B2B Senior Business Development Manager

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

Team Overview

The Japan Client Relationship Management (CRM) team is currently a team of that is accountable for managing client relationships with payment ecosystem stakeholders such as banks, financial institutions, platformers, eCommerce companies, wallet providers, etc.

What a B2B Senior Business Development Manager does at Visa:
The primary objective for this role is to develop relationships and execute on B2B partnership opportunities strategically with major banks and credit card companies.

The individual will be working closely with the Head of Commercial and Money Movement Solutions (CMS) Japan, and the larger CMS Japan team to deliver on both Visa Commercial Solutions (VCS) and Money Movement product strategy. You will work on strategy deployment, solution ideation and development, portfolio optimization, delivery and enablement of products and services.

This is a highly commercial role and target driven role, and you will need to deliver and execute on key sales performance metrics. Sales metrics include but not limited to Annual Average Payment Volume (AAPV), Annual Average Net Revenue (AANR), PV, NR, CIF, Active CIF, etc. You will need strong financial, analytical, collaborative and product skills required to manage major opportunities.

Key responsibilities of the role include:

• Mediating between clients and internal stakeholders to deepen mutual understanding and elevate their importance, striving to be chosen as the best partner by our strategically important clients.
• Working with client executives to ensure their priorities and operational capabilities are clearly understood and our work plans are clearly aligned with them
• Strong analytical skills and comfortable with quantitative analysis, financial modelling, and finding ways to add quantitative rigor to qualitative analysis
• Act as the orchestrator of how our clients consistently experience the best of Visa’s global expertise
• Achieving optimal balance of client and Visa’s interests
• Driving delivery of a quality sales pipeline for commercial core products and value added services
• Taking clear ownership and accountability of the risks of the business and ensure that as a team, we effectively manage risk through consistent application of all of Visa’s relevant Key Controls.

Why this is important to Visa
Our business thrives on how well our solutions deliver results for our clients and how strong our relationships with those clients. Business development leader is needed to ensure seamless delivery of our solutions for our most high-value B2B opportunities.

Furthermore, B2B/commercial business form a crucial part of Visa's strategy to expand our footprint beyond consumer card payments. This largely untapped market holds immense growth potential.

Our focus is on enhancing our presence in the B2B money movement sectors, attracting potential clients to our network, and assisting issuers in meeting the diverse payment demands of small, medium, and large organizations, while digitizing new payment flows for domestic and cross-border use cases. We not only support card-based payments, but, as a payment service provider, are moving towards serving the needs for non-card based payments as well, and providing other value added service. We are committed towards building a viable and committed payment ecosystem of payments worldwide.

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

What you will need:

• Minimum 10 years of experience in sales, business development, or management consulting.
• Proficiency in Japanese equivalent to a first language speaker, and business-level English.
• Strong ownership and ability to unite diverse internal and external stakeholders towards a common goal.
• Proven experience in designing, negotiating, and managing the execution of business agreements.
• Experience in planning, managing, and closing complex and competitive sales efforts.
• Proficiency in stakeholder management within large, complex organizations.
• Reliable performance in routine tasks, particularly in financial management and reporting, with a high level of accuracy to maintain data integrity.
• Resilience and adaptability to changing business needs, maintaining performance under pressure.
• Leadership skills to guide cross-functional teams collaboratively and decisively.
• Commercial acumen to evaluate business opportunities, ensuring the budget, profitability, and earnings targets are based on valid assumptions and appropriate business models.
• Disciplined approach to risk management and decision-making abilities.
• Proactiveness and adaptability in a fast-paced, often ambiguous market context.
• Strong relationship-building skills at all levels of client organizations.

What will also help:

• Familiarity with B2B payments, eCommerce, and mobile technologies is a plus.
• Strong academic credentials, preferably an MBA or similar degree from a top-tier institution.

Personal Characteristics:

• Trustworthy and possesses highest standards of ethical conduct and integrity
• Drives for achieving superior end to end results, in a sustainable way.
• Highly client focused.
• Genuinely cares for and is inclusive of people, supports people’s wellbeing.
• Strong at networking. A connector of people, communities and clients in Japan and across Visa.
• Has stature, gravitas, reputation and professional attitude, internally and externally.
• Courageous, accountable and willing to challenge the status quo, and drive innovation.
• Curious, with a drive to continuously learn.
• Has high levels of professional humility and actively seeks and uses feedback constructively.
• Disciplined and organized in a way that enables consistent delivery of results while also being able to respond well to unexpected demands

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.