What a Director, SMB Sales Specialist Lead, does at Visa:
You will be working closely with the Head of CMS Japan, and the larger VCS Japan team to deliver on the SMB product strategy. You will work on strategy deployment, solution ideation and development, portfolio optimization, delivery and enablement of products and services. Key focus is to partner with account managers in identifying net new SMB card program opportunities across non-FI, fintech and ecosystem partners to drive new Cards-in-Force (CIF), Payment Volume (PV), and Net Revenue (NR) growth.
You will be required to develop and own product expertise, work closely with SMB Hub team to proactively advocate as a subject matter expert to clients, partners and internal stakeholders which will require a deep understanding of product functionality, and roadmap, regulatory and compliance issues, and the technology and operational environment of clients. An independent worker responsible for making decisions and have influence impact on issuers opportunities.
This is a highly commercial role and target driven role, and you will 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. You will need strong financial, analytical, collaborative and product skills required to manage major opportunities.
The role requires that you engage with external stakeholders Business Banking, Commercial Banking, and Commercial Cards teams within FI to build compelling business case optimizing and cross-selling SMB solutions. Help implement SMB solutions with issuers that improve customer experience, increase revenue generation and enhance mutual profitability. This sales effort will require challenging existing status-quo, understanding competition as well as navigating change management within the clients’ organization.
What we expect of you, day to day:
- Strategy deployment, solution ideation and development, portfolio optimization, delivery and enablement of products and services in Japan
- Identify opportunities for client performance optimization of products and services, which includes collaborating with internal cross-functional teams such as Client Relationship Management, Merchant Sales & Acquisition, Client Support, and Visa Consulting & Analytics to develop overarching strategies across commercial related products
- Effectively navigate problem solving opportunities which vary widely in nature
- Collect and organize market intelligence and client specific feedback from financial institutions / fintech’s and businesses to contribute to the strategic roadmap for prioritization
- Manages end-to-end project for product implementation which requires timeline & task identification, coordination with concerned stakeholders such as clients and Client Services team
- As a member of the VCS team, you will be required to contribute your SMB knowledge to other areas of the VCS and support your account managers
- Be a role model in everything that you do and a champion of Visa's leadership principles
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 of experience in product management and/or launching new products as well as business development
- Full professional level in Japanese with the ability to engage effectively in both written and verbal communication with internal and external stakeholders.
- Business level in English
- Experience in top-tier financial institutions, consulting firm, payment networks or financial services firm where you have developed strategies, worked on execution plans will be advantageous
- Passionate about sales, driving results, customer experience, innovation and business growth and will partner the account leads who are also responsible for delivering on sales targets and outcomes
- Extensive industry and functional expertise (Small Business segment experience preferred), including product management, contract negotiations, marketing and sales
- Exceptional communication skills with the ability to negotiate and influence key stakeholders at all levels both internally and externally to Visa and be an ambassador for VCS business
- Profound skills to work in a matrix environment with multiple stakeholders and create project teams to assist in execution and implementation of new products or services (Marketing, Sales, Operation, internal and external stakeholders)
- Extremely disciplined and organized approach to prioritize deliverables and execute consistently and systematically on both immediate and long-term priorities
- Self-starter with demonstrated ability to take initiative, and adapt in a fast changing, often ambiguous market context
- Consistently strives to achieve and improve upon quality standards expected by colleagues and clients
- Strong academic credentials. An MBA or similar degree from a top tier institution is a plus
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.
