Senior Director RCO Commercial Team

Visa; London; On-site; GBP 80,000 - 120,000; Full time

Job description

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Company Description

Visa is a world leader in payments and technology, with over 259 billion payments transactions flowing safely between consumers, merchants, financial institutions, and government entities in more than 200 countries and territories each year. Our mission is to connect the world through the most innovative, convenient, reliable, and secure payments network, enabling individuals, businesses, and economies to thrive while driven by a common purpose - to uplift everyone, everywhere by being the best way to pay and be paid.

Make an impact with a purpose-driven industry leader. Join us today and experience Life at Visa.

Job Description

The Revenue and Commercial Operations area evolved from merging several teams over four years since the original Sales Excellence team was created. The function has been instrumental in shaping our current sales mindset, discipline, approach, and has led numerous sales process improvements over the years. As we aim to be leaner, more agile, and efficient, with a focus on automation and self-service tools, we're revamping our team' structure and objectives. Our new team has a refreshed core purpose, impactful goals, and a new organisational structure.

As the Senior Director, you will lead a dynamic team responsible for driving commercial initiatives across two distinct areas: Commercial Programs and Value Proposition Development on selected deals. This role requires a seasoned commercial leader with extensive client-facing experience, expertise in negotiating commercial proposals, and a proven track record of leading successful negotiations and thinking strategically. You will play a pivotal role in designing and scaling commercial incentive programs as well as driving value proposition design for our largest commercial deals. Your leadership will be critical in ensuring that the team achieves its objectives and meets the company's strategic goals.

Responsibilities

Leadership and Team Management

• Provide visionary leadership and strategic direction to a strong team of self-starters, fostering a culture of innovation, collaboration, and excellence.
• Oversee the performance and development of team members, ensuring they exhibit high levels of initiative, deep knowledge of our existing and future solutions, and can drive tasks to completion, collaborating with the sales organisation in the clusters.
• Drive the alignment of team goals with the overall business objectives of Visa, AEs and Country Managers, offering full support to the Markets.

Commercial Programs and Value Proposition Development - Strategy and Execution

• Lead the Commercial Programs team in the development, design, implementation and tracking success of scalable commercial programs strategies that drive revenue growth and market expansion. Examples are Untapped Programs, "in a box" incentive deal constructs etc. This activity is closely aligned and in partnership with the Client Incentives team, within Finance, and in response to the needs of the Markets.
• Lead the Value Proposition Directors in building powerful Why Visa deal narratives, bringing together our solutions in a coherent client centric pitch and RFP response.
• Scale tools and share best practices to upskill the sales teams, leveraging tools and concepts designed by global teams and other regions as well.
• Collaborate with cross-functional teams to design and execute initiatives that support the evolution of our commercial strategies, eg work with the Client Incentives Team to develop new deal constructs that prepare us for the future and reflect industry trends.

Client Engagement and Relationship Management

• Build and maintain strong relationships with key clients where there is fit, by leading workshops with the AEs/BDs to understand the clients' needs and ensure their satisfaction with our commercial proposals.
• Leverage client feedback to improve service offerings and enhance customer experience. Clients can be defined as internal clients (AEs, Country Managers, RMDs) as well as external clients.

Innovation and Technology Adoption

• Stay abreast of the latest industry trends and technological advancements, integrating relevant innovations into the team's workflow, particularly new sales training tools and Copilot.
• Promote the adoption of new technologies and tools that enhance productivity and operational efficiency.
• Ensure the team is proficient in utilizing global tools and platforms to achieve their objectives.

Communication and Collaboration

• Foster a collaborative environment, working effectively with cross-functional teams to achieve common goals, and building productive working relationships.
• Communicate effectively with all levels of the organization, including executive management, to convey complex commercial deal scenarios, deal strategy, and strategic insights.
• Represent the team in internal and external meetings, leading pitches and commercial offers where there is fit.

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

Experience and Expertise

• Proven experience as a commercial leader with a successful track record in client-facing roles and negotiations.
• Strong understanding of Visa solutions across Consumer, VAS and MMS. The deep understanding will be critical for this leader to refine the Why Visa deal narrative with the direct team and account teams.
• Demonstrated ability to develop and execute commercial strategies that drive revenue growth.
• Strong understanding of how to scale commercial proposals, with a focus on accelerating sales to revenue conversion and developing Win Win propositions (to clients and Visa).
• Experience in leading and managing high-performance teams in a pan regional context.

Technical and Technological Proficiency

• Proficiency in utilizing global tools and platforms to enhance communication, collaboration, and efficiency.
• Ability to stay updated with the latest tech trends and integrate relevant innovations into the team's workflow, particularly new sales training tools and Copilot.
• Experience with sales training tools and Copilot is a plus.

Communication and Interpersonal Skills

• Exceptional written and verbal communication skills, with the ability to convey complex information effectively to all levels of the organization.
• Strong presentation skills, capable of engaging and influencing stakeholders at all levels of the organization.
• Excellent interpersonal skills, with the ability to build and maintain productive working relationships.

Personal Attributes

• Highly self-motivated and capable of working independently, taking ownership of projects and driving tasks to completion with minimal supervision.
• Open to adopting new technologies and tools that enhance productivity and efficiency.
• Collaborative mindset, excelling in a team environment and working effectively with cross-functional teams.
• Adaptable and resilient, able to navigate a dynamic and fast-paced work environment.

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.