Sr. Business Development Manager

Job Description

Purpose

The MS&A Business Planning and Analytics team is responsible for driving the development of growth strategies for Visa´s MS&A business in the region, aligning it with the global and market strategies and bringing innovation to the region.

The Sr Manager will support the strategy development for each LAC market with deep market analysis and insights. He/she will coordinate the financial and planning cycle and ensure a flawless execution of MS&A strategy through rigorous performance tracking, developing scorecards and dashboards that provide an acute picture of the area´ results and enable the adoption of corrective actions when needed. He/she will actively participate on cross-functional projects that relate to MS&A strategy. By leveraging Visanet data and other available market information will develop analysis to help the market leaders to develop engaging initiatives and opportunities with MS&A clients. This position will work closely with regional business leaders to implement and coordinate systems and procedures, and interface with regional and global Sales Operations and Sales enablement business partners.

This is a regional role that includes frequent interactions with key internal stakeholders. where this role will work directly with teams across Visa´s global and regional structure, including Technologies, Merchant Sales and Acquirer leaders, Analytics and Sales enablement teams and products teams.

Principal Responsibilities

• Ownership of the Goals and Priorities Scorecard for the entire LAC region in MS&A
• Support the MS&A LAC leadership team strategy discussions, by identifying relevant trends by country, providing intelligence and market analysis based on internal data and external studies
• Coordinate the Goal and Priorities and Regional Scorecard planning cycle: strategy, budget, goals setting and performance tracking, aligning process and information flow with Finance and regional and global MSS teams
• Lead the MS&A LAC Performance Management (timing, accuracy and quality)
• Lead and Support pipeline reviews, analysing pipeline trends and execution as well as developing new approaches to improve sales effectiveness
• Develop presentations for internal townhalls, Senior leaders visits to LAC clusters, events, client meetings and strategy discussions, promoting Visa assets and expertise
• Work with the Cybersource sales leadership team and sales colleagues to enable accurate strategic & business planning, forecasting, aligning with the broader Merchant Sales & Solutions strategy
• Track scorecard results; provide monthly performance reports, as well as quarterly, and annual sales reporting.
• Support effective use of Salesforce.com/CRM tool. Collaborate with leadership and sales management to ensure timely and appropriate implementation of processes to enhance sales results. Work with the CYBS Sales Enablement and MS&A Sales teams to Implement effective sales PB training program to ensure sales resources are enabled and appropriately skilled to perform effectively
• Lead the LAC MS&A E2E migration from Salesforce to Microsoft Dynamics and Tableau to Power BI platforms flawlessly
• Establish strong relationships with partners in developing strategy, dashboard, scorecard models, and tactical execution
• Support Acceptance, Cobrand and CYBS new strategies and tracking execution to grow Visa´s revenues by exploring new verticals, segments, and sales strategies
• Develop strategic framework for specific projects (IDDEA Methodology Deployment and expansion of usage) facilitating the discussions and the communication with different stakeholders and coordinating the implementation of projects with MSS teams, Products, Marketing, Finance, and other Teams, guaranteeing the execution of MS&A strategy
• Sound judgement committed to motivate extended team members contributing from various collaborative teams-based projects. Project management and ability to lead complex multi work stream projects
• Support and work with global functions (MS&A, Finance, Strategy, Product, Marketing) to deliver the go-to-market strategy in market in collaboration with MS&A LAC Sales Leadership.
• Partner to CyberSource and Visa Finance Operations and Planning, Aligning Sales business plans to strategic targets
• Establish a solid relationship with VISA Products and Solutions team while validating and goal tracking of all shared KPIs
• Builds momentum and creates energy to achieve the team vision and mission. Articulates progress against strategy on a regular basis.

Key Competencies

• Committed to service excellence and added value through exceeding client expectations and anticipating client needs. Works in close partnership with internal clients to achieve their aims and develop a mutually beneficial working relationship
• Maintains and promotes open communication channels and sharing information to achieve a common objective.
• Achieves results by driving self and others to achieve results and surpass goals using sound processes that reflect governance discipline and efficiencies. Consistently strives to achieve and improve upon quality standards expected by colleagues and clients. Works across boundaries and in partnership with others to achieve goals.
• Takes full ownership of a task, not deterred by internal issues. Retains composure under pressure; uses an appropriate balance of logic and emotion to resolve issues
• Champions innovative projects and demonstrates commitment to business excellence by consistently executing against deliverables
• Encourages cross-functional, cross-geography teamwork and collaboration. Role models’ collaborative behaviours to achieve organisational strategy.
• Uses knowledge of industry trends and best practice to support and drive change
• Turns conceptual ideas into commercial reality ensuring alignment among stakeholders is considered
• Pioneering; presents compelling alternatives and strategies
• Co-ordinates and implements departmental strategies that support the group strategy; clearly communicates/cascades strategy information downwards throughout the organisation
• Ability to manage projects with multiple workstreams, with proven leadership success over a wide variety of functional business problems
• Ability to prioritize deliverables and projects to meet timelines efficiently, to adapt to changes in priorities quickly, and to structure and manage multiple initiatives simultaneously with focus on a drive to completion and tangible impact

Qualifications

• 8 or more years of work experience with a Bachelor’s Degree, or at least 5 years of work experience with an Advanced Degree (e.g. Masters, MBA, JD or MD), or a minimum of 2 years of work experience with a PhD

• 9 or more years of work experience with a Bachelor’s Degree, or at least 7 years of work experience with an Advanced Degree (e.g. Masters, MBA, JD or MD), or a minimum of 3 years of work experience with a PhD
• Experience preferable including Business Intelligence, Analytics, and project planning experience. Strong interest in the payments industry.
• Strong analytical and problem-solving skills, strategic thinking skills is a plus
• Team oriented, collaborative, diplomatic and flexible with ability to influence in a highly matrixed organization
• Strong interpersonal and leadership skills to influence and build credibility as a ¨peer¨ with the sales, planning, Sales enablement, technology and products teams
• Excellent verbal, analytical and written communication, and interpersonal skills.
• Demonstrated experience of constructing tactical plans and successfully executing against them with a collaboration mindset
• Experience in working with cross-functional/cross-departmental and virtual teams at a senior level
• Self-starter with exemplary organization and resolution management skills, Ability to multi-task various projects
• Must possess “can do” attitude and willingness to work in a dynamic environment
• Significant experience of working within businesses who have complex multi region operations with aggressive growth plans
• Ability to prioritize deliverables and projects to meet deadlines efficiently, to adapt to changes in priority quickly and to structure and manage multiple initiatives simultaneously with focus on a drive to completion and tangible impact
• Eagerness to learn, curiosity, proactivity, hands on
• Advanced knowledge of Microsoft Excel and PowerPoint.
• Advance knowledge and mastery of SQL, Microsoft Dynamics, Power BI, Salesforce, and Tableau

LANGUAGE: English and Spanish. Portuguese is a plus

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.

Visa will consider for employment qualified applicants with criminal histories in a manner consistent with applicable local law, including the requirements of Article 49 of the San Francisco Police Code.