Visa Inc.
The Senior Director Business Planning and Operations, Mid-Market and VAS Sales (GCC) has three main areas of responsibility:
Business Planning and Operations (BPO): This team directly supports the GCC Group Country Manager (GCM) and facilitates achievement of financial and business goals for the region. This position closely engages with key internal stakeholders across functions in GCC, CEMEA Hub and Global teams to achieve business objectives. BPO team also provides strategic oversight and project management across key priorities of the region. The BPO team partners with the GCM to drive business performance by raising productivity and performance standards and helps to broaden the GCMs bandwidth. Mid-Market sales: This team manages a portfolio of small and medium sized clients (Tier-3 Emerging and Tier-3 Mass) across the six GCC countries, with responsibility to grow revenues and handle all aspects of account management. Value-Added Services sales: Responsible for developing a pipeline for new VAS sales opportunities and executing effectively on it to drive growth of Visa VAS in the 6 GCC markets, with initial focus on Identity & Risk Solutions and Data Solutions. This position will drive these results by working closely with all Country Managers and their teams, the GCC and CEMEA Solutions organization, and with one resource within the sales organization dedicated to VAS sales.
Principle Responsibilities / Key Results Area
Primary Responsibilities Of This Position Are
The Senior Director-Business Planning and Operations, Mid-Market and VAS Sales (GCC) will be responsible for creating business plans, decision making, competitive tracking, managing and executing strategic business initiatives, sales planning, oversight of execution against plans, management reporting, insights, growing revenues in the Mid-Market segment and for new sales of Identity & Risk Solutions and Data Solutions.
Support the GCC GCM and matrixed functions in business planning, strategy development and tracking and in achieving agreed business goals.
Co-lead annual business planning cycle along with Finance, help the Country Managers and functions to develop integrated GCC plans to support revenue growth targets, and ensure optimal deployment of investments in order to finalize the operating plan for the business.
Oversee major project work streams related to strategic priorities in GCC. Specific project content will vary greatly in sponsor, business or strategic focus, depth, and stakeholders served, ranging from broad co-ordination efforts across multiple countries or functional areas to focused special assignments for senior management that are of high strategic importance to Visas business in GCC
Participate actively in shaping and driving the GCC business agenda, including financials, clients, people, controls environment and change management.
Identify, structure, and manage complex issues to arrive at recommendations that drive corporate objectives. Drive solving of a range of business problems by proactively collaborating and coordinating with multiple internal stakeholders.
Oversee and supervise the Business Development Support team across GCC, currently there are three BD Support FTE supporting the six GCC markets, provide oversight to balance workload and to ensure optimal use of capacity
Lead and manage the BPO team, monitoring progress and ensuring team is provided with development opportunities
Drive effective engagement with Mid-Market clients to grow Visas business in this segment.
Implement process driven sales of standardized products and services for Mid-Market clients.
Continuously review client and market landscape to identify strategic opportunities within the Mid-Market segment, recommend and develop initiatives to meet the clients business objectives and grow Visas business.
Implement identified strategic opportunities, products, services through strong project management, and working with internal and client teams.
Work with Country Managers to provide strong leadership and direction to the Mid-Market Account Executives.
Set and deliver upon ambitious VAS revenue targets for GCC, with initial focus on Identity, Risk and Data products.
Work closely with CEMEA Head of VAS to grow the business and drive best practices
Work with minimal direction, usually within a complex and often ambiguous environment
Key Competencies
Strategic thinking, strong analytical skills and financial acumen required to be a trusted advisor to GCC GCM
Personal presence and ability to clearly communicate, verbally and in writing, compelling messages to senior managers and other stakeholders
Self-confident and hands-on, with the ability to operate in a fast paced and constantly changing work environment
Strong interpersonal and leadership skills to build credibility with various GCC functions and Country teams, in order to work in a matrix organization.
Excellent collaborator with ability to influence without authority, and rally corporate resources and functional experts to drive business objectives
Project management skills and strong execution capability to deliver against tight deadlines
Comfortable with complexity and ambiguity
Strong understanding of the clients business and how it aligns with Visas strategy
Ability to quickly assess an opportunity, using industry experience and fact-based analyses
Ability to learn quickly, deal with complexity and lead change
Reporting Relationships
The position is based in Dubai and reports to Group Country Manager-GCC
This is a people manager role with two direct reports. Additionally, the BD Support positions (currently three FTE) and the Mid-Market Account Executives (currently two FTE) across GCC have a second reporting line into this position
Qualifications
Bachelors degree with 12-15 years of progressively responsible business experience in Digital payments, Retail Banking, Management Consulting or Corporate Strategy. A masters degree would be an advantage
Proven People leadership skills
Experience in and or significant exposure to the financial services/payments industry required
Experience in handling projects with multiple work streams, and coordinating complex cross-enterprise processes with multiple stakeholders at both senior and junior levels
Background in Sales & Distribution preferred
- Job Function: Sales/Business Development
- Industry: Financial Services/Stockbroking, Banking
- Specialization:Channel Sales
- Qualification:
- Any Graduate
- Employment Type: Full Time
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