Country Manager – Uruguay, Paraguay & Bolivia
VISA
Buenos Aires, CABA, AR
hace 5 días

Company Description

As the world's leader in digital payments technology, Visa's mission is to connect the world through the most creative, reliable and secure payment network - enabling individuals, businesses, and economies to thrive.

Our advanced global processing network, VisaNet, provides secure and reliable payments around the world, and is capable of handling more than 65,000 transaction messages a second.

The company's dedication to innovation drives the rapid growth of connected commerce on any device, and fuels the dream of a cashless future for everyone, everywhere.

As the world moves from analog to digital, Visa is applying our brand, products, people, network and scale to reshape the future of commerce.

At Visa, your individuality fits right in. Working here gives you an opportunity to impact the world, invest in your career growth, and be part of an inclusive and diverse workplace.

We are a global team of disruptors, trailblazers, innovators and risk-takers who are helping drive economic growth in even the most remote parts of the world, creatively moving the industry forward, and doing meaningful work that brings financial literacy and digital commerce to millions of unbanked and underserved consumers.

You're an Individual. We're the team for you. Together , let's transform the way the world pays.

Job Description and Responsibilities

Uruguay, Paraguay & Bolivia Country Manager is responsible for leading Visa’s in-market team and sustaining the optimal operating environment by working collaboratively with key stakeholders such as Visa’s Clients, government, regulators and other players impacting Visa’s business in market.

Uruguay, Paraguay & Bolivia Country Manager holds a strategic position, should be able to expertly translate strategy to execution, build high quality relationships with all key stakeholders including clients, staff, regulators and other key partners.

Country Manager is adept at collaborating and building support of cross-functional teams, in market and beyond, to deliver the best of Visa to the market.

The Country Manager has overall management responsibility for all aspects of Visa business operations in Uruguay, Paraguay & Bolivia, which includes managing relationships with financial institution clients, acquirers, merchants, regulators, fintechs, and developing and implementing business strategies, leading business operations and leading a growing team.

The Country Manager will have overall P&L responsibility for the Visa business in Uruguay, Paraguay & Bolivia, and is expected to effectively develop local initiatives and deploy Visa’s relevant global solutions in Uruguay, Paraguay & Bolivia to strengthen Visa’s position with clients and identify strategic partnerships to drive local and regional business growth.

This role, therefore, requires a high quality leader with the capabilities to both drive superior current state performance and lead transformation to enable sustainable outperformance in the future.

In addition to strong strategic and execution skills, the leader will have what it takes to motivate, inspire and shape a high performing team through leading with vision and role modelling the behaviors key to delivering our sustainable best.

Major Responsibilities

Strategic and Operational Leadership

  • Lead & champion the development of strategy and execution of these strategies for key business initiatives in Uruguay, Paraguay & Bolivia including market expansion, regulatory management, payment product and solutions development and innovation, implement and or protect local processing.
  • P&L responsible, continue looking for increasing revenue growth, focus on looking new flows of payments and new sources of revenues.
  • Strategically aware of the local development of various industries including payments, banking and financial services, retail and technology or trends and other factors with the potential to impact Visa’s current and future business in Uruguay, Paraguay & Bolivia and beyond.
  • Identify success factors for business growth, develop tactical plans to achieve defined goals, and design and implement effective client relationship and business development strategies.
  • Identify and prioritize new business opportunities in market and determine the appropriate level of resource investment to pursue effectively.
  • Having done that, deliver superior change management in executing with these resources.

  • Lead Visa’s strategy with government, central bank and other regulatory institutions within Uruguay, Paraguay & Bolivia.
  • Engage and align Visa’s strategy with these entities.

  • Maintain a keen focus on a well-developed operational risk and control environment and that a strict adherence to Visa compliance practices is maintained at all times through championing risk ownership and accountability in the markets.
  • Focus on achieving business targets through growing the existing business, identifying new business opportunities and producing and implementing new products and services across the markets.
  • Understand market trends in the region, anticipate challenges and take proactive measures to accomplish targets.
  • Represent Visa across multiple areas from business development to regulatory affairs to corporate and social responsibility.
  • Speak at conferences and business forums and undertake media / public relations activities to drive positive perceptions of the company based on genuine substance.

    Client and Stakeholder Partnerships

  • Develop, cultivate and maintain close relationships with client CEOs, management teams, decision-makers and other influencers within Visa’s client banks, acquirers, fintechs, national banking association, key merchants, merchant associations and partner companies.
  • Be aware of their views on the current state and future prospects for the payments industry, banking and financial services industry, and technology innovation.

    Also truly understand the end user consumer and business landscape.

  • Understand clients’ unique strategies, priorities, needs and decision making processes and adapt Visa’s approach to dealing with each client appropriately.
  • Share Visa’s views on industry developments with clients and merchants and articulate how Visa products and solutions can enhance their business results.
  • Engage regulators and other government entities in collaboration with the Visa Government Relations team around Visa’s ability to drive stronger economic growth, business innovation and financial inclusion.
  • Additionally, manage any specific prospective or in progress regulatory change.

  • Constantly assess Visa’s client and merchant relationships for ways in which Visa can strengthen its partnerships and drive stronger growth.
  • Ensuring that client account plans are up to date with current priorities and opportunities, aligned with Visa’s functional priorities and that these client account plans are executed with excellence.

  • Lead local client sales, including the design, negotiation and successful signing of long-term partnership agreements; manage the client relationship team to achieve agreed corporate objectives.
  • Understand and articulate how Visa differs from its competitors in terms of business strategies and capabilities, product positioning and pricing, and ability to drive client performance.
  • Actively drive this differentiation and insight.

    People Leadership and Management

  • Lead and manage Visa’s SoCo team supporting these countries, managing Visa’s current talent and hiring new staff to expand the team’s capabilities as much as it is needed.
  • As the site leader for the country, actively engage employees with exceptional communications skills and commitment by role modelling the behaviors underlying Visa’s six leadership principles (We lead by example, We communicate openly, We enable & inspire, We excel with partners, We act decisively & We collaborate).

  • Collaborate directly with global and regional functions (finance, product, marketing, government relations, merchant sales & solutions, corporate relations, legal, compliance etc.
  • to ensure that each function contributes to and supports the execution of the strategic agenda of the markets, and local teams.

  • Model collaboration and influence across functions and geographies, with a constant focus on driving strong results for the broader organization.
  • Ensure that cross-functional teams are fully aligned and briefed about clients’ and business partners’ environment; ensure that strategic plans for the market are developed in conjunction with, understood and shared by the supporting functions within Visa.
  • Attract, develop and retain outstanding talent. Ensure appropriate succession planning is in place for key roles, maximize employee engagement and ensure all staff have meaningful development plans.
  • Create a sense of community and drive a culture of genuine inclusion for the country and beyond.

    Qualifications

  • A minimum of 16 years of experience including significant experience P&L owner, and as banking, cards, fintecth, technology and / or merchant business leadership in highly successful companies that have a strong track record of client service, strategic development and execution.
  • Strong knowledge of payment industry products, services and technologies, e-Commerce and mobile technology is a plus.
  • International experience ideally within a complex, matrix management organization. Ability to run, grow and protect the franchise collaboratively across functions and geographies.
  • Experience in client-facing roles with multiple key clients and stakeholders, ideally including financial institutions (banks), large retailers, multinationals, governments, local partners, etc.
  • Broad-based functional background emphasizing client relationship management with proven negotiation and deep client management skills.
  • Innovative and agile with ability to adapt to market needs and changing environment. Lead & execute change effectively.
  • Ability to make and build strong connections with government and regulators in markets.
  • Strong commercial and financial acumen.
  • Excellent communication skills.
  • Ability to navigate ambiguity and drive positive outcomes.
  • Cultural sensitivity and global mindset. Deep country knowledge and insight.
  • Minimum degree level qualification, MBA considered valuable.
  • Passionate about leading and developing high performance teams.
  • Personal Characteristics

  • Self-starter.
  • A connector of people, communities and clients within the country and across Visa.
  • Stature, gravitas, reputation and professional attitude. Courageous, accountable and willing to challenge the status quo, and drive innovation.
  • Highest standards of ethical conduct and integrity. Proven operator in line with the following key attributes; ability to develop strong client partnerships, highly innovative & collaborative, integrity, focus on people development.
  • Curious, actively seeks for feedback, and willingness to learn. Open to try new things, and with a good dose of professional humility.
  • Role models the leadership principles and creates an environment where people can be at their best in order to build a strong community.
  • Resilient and determined. In a developing market like Guatemala and El Salvador, achieving the potential of the business in the current and future states requires the energy to drive through the many challenges and strong competitive environment.
  • Additional Information

    Essential Functions

  • Directly contribute to achieving the LAC Business Goals, in alignment with corresponding countries’ strategies and priorities.
  • Determine and execute strategies to develop and grow Visa’s business and share with Tier 3 Mass Clients -which represent +45% of clients in +40 countries- including business strategy, business development and portfolio management targeted to this client segment.
  • Execute sales initiatives for Tier 3 High Potential Clients -which represent over 20% of clients in more than 40 countries- in alignment with countries’ priorities and strategic guidelines.
  • Releasing resources from country-specific sales and function areas to better focus and grow the business with key clients and stakeholders.

  • Work closely with Countries’ Sales leaders to help manage Visa’s relationships with Non-Traditional Issuers and Acquirers.
  • I.e. Fintechs, providing day-to-day business support from onboarding to delivery of account plans.

  • Develop and provide leadership for the regional and country plans for Tier 3 and Non-traditional Issuers and Acquirers, collaborating with Sales and Functional areas, integrating and setting priorities based on information about the markets, client’s opportunities, Visa strategic priorities and competitive landscape.
  • Lead in the continuous development of the Client Engagement Model for Tier 3 Clients, ensuring it adapts quickly to shifting organizational and client’s dynamics, while achieving economies of scale.
  • Providing a differentiated value proposition and establishing a competitive advantage for Visa, in alignment with and support from functions -Products, Marketing, Risk, CSS-, ensuring resource allocation, planning, development and execution of the value proposition and solutions for Tier 3 clients.

  • Identify and pursue new business opportunities for Tier 3 Clients, generating leads for both High Potential and Mass clients, in addition, developing and implementing go-to-market strategies to maximize the reach and effectiveness of sales campaigns.
  • Provide leadership and guidance in the BDs-Sales Engine interaction, ensuring alignment of business and country priorities, and the development and execution of integrated regional or country-level plans for Tier 3 clients.
  • Maximize awareness and preference for Visa in Tier 3 clients in assigned countries.
  • Monitor the development of the payments, technology, and banking and financial services industry, analyze trends and understand factors affecting current and potential business results of Visa.
  • Develop, maintain and cultivate relationships with key contacts and management of banks, providing continuous added-value solutions and information, while optimizing and achieving economies of scale in the relationship management model.
  • Understand Tier 3 clients’ strategies, priorities, needs and decision-making processes.
  • Develop and implement a differentiated Client Engagement Model, tailored to Tier 3 clients, that resonates to the needs of that client segment, reaching a massive number of clients, while feeling customized and personalized to each client.
  • Ensure we share Visa’s views on industry developments and dynamics and advise them how Visa products can impact their results.
  • Understand and influence product positioning and pricing of Visa products in clients’ product portfolios
  • People management responsibility for staff within the Sales Engine team.
  • Work directly with local and global functions Sales, Products, Marketing, CSS, Risk, Licensing, VOL, etc.-, to ensure alignment and support for the strategic plans for the Sales Engine’s assigned clients and process improvement initiatives.
  • Model Visa Leadership principles : We Communicate Openly, We Act Decisively, We Lead by Example, We Enable and Inspire, We Excel with Partners, We Collaborate.
  • Deliver sales targets and drive business goals and priorities with assigned Tier 3 clients.
  • Take lead in aligning, collaborating and maximizing return on all resources assigned to Tier 3 clients in covered geographies, including, sales, product, marketing, risk and operational resources.
  • Ensure maximum cooperation, liaison and communication across multiple functions, to deliver an integrated and holistic One-Visa message to clients, in alignment with Visa’s strategic guidelines and priorities, leveraging the differentiated Client Engagement Model for Tier 3 clients.
  • Deliver, effectively and efficiently, Visa’s value proposition to Tier 3 clients in a mass-standardization model, via webinars, email blasts, events, communication campaigns, continuously measuring and improving the level engagement and interactions with clients.
  • Leverage existing CRM tools, e.g. Playbook, to document and optimize our interactions with Tier 3 Clients, segmenting by type of initiative -Risk, Products, Marketing, etc.
  • guaranteeing business continuity and identifying process improvement opportunities, enabling the sales team to focus on value-added sales / business related matters.
  • Compliance with internal controls.
  • 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, reach with hands and arms, and bend or lift up to 25 pounds.

    Visa will consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law

    All your information will be kept confidential according to EEO guidelines.

    Work Hours

  • Incumbent must make themselves available during core business hours in the LAC region
  • Travel Requirements

  • This position requires the incumbent to travel for work 30% of the time.
  • Physical Requirements

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