Director - Merchant Sales and Acquiring

Company Description

Visa is a world leader in digital payments, facilitating more than ‎215 billion
payments transactions between consumers, merchants, financial institutions and
government entities across 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.
When you join Visa, you join a culture of purpose and belonging - where your
growth is priority, your identity is embraced, and the work you do matters. We
believe that economies that include everyone everywhere, uplift everyone
everywhere. Your work will have a direct impact on billions of people around
the world - helping unlock financial access to enable the future of money
movement.
Join Visa: A Network Working for Everyone.

Job Description

The Head of MSA - Saudi Arabia will be responsible for designing, validating
and executing the Merchant Sales and Acquiring plan in the KSA market. The
role holder will be responsible for progressing both digital and traditional
acceptance while working with Acquirers, Payment Service Providers / Payment
Facilitators (PSP / PF), Local Strategic Merchants and other stakeholders like
vendors, regulators, local switches among others. This is an individual
contributor role and reports into the MSA lead for MENA (GCC & NALP). The role
will be based in Riyadh and will work closely with the country team. The
position will be responsible for managing annual revenue goal exceeding USD ‎20
mn and ‎20 plus relationships.
The role will influence Visa's business by:
* Positioning Visa as the industry leader and thought leader amongst clients, partners and peers.
* Expanding access by driving the increase of Merchant Sales Volume (MSV) and revenues. (additional acceptance locations, increased Visa card usage, and additional processing volume via VisaNet, Increasing and driving eCom use via CyberSource and sales of relevant Value Added Services).
* Working closely with country and functional teams to develop MS&A business plans and Implement.
Principle Responsibilities / Key Result Areas:
* Deliver the annual MSA business plan for the market
* Engaging pre-agreed set of key clients via account management plans, quarterly reviews and annual client satisfaction surveys
* Influencing and growing card payments in existing and new spend categories
* Relationship lead for key merchant relationships in the market (Telco, Airlines, Retail, QSR, Leisure etc)
* Developing non-traditional channels like Digital (contactless, eCom, Wallets) and segments like Government / Bill Payment / Fast Food / Supermarkets / Utilities / Schools / Healthcare etc.
* Targeting Cash pools via e2e solution oriented approach - example: opening up sectors like Fuel, Rentals, Insurance, Government merchants, Customs and any other hold outs.
* Drive Business Development in influencing Acquiring Banks and/ or Payment Processors to lead the charge in new areas of acceptance.
* Play the role of a Functional Expert within the country team with information, tools, and best practices.
* Be a key influencer in driving the Visa strategy on IRF, Pricing and Compliance for Acquirers.
Strategic Nature, Management Accountability, & Scope
* Develop and implement strategies to grow acceptance and spend from existing and new spend categories.
* Facilitate the development of marketing and promotional activity with key acquiring / merchant relationships.
* Facilitate the coming together of new technology & solutions (Example: Tap to Phone, Acceptance in Cloud, Cybersource, Visa Direct, B2B, Tokenization) and traditional acquirers to launch new acceptance initiatives.
* Play a lead role and take ownership for merchant and acceptance related matters while working with clients, key merchants and the regulator / Central Bank.
Decision Making and Complexity
* Key influencer in market related decisions
* Decisions impact the implementation of plans and achievement of MSA objectives for the Saudi market
* Works independently with guidance in only the more complex situations.
* Must have the maturity to work well within a matrix management.
Responsible for:
* Expanding access across existing and new sectors - total count of Merchant outlets.
* Growth in PCE penetration and Contactless penetration
* Open up new acceptance sectors and hold outs.
* Facilitating the introduction, implementation and commercialization of new solutions / technology: e-Commerce/CoF/S2P/Visa Direct / Tap ‎2 Phone
Reporting Relationships
* This position is based in Riyadh and reports to the Head of MS&A, MENA (GCC & NALP). The job has responsibility for Kingdom of Saudi Arabia. Saudi nationals, based in the Kingdom will be preferred.
* This position will involve frequent interaction with key Visa stakeholders, including financial institutions, processors, the Central Bank, acquirers, merchants, etc.
* The candidate will be required to interact effectively with various levels of staff and management within Visa. Will interact closely with Country Managers and Functional Heads / colleagues, as well as others from the wider CEMEA and Global teams.
* Strong interpersonal skills are required to address on-going needs of a complex, matrix organization.
* Multicultural sensitivity and interpersonal relationship management skills are essential including the ability to work effectively as part of a team
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

Key Competencies
* Payments - Traditional, Digital Acquiring, eCom Expertise
* Analytics - understanding merchant payments and business models
* Presentation and Influencing skills
* Team work, collaboration
* Negotiation and sales skills
* Strategic planning, analytical thinking
* Ability to understand financial concepts
Professional
* Professional Degree with at least ‎15 years of relevant experience
* Understanding of Credit and Debit Cards business or related Payments Industry experience
* Understanding of Merchant Acquiring business.
* Financial Transaction processing knowledge
Technical
* Knowledge of Visa Systems and processing
* Microsoft office tools e.g. Thinkcell, PowerPoint, Excel, Word etc
Business
* Significant experience in the bankcard or related industry
* General Finance and Accounting
* Business Negotiations skills
* Excellent communications skills, written and verbal Arabic and English language skills and ability to communicate at all levels within large organizations
* Ability to work independently and engage multiple levels of management in key decisions where required for the business
* Flexibility to travel around the region and internationally as required

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.