The Regional Sales Excellence team has the mandate to develop Visa’s strategy to deliver against regional priorities that drive efficiency and effectiveness of Visa’s sales teams. The team has the “A” on delivering Sales 2.0 in the region. Sales 2,0 aims to ensure Visa transforms itself to a best-in-class sales organization and is arguably one of the most immediate of the companies’ key priorities. In addition to delivering on the 5 pillars of Sales 2.0, the team identifies growth areas for the business and drives focused execution of key priorities across a very diverse set of objectives. The team also approaches the business with a start-up mentality in terms of thinking and working differently and how we can improve the way we interact with clients and stakeholders across the business. Trying new ideas is key, working with cross-functional partners to some of these ideas to the fore. Examples include, reforming account planning and sales pipeline management, creating a regional deals repository (AP Deal Hub), starting a new vertical focused partnership team, partnering to bring the Sales Engine to life, designing Bootcamps for the business to test and assess our sales teams, and finally tailoring narratives for our sales teams to use directly with Issuers & merchant partners.
What a Director, Sales Excellence does at Visa:
The Director role in the Sales Excellence team sits within the Presidents Organization, and reports into the Senior Director of AP Sales Excellence. Based ideally at Visa's regional headquarters in Singapore (Robinson Road), the role will work very closely with the rest of the regional team as well as regularly liaise with in-market leads and global counterparts especially the PMO office running Sales 2.0 which is a senior and seasoned team. The role has a strong focus on identifying and executing on Sales 2.0 implementation in the markets, co-leading, monitoring and measuring the effectiveness of each pillar of Sales 2.0, and key work streams based on strategy and project manage the delivery of key initiatives. “Backwards influencing” the global strategy in order to shape Sales 2.0 to AP’s unique needs will be crucial to this role.
This is in addition to coaching & leading a direct report. Core deliverables are as below:
- Own and execute Sales 2.0 strategies in AP with a clear go to market approach across all 5 elements.
- Engage, “influence”, shape the global teams PMO office to ensure an AP flavor and relevance on Sales 2.0
- Accountable , Set, review, and maintain the highest levels of excellence in sales planning and sales operations. Embed tools, process, knowledge, and capability consistently across Asia Pacific that will drive the highest quality of execution and sales discipline
- Deliver methodology and know-how to ensure genuine execution and appropriate governance of sales tools and processes across the business, including testing new ways of working and different approaches to client management
- Consistently deliver excellence in adoption and use of CRM systems & methodologies across the business through consistent training and embedding of skills and tools
- Act as a thought leader and critical business partner to key partners especially the GCM’s and CM’s
- Proven ability to translate complex business needs into innovative data-driven solutions that optimizes client management engagement and streamlined sales operations processes
- Liaise with AP BPO and sales teams on the strategy, execution, and measurement of key strategic objectives.
- Lead by example, setting high standards for the team by setting strategic goals, challenging the status quo and developing diverse talent
Why this is important to Visa
The ideal candidate will form the glue that keeps AP’s strategic priorities aligned globally to Sales 2.0 ethos and ensure smooth Go to market implementation across all markets & functions in AP. Together with the regional and market leads, they will co-own key priorities for the region and ensure focused & consistent execution. In doing so, they will regularly liaise with regional and global leaders to present their work as well as rally executive endorsement for critical deliverables through their periodic reporting.
Projects you will be a part of:
Some of the projects that await the selected candidate are:
- ‘Sales 2.0 implementation and execution
- Drive sales planning, Target setting & training agenda for the region
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.
