Job Description
The Senior Business Development Leader, Indian Ocean Islands is responsible for managing a dynamic portfolio of assigned clients (Financial Institutions & Fintechs) with the objective of increasing Visa’s strategic value in the region, growing client and Visa revenue, and strengthening executive relationships through innovative growth opportunities. This person will set the strategic direction of business objectives while driving critical projects & implementations of new products and services across the named area of responsibility. Success will be measured against designated growth targets (e.g. revenues from core, commercial and money movement, and value added services lines of business) and development of new business opportunities. The ideal candidate will actively collaborate with myriad internal partners to monitor business results, anticipate challenges, and take proactive measures to accomplish the above stated objectives. Finally, this role reports into Visa’s East Africa Cluster Lead, and will be based in Nairobi, Kenya.
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.
Qualifications
Principal Accountabilities:
Strategic Planning
Monitor & analyze industry trends (e.g. market, country, regional, global, competitors) and consumer/commercial behavior across banking, financial services, and technology sectors to predict business impact to Visa and develop comprehensive plans in assigned markets.
Develop ambitious & holistic strategic plans for assigned Clients based on market information, Client objectives & capabilities, Visa priorities, and competitor activities while simultaneously supporting Visa’s East Africa strategy.
Oversee the development of operational plans for each assigned Client, including: objectives, corresponding tactics and actions, and desired key results.
Drive Visa’s Innovation agenda via thought leadership on emerging capabilities including mobile, Visa Direct, and paywave to name a few.
Meticulously lead core Profit / Loss (P/L) activities in markets of responsibility with discipline, rigor, and little supervision (e.g. marketing plans, product launches).
Business Development and Relationship Management
Establish trust, cultivate deep relationships between Visa and assigned Clients (e.g. financial institutions, merchants, fintechs), and ensure a customer centric mentality so we may:
Understand clients’ business priorities, processes, and strategies
Anticipate end users’ needs as we design and build the future of payments
Offer Visa solutions and strategies that drive impact for customers and growth for our clients
Enthusiastically serve as a passionate consultant between Visa & assigned clients in the areas of (but not limited to): solutions, implementation, operations, marketing, finance, government engagement, compliance, and risk – ensuring responsiveness & high quality support.
Achieve & exceed assigned revenue targets while driving acceleration and expansion of Visa’s business across client portfolios in the East Africa Region.
Identify & lead new business development opportunities that drive mutual growth for clients and Visa.
General
Responsible for leading & monitoring Visa projects/operations across the assigned territories within East Africa and playing a key support role in other territories where assigned clients operate.
Manage budgets & achieve profitability and earnings targets across assigned territories and portfolios.
Effectively communicate across Hub (East Africa), Sub-Regional (Sub-Saharan Africa), and Regional (CEMEA) functional departments to ensure alignment of strategic objectives, business plans, escalations, and best practices.
Have a natural bias for enabling team success, building comradery and a shared purpose of positively impacting client’s business performance.
Actively contribute to the professional development of the larger East Africa team through mentorship & coaching.
Lead & support ad hoc projects / strategic initiatives as directed by East Africa Cluster Lead.
Qualifications
Bachelor’s degree or equivalent qualification
Extensive business experience in the payments and digital commerce industry, with an applied working understanding of how banking, payment networks, mobile networks, fintechs, and other constituents come together to deliver differentiated services to clients.
Working knowledge of payment products, banking industry, and payments industry trends.
Strong commercial acumen & experience managing P / L across multiple markets.
Strong sales leadership experience in leading cross-functional teams and track record of excellence in execution and commitments with results in a fast-paced, deadline-driven, globally matrixed environment.
Results driven individual with exceptional understanding of risk management, compliance, legal, marketing, and other core business functions that may influence Client needs & decisions.
Fiercely collaborative and able to effectively partner with executives at Visa and from Visa’s clients to leverage the company’s products and services that in turn, enhances Visa’s client relationships.
Superior ability to influence people and work across boundaries to execute highly complex programs with multiple interests involved (e.g. closing complex, competitive projects with clients and sales processes).
Proficient in navigating cultural, political, governmental, and regulatory environments across multiple countries/markets.
Exceptional ability to manage & grow varied internal, external, and cross functional relationships at all levels of Visa and Client organizations.
Proven ability to creatively & collaboratively drive innovation and lead change in successful top tier companies.
Entrepreneurial and comfortable with ambiguity – eager to seek a challenge and willing to chart new territories and disciplines.
Excellent communication skill (e.g. written, verbal, presentation).
Fluent in English and French with the ability to thrive in varying geographical
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