Business Development Manager at Visa Incorporated

Job Descriptions

• Business Development specialist with ownership all aspects of designated mid-tier client relationships with a focus on business growth and client satisfaction.
• Manages the setting, direction and implementation of country and business strategies with designated Clients to achieve business targets through growing the existing business and through identifying new business opportunities including the introduction and implementation of new products and services.

Business Development and Relationship Management:

• Be responsible for expansion and acceleration of Visa’s business in designated markets and client portfolios.
• Establish, develop and manage the relationship between Visa and designated mid-tier clients', industry representatives in-country such as Central Banks, Governments, Bankers Association and Media
• Establish, develop and manage relationships in-country with Vendors, Processors and Domestic Switches
• Manages Revenue for designated mid-tier Clients
• Identify new business development opportunities and take accountability for and manage the project evaluation of these. Focus on achieving business targets through growing existing business and developing new business opportunities. Monitor business results of designated mid-tier clients and anticipate challenges and take proactive measures to accomplish targets
• Ensure effective communication of progress to targets both within Visa and with Clients
• Develop, maintain and cultivate close relationships with decision-makers and senior management of designated mid-tier clients, partner companies, Central banks and national banking associations. Understand their business strategies, priorities, needs and business processes, present to them strategic ideas and share Visa's views on industry developments and dynamics and advise them how Visa products can impact their results
• Represent Visa to the Clients by providing a point of contact to them, with permanent high quality support on the Visa organisation, products, systems and policies.
• Client consulting relating to operations, IT, marketing and compliance

General:

• Ensure all Visa departments are fully informed of actions that may affect them, support their objectives and business plans and seek to resolve conflicts which might occur.
• Actively contribute to the development of the team through sharing of information, coaching and support
• Establish, maintain and develop good relationships with colleagues, and staff in other regions to ensure that global initiatives and best practice throughout Visa are effectively introduced across the company
• Complete ad hoc project / research work and other initiatives as directed by management
• Strategic Nature, Management Accountability, & Scope:
• Supports the development of BD Strategy. Ensures the implementation of annual functional sales goals and plans, primarily focused on execution
• Responsible for relationship management and business development with designated mid-tier Clients and sectors without direct reports. May lead cross functional teams or projects
• Directly supports the Head, Business Development for West Africa on the growth of business in the region.

Decision Making & Complexity:

• Has impact on West Africa revenue and organisation reputation through management of client relationships
• Decisions are guided by Visa policies, procedures and business plans.
• Interprets business issues and recommends best practice
• Works independently with guidance in only the more complex situations. Solves complex problems taking a broad perspective to identify innovative solutions

Financial & Organizational Scope:

• Operational sales team member & individual contributor. Not responsible for directly managing a budget or cost centre
• Manages assigned mid-tier clients
• Generates new business and maintains existing Client relationships for mid-tier accounts

Reporting Relationships & Interactions:

• Based in Lagos, Nigeria, this role reports to Head, Business Development for West Africa based in the same office
• This position will involve frequent interaction with key Visa stakeholders, including the financial institutions, processors, the Central Bank, acquirers, merchants, etc
• This individual is expected to interact effectively with all levels of Visa management and staff
• Strong collaboration skills and team work with the SSA hub office for Marketing, Products, Acceptance and other functional work.
• Strong interpersonal skills will be required to address on-going needs of a complex, matrix reporting structure, and multinational organisation
• Multicultural sensitivity and interpersonal relationship management skills are essential including the ability to work effectively as part of a team

Key Performance Indicators:

• Increased penetration of Visa products and solutions with the clients
• Increased Visa share with the client
• Increased level of engagement with client resulting in higher NPS scores and preference for Visa
• Achieved P&L and portfolio growth targets
• Forecast accuracy including management of incentives
• Engagement with internal stakeholders

Qualifications
Professional:

• Possesses specialized depth and/or breadth of expertise in business development, primarily focused on execution
• Bachelor's Degree in Business or related field, with typically at least 5 years professional experience in retail banking / financial services / payments sector
• Experience in the West Africa region

Technical:

• Advanced knowledge and demonstrated mastery of core BD skills & competencies via practical experience of a difficult nature
• Proven Relationship Management skills
• Proven Sales, Negotiation & Influencing skills
• Time management, multitasking skills
• Fluent business English both written & spoken
• Strong Microsoft Office skills (Word, PowerPoint, Excel)
• Creation & delivery of professional briefs and presentations

Business:

• Business / commercial acumen
• Analytical skills, strong problem solver, creative trouble shooter
• Experience working in cross functional team, matrix experience preferred
• Previous experience in a multinational financial company preferred, with a strong compliance culture
• Excellent communication skills
• Excellent interpersonal skills
• Self-directed & motivated
• Team player, can-do attitude

Additional Information:

• Sound knowledge of West Africa payment landscape will be an added advantage.
• Strong sales experience & business acumen