Team Summary
This position has the overall responsibility for the Merchant Sales & Acquiring (MS&A) team’s goals including growth and development of merchant, merchant acquirer and payment intermediary relations for Visa in Hong Kong and Macau and shared responsibility for the Cybersource strategy.
What a Senior Business Development Leader does at Visa:
You will be a key member of the HK Leadership Team and a key advisor on industry & regulatory initiatives and interchange management for Visa. This position is responsible for working with the in-market management teams in positioning Visa as the industry and thought leader amongst our clients, partners, regulatory bodies and peers, in particularly serving as primary point of contact to the General Manager for Hong Kong and Macau.
You will oversee the development and implementation of acceptance and merchant strategies that grow the penetration of electronic payments to drive the increase of Merchant Sales Volume (MSV) and grow incremental processing volume on VisaNet. You are responsible for the management of the strategic client relationships with partners such as acquirers and merchants and directing and coaching the efforts of the MS&A team. You will develop deep knowledge of local market needs and you will work with the Singapore Hub and Global Merchant Sales & Acquiring organization to successfully define market specific strategies required to manage strategic and complex acceptance issues in Hong Kong to meet clients’ needs across the region.
You will play a critical role in the AP MS&A leadership team, influencing fellow peers in providing leadership and strategic guidance to ensure all necessary tools, processes, procedures and staff are in place to successfully support Visa initiatives, while establishing and fostering relationships with merchants, regulatory bodies and other stakeholders.
Key responsibilities:
• Develop and execute the MS&A and CyberSource strategy and revenue objectives for HK , to increase personal consumption expenditure (PCE) penetration, Visa merchant volume, market share, data processing revenues and create acquirer, merchant and consumer preference for Visa.
• Develop new initiatives/solutions, implement marketing/usage initiatives targeting traditional and new merchant segments, both in physical world and virtual world, including supporting execution of the government payments strategy.
• Build and proactively manage large and most influential merchant and acquirer relationships in Hong Kong with a view to build stronger partnership and cross-sell Visa’s suite of merchant and acquirer solutions.
• Provide leadership, strategic direction and management to the local MS&A team, establishing a customer focused, performance based culture.
• Direct in-market MS&A resources to assure that all goals are supported in a cost effective, timely manner, with a resulting high level of client satisfaction.
• Successfully translate broad strategies into specific objectives and action plans, aligning efforts of the MSA and Interchange organizations with other key Visa stakeholders.
• Ensure the MS&A team provides the necessary leadership and support to local clients and to internal stakeholder organizations including Client Relationship Management, Product, Interchange, Corporate Relations, Risk, CSS and Legal.
• Maintain and build rapport with Singapore Hub peers and other MS&A and Interchange teams across Visa to exchange, learn and leverage best practices.
• Establish and foster deep relationships with clients and internal stakeholders at all levels of staff and senior management.
• Manage the sale and growth targets of Cybersource gateway services and other value added services to merchants and acquirers in Hong Kong
• Support local Client Sales Teams with their sales efforts. Maintain current knowledge of technologies, products, services, methods and applications and implement new approaches and practices as required.
• In conjunction with the market’s management teams, represent Visa on industry bodies and forums.
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:
Key attributes
• Digital, analytical, objectivity, drive, enthusiasm, leadership, and creativity are key attributes
• Strategically driven leader with hands-on mentality, curiosity is part of your DNA
• Strong business development and sales team management skills
• Results focused, must have experience developing and executing on strategic and business plans (including financial projections)
Essential basics
• Graduate caliber, MBA preferred
• 15+ years sales experience including multi-regional sales operations, and leading teams
• Outstanding communication skills - English (oral and written). Fluency in regional language preferable
• Multinational experience and willingness to travel within the region
Industry experience
• Comprehensive knowledge and experience working in the FinTech & technology or payments industry
• Experience in driving merchant, acquiring, or payment solutions within the Asia Pacific region preferred
• Demonstrable leadership skills and business vision, with proven capability to work with senior leaders and teams across geographies and functions
• Experience in developing and tracking client-centric strategies within a complex multinational, matrixed organizations
Professional values
• Innovation driven: up-to-date with latest payments trends, hampions bold ideas and new ways of doing things, ask challenging and stretching questions
• Open communication: actively promote environment of inclusion and diversity of thought, proactively limit or mitigate unconscious biases, honest and direct communication
• Solution focused: connect the dots and creatively leverage Visa products and capabilities to meet client needs, best practices, unafraid to make timely decisions in ambiguous, high pressure situations, quick to adapt / recover and reset priorities in changing circumstances
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.
