VP, Head of MS&A, UK&I

Job Description

Role Overview

 

Visa is searching for a Regional Leader for Merchant & Acquiring supporting partners for the UK & Ireland markets. As a key member of the UK & Ireland leadership team, the successful candidate will bring strategic and commercial leadership, compelling vision and creativity to expanding acceptance, growing usage of Visa solutions, and partnering with merchants and acquirers to grow purchase volume and revenue in UK & Ireland. 

 

This role will lead the Merchant and Acquiring team spanning the UK & Ireland to define, own and drive high-profile, cross functional strategies and plans.  The aim of which is to deliver sustainable revenue growth.  At a time of significant industry change, merchants and acquirers need Visa’s support to be ready for the next wave of commerce driven by innovations including Agentic Commerce.  

 

This role will spearhead the charge to develop forward thinking commercial strategies and partnerships, develop end to end solution propositions bringing together current and potential Visa capabilities, and help drive Visa’s regulatory and ecosystem messaging and strategies for merchants.  Importantly, this role will also lead Visa’s thematic priorities and directly lead sales of Visa products and services. 

 

Specific Responsibilities

 

• Own merchant and acquirers strategy and multiyear plan: Define 1-3 year strategy for and oversee development of strong merchant and acquirer client relationships in UK&I; develop and articulate a comprehensive view of the UK&I merchant landscape and acquiring landscape incorporating key external trends and internal corporate strategic priorities; Be a thought partner in defining Visa’s European strategy in this core segment of the business and help define and execute on functional priorities (eg. Agentic, Cross border, B2B, Click to Pay and Pass Keys) ; Link this strategy with key issuer priorities, product, marketing, risk, regulatory and cross functional strategies; Lead the internal narrative and advocacy for the importance of merchants and acquiring with a financial and strategic lens; Incorporate a strategic view of disruption in the payments eco system
• Drive positive merchant and acquirer outcomes: establish fluency in all Visa merchant-facing solutions; consultatively identify and prioritise merchant and acquirer needs and craft customized solutions that drive specific commercial metrics (e.g., merchant business growth, Visa growth) and increase merchant satisfaction with Visa products/ services; build direct relationships with targeted merchants defined for dedicated account coverage to establish ‘Visa preference’ and consume Visa products and services;
• Optimize merchant investments: identify merchant opportunities that will jointly benefit merchants and Visa - driving sales of Visa core and digital products, develop appropriate business cases and forecasts, advocate for funding, identify and deploy Visa resources to address objectives, track our performance, and use learnings to inform future investment
• Lead sales approach for growing value added services and drive Visa Direct outcomes for UK & Ireland market: Take a lead role in defining the strategy, investment needs and sales pipeline for value added services for merchants and acquirers (eg. Data and risk products, instalments etc). Partner with specialized Visa Direct resources to support the UK&I market; build a foundation for stand-alone and integrated sales efforts and achievement of 1-3 year revenue goals
• Drive Visa Acceptance Solutions sales for UK&I in partnership with Visa Value Added Services: As a key asset to address merchant, marketplace and Acquirer/Payment Service Provider needs ranging from acceptance, authentication to fraud and dispute management.
• Build and develop merchant & acquiring team: recruit, train, and lead a high-performing team that has a deep understanding of its merchants, acquirers and under penetrated industries, delivers against Visa and client objectives and drives merchant satisfaction; Effectively guide the team to prioritize work, resolve roadblocks and navigate internal processes; Be an advocate for the team’s efforts and a constructive partner in resolving challenges; Motivate and inspire the team with knowledge of sales management techniques, pipeline management, business development and analytics; Help navigate a complex matrix organization to build buy in for key priorities, support for investments and a visible platform for the merchant and acquiring team
• Establish strong internal partnerships” partner with functions across Visa (e.g., sub-regional leadership, marketing, product development, etc.); to collaboratively define responsibilities for various merchant and acquirer outcomes and ensure accountability and follow through
• Advise, consult and be thought partner in regulatory aspects related to merchant & acquiring in the UK: Help drive and provide strategic input into regulatory and government relations strategies; make the connection from operational and business priorities to strategic eco system priorities; provide an integrated point of view reflecting knowledge of the business, eco system trends and regulatory requirements.

 

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

Qualifications

Basic Qualifications:

• 12 years of relevant work experience with a Bachelor's Degree or 10 years of relevant work experience with an Advanced degree (e.g. Masters/MBA/JD/MD) or 8 years relevant work experience with a PhD

 

Preferred Qualifications:

• 20+ years business experience, with significant acquiring background, combined with a proven track record of managing client accounts, leading sales, driving revenue expansion and leading high performing, fast paced teams

• Well versed in building relationships, internally and externally, with senior management in large organisations.  Equally capable of developing successful partnerships with fintech’s, startups and new payment entrants in the payment ecosystem
•  Sales leadership experience. Excellent ability to manage and prioritise a sales pipeline, and direct sales, account management and business development efforts across the team with rigour in tracking and reporting sales forecasts
• Ability to connect the dots in a complex commercial landscape and navigate in a matrix environment. Credible operator at all levels of the organisation to influence successful outcomes 
• Proven track record leading high performing sales and account management teams for impactful outcomes
• Superior negotiation and commercial contracting experience having established business agreements that enhance existing and develop new business partnerships and revenue streams
• Strategic thought leadership skills and rigorous analytical mindset.  Discipled approach to decision making through data
• Exceptional written and verbal communication skills
• Knowledge and experience with platform or technical sales and consulting projects experience would be an advantage
• Experience with global payment systems is a plus, with a passion for fintech and payments and the opportunities for growth in the ecosystem

 

Personal Characteristics:

• A hands-on approach to all activities with real passion and high levels of energy.  Agile and comfortable adapting to different environments.
• Courageous innovation: creative and resourceful in overcoming barriers and unexpected roadblocks. 
• An authentic leader who intuitively engenders an inclusive environment, enabling the business to reach its ambitious goals.
• Diversity of thought and experience: continually seeks new perspectives and feedback, takes an inclusive approach
• High personal standards of ethics and integrity towards employees, stakeholders, and customers.
• High levels of learning-agility with a real interest in developing relationships with progressive businesses, combining a ‘technology / digital-first’ approach.
• Entrepreneurial and comfortable with ambiguous and change-led environments; self-confident with an authentic style that gravitates to championing change.
• Eager to seek a challenge and expand frontiers; brings a visionary approach.  Sets and meets a high bar of goals and principles.
• Servant leadership mentality: deeply committed to serving and listening to others.  Natural ability to build strong relationships and enable collaboration through empathy and authenticity.
• Committed to building a community through Visa Leadership Principles

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.