Sr Business Development Manager

This role is a business development role in the VCS team, helping to grow the procurement and Travel & Entertainment (T&E) business in UK & Ireland and Continental Europe. The aim of this role is to support Visa account executives and sales managers to grow their portfolios of purchasing and T&E transactions. This will include helping Issuers develop strategies for addressing business to business Procurement opportunities & expanding capabilities to address T&E; directly supporting Issuers with key deals and opportunities and, manage new Visa partners in the procurement environment that support growth.

What we expect of you, day to day.

• This is a business development role in Visa Commercia Solutions (VCS) that focusses on building use of the Visa network and Visa commercial products for procurement and T&E use cases, leveraging Visa Purchasing and T&E products and related products in their physical, virtual and mobile formats. This is primarily a role focussing large market and middle market.
• Develop an understanding of the range of solutions that Visa has available to address this opportunity. These solutions can include Visa network capability and those delivered by partners, in particular collaborating with acquirers. This includes the suite and mobile solutions under Visa Commercial Pay.
• Work with the wider VCS team to build an understanding of the technology environment around procurement and payment in Europe, e.g. ERP system providers, procurement networks, and other new Fintechs that focus on procurement, payment optimisation or receivables processing as well as the products and eco system for T&E. Build relationships with these organisations and work with the partnerships team where appropriate to create referral or reseller partnership opportunities.
• Use this knowledge and these skills to be a highly experienced, confident, expert and consultative member of the VCS team, working with Issuers and their customers. Be able to identify procurement challenges, design the best payment solutions working with Product and Solution sales teams, using Visa products, and manage these opportunities through to implementation. As well as being able to identify T&E payment pain points and address how our suite of products can solve for them. These opportunities may be anywhere in UK & I or Continental Europe and will cross many types of industry segments.
• To be effective, an understanding of the payment services used by buyers to pay suppliers, including existing account to account services, (both domestic and cross border) and the cost and benefits of these. An understanding of new request-to-pay and Open Banking models and the ability to relate those to buyer/supplier transactions will be important, as will an understanding of the rapidly growing B2B marketplace environment.As well as having a good understanding of the business travel eco system, including payment methods utlised.

Requirements

• The successful applicant will have business development or solution sales experience in procurement and payment and T&E in Europe. This may be from a bank/issuer, an ERP or procurement system provider, an acquirer or acquiring Gateway, a procurement network, or procurement consultancy, or card network.
• Influencing skills with be a critical part of this role. You must be able to influence both internal and external business partners, and have the credibility to negotiate, strong relationship skills to gain confidence of clients and partners, and the ability to establish open and transparent relationships.
• This is a highly commercial and target driven role and you will need to prove the financial success of your efforts. You will need strong financial, analytical, collaborative and product skills that align with managing major opportunities. This will include working with pricing and deal modelling teams on specific opportunities.
• Excellent written, verbal and interpersonal communication skills are critical. Ideally, you will be comfortable representing Visa with our bank customers, and reflecting the Visa values.