Job Description

The Vice President, West Region, Community Accounts Team, is responsible for growing their designated geographical region’s Visa business to earn Visa’s fair share of revenue from Principal and Sponsored issuers in the states they manage, while also creating meaningful strategic partnerships with clients, processors, and other key stakeholders in the segment. They will lead a team of BDMs, AEs, and Sr. AEs to drive results for one of Visa’s most profitable client segments.

This position is responsible for creating a strategy to grow client and Visa revenue, while also strengthening executive relationships through identifying and implementing profitable strategic growth opportunities. The position will be responsible for creating a local presence in the region and ensuring Visa is visible in the community these clients serve. Government and stakeholder management, media savvy, and credibility to interface with media and government stakeholders on business and broader economic and market topics is imperative.

Primary Responsibilities

• Responsible for the growth, profitability, performance, and operation of the payments business for the West Region.
• Optimize and drive client and Visa revenue across a large and varied client base, and across various products including consumer debit, consumer credit, consumer cobrand credit, commercial, small business debit, and credit, prepaid, acquiring and DPS. Create and align Visa’s payments innovation vision and strategy with client opportunities and provide the leadership and focus to drive results.
• Lead a team to develop strategic relationships with the senior-most management and decision makers across a large client base.
• Ensure market data and competitive intelligence is accurate and up to date to manage the business effectively (Playbook contact data, contract expiration dates, product, and revenue data)
• Manage and maximize the return on all resources applied to the client including sales, product, marketing, technology, and operations resources.
• Demonstrate leadership in setting payments strategy across the region. Share knowledge and best practices developed with other regional leads.
• Key to the success of this role will be the ability to interact and align with a large set of diverse internal and client stakeholders in launching new products/services or expanding penetration of existing products/services into the region. Must demonstrate hands on leadership in this area and ensure the company's products/services are solutions that bring value to and are embraced by clients in the region. Ideally, this position will bring vision and foresight that translate into product/service definition, especially with processors, in advance of the client's recognition of need.
• Create the right environment in which a world-class account team can operate (both direct and matrix) and create a cohesive entity to pursue a range of business opportunities over the short and long term.
• Analyze and carefully monitor on an ongoing basis market trends, activities and competitor actions to enable the account team to develop and implement pre-emptive strategies and plans for the region.

Key Selection Criteria

• Consultative Selling – Win New Business Opportunities
• Identify, pursue, and close new business opportunities that drive incremental revenue to Visa and the client, and secure brand decisions for Visa.
• Increase/maintain Visa’s share of client’s business and associated incremental revenue opportunity by identifying and selling new product, marketing, and innovative technology opportunities.
• Support team on contract negotiation, closing, execution and managing contractual obligations.

Financial Acumen - Shape Financial Results

• Apply financial analyses to evaluate business opportunities and make strategic choices.
• Ensure that budget, profitability, and earnings targets are based on valid assumptions and appropriate business models.

Results Orientation - Drive Organizational Success

• Obtain results that have a clear, positive direct impact on business performance.
  Enthusiastically support the organization and influence others to commit to its mission and vision.

Strategic Approach

Client Responsiveness

• Excellent customer interaction skills that include problem/issues management and the ability to creatively develop, sell in and negotiate solutions.
• Transparency in client approach and team communication
• Ensuring that commitments are executed with excellence.

Shape Strategy

• Identify and integrate organizational strategies to achieve and sustain competitive advantage.
• Develop strategic solutions that leverage the core capabilities and competencies of the company.

Decision Making – Use Seasoned Judgment

• Make timely decisions, balancing analysis with decisiveness.
• Make decisions that optimize organizational performance.

Analysis – Drive Systematic Implications

• Clearly define complex issues despite incomplete or ambiguous information.
• Recognize key interrelationships and patterns among a variety of problems and issues.

Talent Enhancement - Develop Organizational Talent

• Create a climate that inspires development and in which risk taking in pursuit of learning is valued.

This is a hybrid position. Expectation of days in office will be confirmed by your Hiring Manager.

Qualifications

BASIC QUALIFICATIONS
•12 or more years of work experience with a bachelor’s degree or at least 10 years of experience with an Advanced degree (e.g. Masters/ MBA/JD/MD) or at least 8 years of work experience with a PhD.

PREFERRED QUALIFICATIONS
•15 or more years of experience with an Advanced Degree (e.g., Masters, MBA, JD, MD, PhD)
•Experience managing credit, debit, and commercial portfolios (marketing, sales, product development and/or operations)
•Four-year college degree required MBA preferred.
•Strong knowledge of payment products
•Demonstrated track record of planning, managing, and closing a complex, competitive sales effort.
•Proven ability to create strategic solutions (product/business development, marketing, and/or technology solutions) and implement them to drive top line results.
•Proven ability to implement strategic initiatives, policies, and operational decisions.
•Excellent written and verbal communication skills with the ability to establish effective relationships with all levels including executive management.
•Exceptional ability to manage & grow internal and external resources and cross functional relationships.
•Ability to negotiate business agreements and to enhance existing and develop new business partnerships.
•Proficient in Microsoft Word, Excel, and PowerPoint

Additional Information

** Work Hours:** Varies upon the needs of the department.

** Travel Requirements:** This position requires travel 5-10% of the time.

** Mental/Physical Requirements:** This position will be performed in an office setting. The position will require the incumbent to sit and stand at a desk, communicate in person and by telephone, frequently operate standard office equipment, such as telephones and computers.

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.

Visa will consider for employment qualified applicants with criminal histories in a manner consistent with applicable local law, including the requirements of Article 49 of the San Francisco Police Code.

U.S. APPLICANTS ONLY: The estimated salary range for a new hire into this position is 236,300.00 to 369,300.00 USD per year, which may include potential sales incentive payments (if applicable). Salary may vary depending on job-related factors which may include knowledge, skills, experience, and location. In addition, this position may be eligible for bonus and equity. Visa has a comprehensive benefits package for which this position may be eligible that includes Medical, Dental, Vision, 401 (k), FSA/HSA, Life Insurance, Paid Time Off, and Wellness Program.