Description
Job Description
This position is a Key Account Manager role and will be reporting to the Cluster Country Manager, West Africa. The candidate will:
Be primarily responsible for leading Visa’s engagement with a designated Key Partner
Be accountable for expansion and acceleration of Visa’s business with the Key partner
Achieve revenue and portfolio targets set on the account
Liaise and work with multi-functions across Visa, to deliver set expectations on client account
Manage the account planning and Go To Market process to deliver accurate sales and revenue forecasts
Drive new business and revenue growth opportunities
Develop, implement and manage Visa’s strategies with the clients to profitably grow the business across the mapped out opportunity areas.
Deepen client engagement at the senior leadership level to drive new business opportunities and actively demonstrate Visa as the best partner for business growth
Broaden Visa’s relationship with client stakeholders in functions beyond the Cards business
Increase penetration of Visa products and solutions with the clients
Build an implementation strategy aligned to the partnership deal with the client, Visa West Africa/ SSA market plan and the client’s strategic priorities
Understand the payment landscape of the West Africa & SSA Region and keep abreast of industry trends
Support the Cluster Country Manager and Head of Sales to implement Country strategies and achieve business goals
Work closely with internal stakeholders, including Products, Marketing, Government Relations, Risk, Operations, Finance, etc, to orchestrate the collective effort to optimize the effectiveness of Visa solutions to the client.
Qualifications
Professional:
Recognized degree preferably in Business Management
Minimum 8 - 12 years of proven sales or business development experience, with strong account management, project management and relationship management, business consultation experience from across the following vertical or functions: consumer banking, cards issuing, merchant acquiring,
Technical:
Project and Financial management
Deal structuring, negotiation, documentation and execution
Good analytical skill to understand the profitability of issuing and acquiring business
Knowledge of payments systems and the cards industry
Communication and presentation skills
Product positioning and marketing skills
Business consultation skills
Good interpersonal skills
Good MS Office PC Knowledge.
Business:
Strategic thinking combined with good business acumen
Strong account management and problem solving skills
Strong interpersonal, communication and networking skills
Digital mindset and adaptive leadership
Positive, accountable and result orientated team player
Self-starter with a commitment to learn and a sense of curiosity
Ability to navigate and work in ambiguous situations
Additional Information
The function that this individual performs is key to delivering on Visa’s strategic pillars. It forms a part of Visa’s Client engagement plans, merchant relations, Fintech partnerships and industry stakeholder management team.
Failure to deliver on those commitments can have a visible and pronounced impact on Visa’s revenues, reputation and brand image, and in some cases, can expose the company to financial liability. Hard work, high integrity and honesty are non-negotiables.
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Job Description
Reporting directly to the SSA Head of Products and Key Account Manager, this individual is a key member of the regional Product and Solutions team serving West Africa.
A key ‘face of the Product and Solutions team managing, building and developing Key account portfolios, the individual also helps define and execute the operations of all Key Account products initiatives.
This individual also reports to the Country Manager for West Africa and is a key partner in local solution development.
Scope: Anglophone West Africa, based in Lagos, Nigeria
Product Leadership for Products and Solutions:
Engage Client(s) in collaboration with Visa Business Development (BD) team and other key stakeholders, to understand Product requirements and provide appropriate Visa solutions
Drive Product and strategic initiatives with Client(s), in collaboration with BD, Marketing and other cross-functional teams
Pro-actively identify opportunities for growth, improvement or co-created solutions with client
Provide Product input to new business opportunities and formal proposals.
Develop and Manage Products and Product Platforms
Manage the introduction, communication and implementation of product and service releases, new products and enhancements of services
Work with cross-functional stakeholders and client to understand local requirements, adapt products as required and manage programs to establish and grow new product solutions
In cases where localized products, benefits or platforms are required, take end-to-end accountability to develop and launch such capabilities, including project and vendor management and cross-functional collaboration
Client Leadership:
Be the face of Visa for client and partners looking to co-innovate with Visa
Support Sub Saharan Africa solutions and BD teams as an innovation subject matter expert.
Develop robust, proactive pipeline of tangible collaboration/prototyping projects with clients/partners that will drive c-level sponsorship and engagement
Build trusted advisor relationships with key client and partners in the industry
Engagement Leadership:
Structure, support and lead client Discovery and Ideation Sessions:
Discussing major industry and technology trends and payment innovations
Understanding client’s needs, pain points and priorities and be able to link trends and innovations directly to client strategy
Identifying payment innovation opportunities
Driving positive outcomes and concrete next steps
Co-creations:
Lead a team that defines and delivers on Visa Sub Saharan Africa’s co-creation agenda and engagements with client
Deliver against co-creation engagements committed in client’s contract
Use best in class design thinking and agile methods to Discover, Design, Develop and Deploy new innovations
Demonstrate and be held accountable for actual client impact, client satisfaction, and implementation results post co-creations.
Internal Solution Development:
Partner the local solutions team to develop local solutions for the Client
Planning, Reporting, Financial Management:
Partner with Marketing & Comms teams to showcase the Visa Sub Saharan Africa Products and Solutions story and activities to the client
Build a programmatic marketing / comms plan working with internal stakeholders and client
Lead high-quality campaigns to showcase Visa’s products
Support the P&L management, financial planning with Client to ensure that Visa Products remain on top of Clients’ product offering.
Play a key role in building annual operating plan, multi- year plan with the client
Work with SSA, Head of Products and Finance Business Partner to ensure that revenues is maximized
Help build business models and cases for growth with Client
Thought Leadership And Evangelism:
Proactively build and curate content on emerging innovation themes to present to Client:
Build client engagement content (e.g., use case of a new technology in payment), based on desk research and interviews with Visa’s experts, and engagement material across various media formats (e.g., presentation, talking points, demos, videos)
Actively evangelize Visa’s Products and Solutions and priorities with Client
Educate Client on latest innovations and Visa solutions through memos, frequent brown bags and other ways to engage Client
Build a vision for how to showcase innovative experiences to Client. Lead innovation immersions with clients at Visa Innovation Centers, to display the latest (and upcoming) applications of technology in payments.
Qualifications
Tertiary qualification with a business, marketing, or other relevant degree
Post-graduate qualification will be advantageous, but not an absolute requirement
>8 years’ experience in payments, banking or financial services
Experience in product management, and/or marketing management, and/or consulting
Strong project management and execution skills
Insight and understanding of analytics, segmentation and other product management principles
Experience of management and/or business strategy will be advantageous
Exposure to digital products and digital product management will be advantageous
Strong conceptualization and problem solving skills
Good networker with experience at senior levels
Experience evaluating a technology landscape, preferably within payments and ecommerce
Passion for technology, futurist view and intellectual curiosity
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