and executes the Visa Europe strategy at a cluster/country 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.
• Works in partnership with the Corporate Strategy and Corporate Development 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 cluster growth: may include country 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 cluster business planning cycle linking Multi-year Strategic Outlook (MSO) to Annual Operating Plan (AOP) to Quarterly Business Reviews (QBR). This includes ensuring Value-Added Services (VAS), and Commercial Money Movement (CMS) strategy, as well as Go-To-Market (GTM) plans, are fully integrated.
• Leads on development and execution of cross functional initiatives that are of high strategic impact to business (i.e., market acceleration, GTM initiatives) and represents cluster in cross-functional forums as appropriate.
• Works with Country Managers, Functional teams, and specialized sales teams to develop client and cluster specific business plans and targets aligned to strategy.
• Attends external speaking engagements where needed to outline Visa’s strategy, the latest trends in payments and promote our strategy and reputation.
Sales/Commercial Operations (30%)
• Owns and proactively manages the overall sales pipeline for the cluster, working with Country Managers, AEs, and BD teams to develop joined up plans which ensures pipeline meets or exceeds targets and data is of high quality to enable key sales analytics e.g., splits by country, by client, by revenue ‘buckets.
• Fosters a strong sales and performance mindset and culture across the cluster.
• Captures and prioritizes client feedback to inform strategy and commercial priorities.
• Act as the lead point of contact with the Sales Excellence team for sales related queries and analysis.
• Helps devise the sales training strategies and support required for the cluster.
Other responsibilities (remaining 20% or as required)
Client Engagement
• Role provides direct client engagement to support strategy development, RFPs, or wider industry engagement.
• As and when needed, partners with the RMD/Country Managers to create the Visa content for Client Councils.
Governance
• Responsible for defining and implementing key cluster governance e.g., cluster leadership meetings (operational and strategic), leadership team offsites and sales pipeline reviews.
• Owns content for the cluster Quarterly Business Reviews (QBR) and may assist in the creation of content for Monthly Business Reviews (MBR).
• Promotes a culture of continuous improvement and efficiency in driving governance simplification, enabling high quality decision making and aligning to wider corporate governance e.g., QBR etc.
Cluster Operations
• Be responsible for key cluster operational activities e.g., development of content for executive visits.
• Ad-hoc leadership support for RMD 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 (supported by the BraC team), and risk registers (supported by Ecosystem Risk Team).
• Identify opportunities to drive process improvement/efficiency across business area.
Performance Insights
• Identify (set) regional business performance targets (i.e., scorecard) and KPIs with the RMD for the Region and align with the Europe Hub.
• 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.
Leadership
• Direct line management of the cluster strategy and commercial team in alignment with Visa’s leadership principles and people leader responsibilities e.g., performance management and learning and development.
• Part of cluster leadership team. Strategizes and implements measures (through coaching, mentoring, partnering etc.) to drive performance of team and consistently nurture excellence.
This is a hybrid position. Hybrid employees can alternate time between both remote and office. Employees in hybrid roles are expected to work from the office 3 set days a week (determined by leadership/site), with a general guidepost of being in the office 50% or more of the time based on business needs.
Qualifications
- The ideal candidate will have in-depth experience, including significant experience in a commercial and strategy role/s within the broader payments industry or adjacent sectors where technology (digital / e and m-commerce) feature strongly in the ecosystem.
- Experience and track record in payments with deep understanding of the four party model and the evolution of payments landscape and ecosystem
- Leadership of an enterprise or the commercial functions of a business where the development and deployment of the digital and customer agenda is a key driver of success.
- Track record of leading businesses in the capture, expansion / extension and retention of client relationships.
- Robust decision-making and analytical skills. Strong command of financial, market and consumer data with the ability to grasp complex and detailed issues. Financially literate with an excellent understanding of risk management.
- Demonstrated success developing strategy and leading it through to execution and delivery. Consistent record of having met challenging financial and business targets.
- An appreciation and resonance around political, governmental and regulatory environments in the N&B markets would be desirable.
- Experience building, leading and developing high performing teams. Ability to work collaboratively with executives from Visa’s clients and partners to leverage Visa’s products and services in order to build broader payments solutions, and to enhance the organisation’s client relationships.
- Commercially astute with experience of working in a global matrix organisation with the ability to navigate complex structures and empower decision-making locally.
- Experience of leading change programmes within a business and has led a team on a journey of cultural and transformational change.
- Strong story telling and analytical skills, ability to deliver data driven story telling at executive level
- Experience of working in a multi-national, multi-cultural, diverse and highly-matrixed organisation with the ability to make an impact and gain immediate respect and credibility.
- An intellectually curious but humble leader with a high degree of compassion, able to engage, enable and inspire others.
- A hands-on approach to all activities with real passion and high levels of energy. Agile and comfortable adapting to different environments.
- Creative and resourceful in overcoming barriers and unexpected roadblocks. Courageous in spirit, driving change through innovation.
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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