Sales Planning and Operations Lead

Visa (Tokyo, 日本) フォロー 17時間前

Remote Friendly Sales And Marketing Asia Full-time Sales Management Sales Enablement Team Performance Connectors Net

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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

Team Overview
The Japan Client Relationship Management (CRM) team is accountable for managing client relationships with payment ecosystem stakeholders such as banks, financial institutions, platformers, eCommerce companies, wallet providers, etc.
What a Sales Planning and Operations Lead of CRM does at Visa:
The primary objective for this role is to ensure that the Japan CRM team is able to deliver highest value to both client and Visa. This will center on the team understanding client objectives, business challenges and opportunities and collaborating with internal stakeholders to bring the best of Visa’s capabilities to help grow their businesses.

This role reports to the Head of Japan CRM and comes with people leadership responsibilities. As there is a need to actively collaborate with other functional teams within Japan, it is also a highly visible role.

The ideal candidate must have the ability to gain deep subject matter depth on a multitude of topics on short notice and be skilled at the synthesis of multiple sources of information (qualitative and quantitative) to create real and actionable insight for leadership. He or she must stay in front of innovation trends in the payments industry and be able to develop an independent point of view on topics in the face of uncertainty and imperfect information.

Best-suited candidates will be a persuasive, inspiring, and clear communicator with high emotional intelligence as well as being analytical, self-motivated, and able to collaborate well with others from a diversity of backgrounds.
Key responsibilities of the role include:

Sales Planning - to ensure that the team is focused on opportunities of highest value, and that reasonable stretch targets are assigned. This includes a key role during the annual budgeting process to coordinate within the Japan CRM team to develop bottoms-up account level targets for revenue drivers, incentive payments, and net revenue across consumer payments, VAS (value added services) and CMS (commercial and money movement solutions),
Sales Management - to drive discipline across the team to ensure that account executives are sufficiently identifying and pursuing sales opportunities whilst adhering to procedure to maintain our control environment. A key part of this is enforcing the sales operating model, which includes client segmentation, client coverage model, account planning and sales pipeline management.
Sales Enablement - to enhance the effectiveness of the team through tools and knowledge management. This includes:
- Arranging training and providing ad-hoc advice on key processes such as deal structuring, incentives administration and selling VAS and CMS.
- Driving continuous improvement on internal account review and client QBR (quarterly business review) templates.
- Managing procedures and documents repository
- Coordinating analysis to identify opportunities and risks (e.g. competitor analysis, deal renewal pipeline)
Sales Operation - to drive operational efficiencies to maximize the time that account executives can spend focusing on sales. This includes managing team member(s) that provide centralized administration work for the Japan CRM team.
Ad hoc coordination work across the Japan CRM team, such as client communications for pricing or rule changes, and remediation of any major issues.
Developing a high performing team. This includes ensuring the team has the right mix of capability and is highly motivated. It also entails managing team performance including recognizing and encouraging high performance, and skillfully and respectfully addressing underperformance.
Being a role model for Visa’s Leadership Principles: lead courageously, obsess about customers, collaborate as one Visa and execute with excellence.
Taking clear ownership and accountability of the risks of the business and ensure the team are well equipped to effectively manage risk through consistent application of all of Visa’s relevant Key Controls.

Why this is important to Visa
Visa’s success is primarily driven by how well our solutions deliver results for our clients and how strong our relationships are with those clients. The sales planning and operations team is needed to ensure the Japan CRM team is focused on delivering on the highest value opportunities.

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 do you need

12 or more years of work experience with a Bachelor’s Degree or 8-10 years of experience with an Advanced Degree (e.g. Masters, MBA, JD, MD) or 6+ years of work experience with a PhD
Proven ability to design, negotiate and manage execution of business agreements and to enhance existing and develop new business partnerships at senior executive levels.
A proven track record of planning, managing and closing complex and competitive sales efforts, capable of using a clear and systematic approach to execution.
A demonstrated ability to implement strategic initiatives, policies and operational decisions for clients of all size and act as a trusted advisor by developing significant long-term, trust based relationships with demanding, senior-level executives at large, complex organizations.
Strong academic credentials. An MBA or similar degree from a top tier institution is preferred.

Personal Characteristics

Trustworthy and possesses highest standards of ethical conduct and integrity
Drives for achieving superior end to end results, in a sustainable way.
Very 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

Key Competencies

Superior leadership qualities with the ability to build high performing teams
Able to provide direction, motivation and holding self and team accountable for results and the required behaviors.
Highly disciplined and organized approach to managing self and team to execute consistently and systematically on both immediate and long-term priorities.
Collaborative and results driven leadership style that is both inclusive and capable of decisive action.
A strategic thinker who creates a clear vision and then breaks the objective into clear deliverables phases.
Strong commercial skills, ability to apply commercial analysis to evaluate business opportunities and ensures that budget, profitability and earnings targets are based on valid assumptions and appropriate business models. Additionally, building this approach as a key attribute of the entire team.
Disciplined approach to risk management, and can identify and analyze the risks when making decisions.
Experience and understanding of global practices and management.
Excellent presentation, communication and networking skills.
Self-starter with demonstrated ability to take initiative, and adapt in a fast changing, often ambiguous market context.

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.