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Within the Global Client structure in Asia Pacific (AP), three large Global clients are managed across multiple markets spanning both AP and CEMEA, covering all major Visa products and services. The global clients across Asia Pacific drive more payment volume than many individual markets in the AP region. Our team is responsible for profitably growing our business with them in AP and focused on increasing Visa’s share of the banks’ business, increasing profitability and improving their perception of Visa as a partner of choice. The Business Development Director will be part of a team focused on driving growth and delivering value to Visa’s three AP based Global Clients. The BD Director will play a key role in financial and account planning and development, structuring financial deals, building analytical tools and reports, providing regional oversight of several projects from a Global Client perspective, provision of business support to the hub/ in-market GC team and enhancing business processes to maximize internal and in-market performance.

Responsibilities

1. Develop and structure regional deal models and craft deal strategies to support the team in capturing new opportunity pipelines or enhance existing deals
2. Support Account Leads (3) in managing contracts and the commercial aspects of Visa’s business.

• Working with the client to track performance against contractual targets
• Manage contract milestones via delivery of proactive and comprehensive proposals for extension and renewal of contracts ahead of expiry
• Ensure accurate and appropriate management of all Asia Pacific contracts with the clients.
• Deliver accurate financial plans and forecasts of Visa’s business
• Manage operating expense budgets for the regional account teams and ensure alignment with global budget process
• Deliver disciplined account planning to increase payment volume, yield and strategic initiatives

Client and Stakeholder Partnerships

• Develop, cultivate and maintain close relationships with client management teams, decision-makers and other influencers, key merchants and partner companies
• Understand clients’ unique strategies, priorities, needs and decision-making processes and adapt Visa’s approach to dealing with each client appropriately
• Keep client account plans are up to date with current priorities and opportunities, aligned with Visa’s functional priorities
• Develop and track the team’s business development strategies and map these strategies into individual client plans
• Manage projects by working with cross-functional teams, lead, develop and prioritize proposals and partnership strategies

Annual Planning and Management

Manage the Annual Operating and Multi-Year Planning processes
Collaborate Finance Business Partner to drive quarterly forecasting and annual operating plan
Support the creation of presentation materials for various management events including conferences and quarterly business reviews
Driving effective leadership and operations through management of key business processes, including coordination of financial forecasting; review of proposed changes to Visa programs, rules or economics; and periodical management reporting
Manage the contra-expense budget in partnership with Finance Business Partner

Analytics and Reporting

• Build the QBR packages for Regional reviews for entities of the banks (consumer and institutional where applicable)
• Support QBR preparation and delivery for designated markets
• Create and prepare monthly reporting packages for banks’ management
• Deliver ad-hoc analysis to support the development of business cases, evaluation of funding opportunities, forecasting of revenues and expansion of Visa’s business with these key clients
• Develop in-house analytical / benchmarking tools to help guide the Global Clients to compete effectively against peers
• Manage operating expense budgets for the regional account teams
• Enhancing the effectiveness of the three AP based Global Clients by pursuing initiatives and process enhancements identified in annual planning sessions, performance audits, quarterly and monthly business reviews and issue-drive roadmaps
• Drive effective business planning and operations by promoting broad awareness of Visa's past and present financial performance relative to forecast; ensure that the current forecast for the countries reflects all available market intel and insights

Geographic Responsibility

Be directly responsible for the engagement with respective Visa Relationship Managers (RMs) in specific markets. Drive superior engagement and support for in-country Visa RMs with respect to a wide range of responsibilities including business cases, product launches and evaluations and digital rollout.

Working in this team will also give the candidate visibility with the clients’ regional leadership and in-country business management teams. There will also be opportunities to foster and develop key internal stakeholder relationships with Visa’s senior management team within the Product, Marketing, Finance, Legal and other functions.

• Bachelor’s degree preferably in Business Management with 12 years of relevant experience in similar capacity, sales and relationship management with strong account management and project management
• Background in business consulting, financial services, product management or Fintech sector is desired
• Demonstrated track record of planning, managing and closing a complex, competitive sales effort
• Proven ability to implement strategic initiatives, policies and operational decisions
• Strong management skills within a complex, matrix management organization
• Proven ability to run, grow and protect the franchise collaboratively across functions and client accounts
• Experience in client-facing roles with multiple key clients and stakeholders, ideally including financial institutions (banks), large retailers, multinationals, governments, local partners, etc.
• Innovative and agile with ability to adapt to market needs and changing environment
• Possess high learning agility. Ability to navigate ambiguity and drive positive outcomes
• Ability to operate effectively and efficiently in a challenging, fast-paced environment
• The incumbent must be very astute with financial modelling and forecasting, and attuned to various dynamics that affect client and Visa business performance
• Superior financial acumen to assess business opportunities and understanding key metrics
• Excellent and quick financial modelling, from crafting to completion
• Good analytical skills to create analytical tools and derive insights in a timely manner
• Deal structuring, negotiation, documentation and execution
• Knowledge of the payments systems and industry trends, issuer and acquirer dynamics, and payment products
• Superior communication skills, including the ability to deal with complex and potentially contentious issues and manage senior internal and external stakeholders
• Results-oriented and team player who has the ability to collaborate across multiple functions and stakeholders to drive effective outputs
• Client-focused mindset, and has the ability to link the dots to drive a win-win client and Visa agenda
• Excellent MS Office working knowledge
• Cultural sensitivity and global mindset

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