The Director for Strategy and Commercial Operations FBL is accountable for partnering with the Team Lead on the development and execution of the cluster strategy, for the target setting and aggregate view of the sales pipeline in the cluster and for ensuring the cluster meets or exceeds its financial (i.e., Net Revenue and Net Income growth) and scorecard goals. The role reports into the Head of Strategy and Commercial Operations for FBL cluster. The Strategy and Commercial Operations Team is primarily responsible for all revenue-generating activities in 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.

Strategy (40%)

• 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.

• Contributes to identification and capture of new Generative AI use cases in support of business growth and industry evolution 

• Works with Country Managers, Functional teams, and specialized sales teams to develop client and cluster specific business plans and targets aligned to strategy.

Sales/Commercial Operations (30%)

• Supports Team Lead in proactively managing 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 a 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 30% or as required)   

Client Engagement

• Role provides direct client engagement to support strategy development, RFPs, or wider industry engagement.

• As and when needed, supports Team Lead (in collaboration with RMD and Country Managers) to create the Visa content for Client Councils.

Governance

• Responsible for implementing key cluster governance e.g., cluster leadership meetings (operational and strategic), leadership team offsites and sales pipeline reviews.

• Creates 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 and cover for Head of Strategy and Commercial Operations  

• 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

• Supports Team Lead in identifying (set) regional business performance targets (i.e., scorecard) and KPIs for the Region and aligning 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.

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.

Basic Qualifications

• 10 or more years of work experience in strategy or sales excellence
• Experience in matrix organizations 
• Strong analytical skills
• Fluent in English and French
• Bachelor’s Degree or at least 8 years of work experience with an Advanced Degree (e.g. Masters/ MBA/JD/MD) or at least 3 years of work experience with a PhD

Preferred Qualifications

• 12 or more years of work experience in strategy or sales excellence
• Bachelor’s Degree or 8-10 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 6+ years of work experience with a PhD

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.