Director, Consumer Products
- Almaty, Kazakhstan
This role is responsible and accountable for the implementation, management and further development of Visa Consumer cards and Digital products sales optimization program in Central Asia. The incumbent will be responsible for ensuring that Visa Consumer Card products (Premium, Credit, and Digital) are appropriately positioned and actively promoted to clients with a purpose of growing and retaining Visa's competitive advantage in the Core Product segment.
Principle Responsibilities/Key Results Area
Market insight and intelligence:
Identify and assess market and Clients opportunities. Clearly identify and communicate robust business benefits to support Clients and Visa business case.
Contribute as a subject matter expert to market research projects, analyze research findings, develop and deliver recommendations to internal and external stakeholders.
Generate ideas for product/ services/ programs enhancements. Deliver ongoing competitive analysis of the market to ensure Visa remains highly competitive.
Develop and maintain the product strategy related to the product/service/campaign/sector and contribute to the delivery of the Products P/L operating within budget.
Product /service management and development
Lead the implementation, ongoing management and further development of the Visa Core&Digital Products sales optimization program in Central Asia to grow sales and share of Visa cards i.e.:
Identify target markets and clients, size the opportunity, and develop business justification
Liaise with Country Managers and local marketing teams to ensure client engagement and commitment and appropriate business targets setting
Identify and engage third party vendors / contractors to implement the program
Manage the program’s customization to the local markets/banks’ needs, implementation, control and assessment of the results
Manage the program budget. Identify opportunities for cost savings and /or potential revenue opportunities to improve P&L.
Identify opportunities to expand the program to more CISSEE markets / other sales channels / new products to ensure Visa’s sustainable competitive advantage across sales channels for Premium, Credit cards and digital products.
Manage existing solutions and develop new and enhanced solutions to satisfy both Central Asia-wide, local markets, and client needs. Ensure Visa maintains competitive advantage in the Central Asia payments market. Specifically, lead the implementation, ongoing management and further development of the Visa cards and usage, sales optimization program across Central Asia to grow the share of Visa card sales and purchase volume through banks’ branches and across other sales channels.
Develop and manage all aspects of the product/service/program including development of supporting tools and services. Manage variance requests and pilot processes where appropriate, preparing product/service descriptions, managing internal assessment processes, communicating to stakeholders on different levels, representing Visa, clients and market interests to decision makers.
Develop and maintain sales support and training materials for clients and internal staff (including presentations, marketing collateral, content of training courses) as required. Produce and deliver regular and ad hock reports and presentations eg. product/program statistics, program scorecards, performance reports etc.
Sales support and client expert advice
Work closely in the team with other functions and regional offices to identify needs, develop solutions and materials to address client needs. Provide support and training to the local sales teams, thereby ensuring they possess all required skills to achieve business plan objectives.
Provide support to Country Managers in negotiations and sales pitches with key banks. Deliver product/service /expert advice to key Clients as required to support business growth and improved performance both for the Client and for Visa.
Communicate with key Clients on different levels and in various capacities - from high-level expert advice and negotiations with senior management to daily implementation support /training/coaching to sales staff.
Provide support and input to Country Managers on strategically important Client pitches, with ongoing first or second line support to clients, ensuring delivery of the product/service/campaign.
Actively contribute to the development of the department through sharing of information, coaching and internal support.
Establish, maintain and develop good relationships with the team, with other CISSEE and CEMEA offices and other regions. Work in closed alignment with HUB to achieve synergies.
Advocate Visa Products priorities and goals; ensure that Visa global initiatives and Visa best practice are introduced effectively across Central Asia and CISSEE.
Represent Visa in negotiations with suppliers and vendors (when using outsourced services) ensuring high quality/low cost deals for Visa.
Ensure accurate budget spend, reconciliation and compliance with CEMEA policies.
Bachelor`s Degree/ MBA preferred (business related degree)
10+ years of retail banking experience, preferably in the area of product development & management, branch sales processes organization/management or liability products sales/marketing
Understanding of retail banking sales & services processes, including solid knowledge of products, digital products, branch staff training and motivation best practices
Entrepreneurial and innovative thinker with strong analytical and project management skills
Strong communication, interpersonal and collaboration skills are needed to influence direction and change attitudes of decision made on different levels
Ability to act in consultancy role and present confidently in front of various audiences
Multicultural sensitivity and interpersonal relationship management, including the ability to work effectively within different CEMEA markets (Middle East, Russia, Eastern Europe Africa)
Must have superior analytical skills, project management and communication skills
Fluency in English, Kazakh/Russian
Superior negotiation skills leading to timely and acceptable resolutions
Client relationship and management skills
Solid interpersonal skills and working with cross functional teams
Exceptional communication skills
Development and preparation of executive level briefs
Self-directed and motivated
Able to work with little management oversight
Strategic management and creative thinking
Analytical in thought processes
Recognized Core Products expert