B2B Business Development Leader

Team Overview

The Japan Client Relationship Management (CRM) team is currently a team of that is accountable for managing client relationships with payment ecosystem stakeholders such as banks, financial institutions, platformers, eCommerce companies, wallet providers, etc.

What a B2B Business Development Leader does at Visa
The primary objective for this role is to develop relationships and execute on B2B partnership opportunities strategically with major banks and credit card companies.

The individual will be working closely with the Head of Commercial and Money Movement Solutions (CMS) Japan, and the larger CMS Japan team to deliver on both Visa Commercial Solutions (VCS) and Money Movement product strategy. You will work on strategy deployment, solution ideation and development, portfolio optimization, delivery and enablement of products and services.

This is a highly commercial role and target driven role, and you will need to deliver and execute on key sales performance metrics.  Sales metrics include but not limited to Annual Average Payment Volume (AAPV), Annual Average Net Revenue (AANR) ,PV, NR, CIF, Active CIF, etc. You will need strong financial, analytical, collaborative and product skills required to manage major opportunities.

Key responsibilities of the role include

• Excellent execution of key B2B strategic priorities by demonstrating experience in project management
• Distill the right vision and strategy for client relationships in collaboration with cross-functional Visa team members
• Working with client executives to ensure their priorities and operational capabilities are clearly understood and our work plans are clearly aligned with them
• Strong analytical skills and comfortable with quantitative analysis, financial modelling, and finding ways to add quantitative rigor to qualitative analysis
• Act as the orchestrator of how our clients consistently experience the best of Visa’s global expertise
• Achieving optimal balance of client and Visa’s interests
• Driving delivery of a quality sales pipeline for commercial core products and value added services
• Take clear ownership and accountability of the risks of the business and ensure that as a team, we effectively manage risk through consistent application of all of Visa’s relevant Key Controls.

Why this is important to Visa
Our business thrives on how well our solutions deliver results for our clients and how strong our relationships with those clients. Business development leader is needed to ensure seamless delivery of our solutions for our most high-value B2B opportunities.

Furthermore, B2B, commercial business form a crucial part of Visa's strategy to expand our footprint beyond consumer card payments. This largely untapped market holds immense growth potential.

Our focus is on enhancing our presence in the B2B money movement sectors, attracting potential clients to our network, and assisting issuers in meeting the diverse payment demands of small, medium, and large organizations, while digitizing new payment flows for domestic and cross-border use cases. We not only support card-based payments, but, as a payment service provider, are moving towards serving the needs for non-card based payments as well, and providing other value added service. We are committed towards building a viable and committed payment ecosystem of payments worldwide.

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 2-3 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.

What you will need:

• 12 years experience in sales, business development or management consulting.
• Proficiency in Japanese equivalent to a first language speaker, and business-level English.
• A systematic and disciplined approach to executing both immediate and long-term priorities.
• Demonstrated leadership in leading cross-functional teams with a collaborative and results driven style.
• A strategic mindset with ability to create a vision and break it down into deliverable phases.
• Strong commercial acumen and ability to apply commercial analysis to evaluate business opportunities.
• Skill in risk management and decision-making.
• Excellent presentation, communication and networking skills.
• Proactive attitude with ability to adapt in a fast-changing market context.
• Skill in developing strong connections at all levels of client organizations.
• Proven experience in designing, negotiating and managing execution of business agreements.
• Experience in planning, managing and closing complex sales efforts.
• Proficiency in stakeholder management at large, complex organizations.

What mat also help:

• Familiarity with B2B payments, eCommerce, and mobile technologies is a plus.
• Strong academic credentials. An MBA or similar degree from a top tier institution is preferred.

Personal Characteristics:

• Trustworthy and possesses highest standards of ethical conduct and integrity
• Drives for achieving superior end to end results, in a sustainable way.
• Highly client focused.
• Genuinely cares for and is inclusive of people, supports people’s wellbeing.
• Strong at networking. A connector of people, communities and clients in Japan and across Visa.
• Has stature, gravitas, reputation and professional attitude, internally and externally.
• Courageous, accountable and willing to challenge the status quo, and drive innovation.
• Curious, with a drive to continuously learn.
• Has high levels of professional humility and actively seeks and uses feedback constructively.
• Disciplined and organized in a way that enables consistent delivery of results while also being able to respond well to unexpected demands

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.