Job Scope
The Business Development Leader role is responsible for the definition and execution of the Acceptance business strategy in Southern Cone markets, and the implementation of partnership and market initiatives, identifying business development opportunities to increase, revenue streams, payment volume growth and acceptance expansion within Visa’s Acquirers, Payment Facilitators and other Acceptance stakeholders, partners and prospects in SoCo assigned markets.
The role will be mainly accountable for:
- Leading the commercial relationship with our acceptance partners, clients and prospects, executing account plans aligned to defined Visa strategy and objectives, driving increase of Visa business share and revenue growth.
- Define robust acceptance plans and strategies for each market, in alignment and coordination with Market and MS&A Heads and other multiple internal functions and stakeholders, to assure Visa acceptance footprint growth, infrastructure modernization, usage expansion and market transitions acceleration.
The position requires exceptional strategic, analytical, collaboration, execution and leadership skills, plus extensive payments industry knowledge and consultative sales experience. The incumbent must be a senior business development professional, with a soundtrack record of results and with the ability to work with and influence multiple stakeholders, both internal and external to Visa.
Main Responsibilities
- Define and implement the Acceptance strategy for Southern Cone markets, to significantly grow and expand the MS&A business in the cluster, supporting market AEs execution, tracking results, and leading all market necessary efforts for successful achievement of defined strategic targets.
- Develop and deepen client relations with Acquirers and other Acceptance stakeholders in the markets, implementing deals, agreements and market initiatives aimed to increase Visa’s revenues, footprint and brand preference, including those related to acceptance expansion, new products and solutions deployment, marketing, infrastructure and technology.
- Support the expansion of MS&A business by matching Visa objectives and product and solutions roadmap to partners’ business development plans, including new use cases for money movement, expansions to new markets or verticals, non-card and B2B payments, omni-channel B2C solutions, Visa Consulting & Analytics opportunities and all digital infrastructure.
- Manage contract negotiations and align with multiple internal and external stakeholders for successful and timely implementation of incentives and partnerships agreements, with full ownership over implemented agreements performance and tracking to ensure expected results are achieved.
- Identify and analyze key metrics, trends and opportunities, including a deep understanding of market payments ecosystem evolution and key partners business drivers, to ensure a disciplined approach to the prioritization, investment and strategic decision-making process.
- Work collaboratively across Visa’s many functional business units engaging and/or leading market projects and initiatives.
- Position will be accountable for delivery of main target KPIs including Revenues and Payment Volume growth, new sales volumes and strategic initiatives implementations among others, managing the budget assigned and ensuring execution of plans is achieved on a timely basis and within available resources.
Reporting Relationships & Interactions
- Position will report to MS&A Cluster Head, and coordinate with LAC Acceptance Head and other internal stakeholders.
- He/she will interact internally with Sales, Products, VAS, Strategy, Finance, Processing, Client Services, Legal and Marketing teams, among others, and the MS&A Regional and Global teams.
- Externally the position will interact actively with several stakeholders, including acquiring clients, merchants, and third party agents such as payment facilitators, processors, enablers, ISVs, wallets, marketplaces and other payments ecosystem players, including issuers and regulators.
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
• Our ideal candidate will have a breadth of industry knowledge and experience including enterprise sales, business development, technical/consultative-selling, transformation and problem-solving skills.
• 12 or more years of work experience with a Bachelor’s Degree or at least 10 years of work experience with an Advanced degree (e.g. Masters/MBA /JD/MD), or a minimum of 5 years of work experience with a PhD.
Preferred Qualifications
• Understanding of Merchant Acquiring business in particular
• Proven ability to lead business and sales teams, with a strong consultative selling approach
• Strong leadership and interpersonal skills to lead by example and influence
• Superior negotiation skills with a track record of positive, concrete results
• Solid, hands-on knowledge of and network within the Payments industry in the market
• Business acumen
• Ability to work in multi-functional teams, align resources and seek buy-in from internal cross functional SME’s, across all disciplines
• Robust analytical and critical thinking skills, combined with focus and execution capabilities
• Excellent written and verbal communications skills, proven in a senior-level, corporate environment
• Strong executive presence
• Ability to multi-task in a fast-paced, results-oriented, deadline-driven, matrix environment
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.
