Head of Merchant Sales & Acquiring , CIS&SEE
Kyiv, Ukraine
6 днів тому
Job Description

The role will be responsible for developing and executing against the Merchant Sales and Acquiring strategy in the CIS&SEE region of Visa.

  • Establish the strategy for Visa to drive acceptance in both Emerging and Developed Markets.
  • Provide thought leadership in markets where non-traditional partners are becoming key to expanding access – Markets across the region with a focus on Ukraine, Uzbekistan and Serbia
  • Positioning Visa as the industry leader amongst clients, partners and peers.
  • Expanding access by driving the increase of Merchant Sales Volume (MSV) and revenues. (additional acceptance locations, increased Visa usage, and additional processing volume via VisaNet)
  • Driving contactless, e-Commerce, QR and new form factor acceptance in CIS&SEE.
  • As a member of the CIS&SEE Leadership Team take ownership of score cards revenue and expense targets for CIS&SEE.
  • Drive merchant engagement based on Visa 360 values – increasing differentiation for Visa, XB revenue, monetization of Visa Data and Consulting solutions.
  • Develop and grow pipeline of merchant co brands in CIS&SEE.
  • Engage with and grow Acquirer relationships in CIS&SEE. Driving compliance, sharing of best practices and differentiation for Visa.
  • Working closely with country and functional teams to:
    • Develop and execute the MS&A strategy and business plans including engagement plans with key merchant groups
    • Driving Visa’s Scan to Pay Strategy for Acceptance
    • Support the execution of Acceptance Strategy for various Government and Strategic Programs.
    • Driving critical “Expand Access” plans for Emerging Markets.
    • Engage with the regulator and managing IRF/Pricing and balancing the 4-Party Model

Principle Responsibilities / Key Result Areas:

  • Delivery of financial / score card targets for MS&A and CYBS.
  • Develop and execute the strategy for growing acceptance in CIS&SEE markets with a focus on emerging markets.
  • Establish an engagement model to work closely with key merchant relationships in the market.
  • Use forums like the Merchant Advisory Council and Strategic Merchant Congress and eComm Summits to drive value that Visa brings to merchants, acquirers and PSPs/Payment Aggregators.
  • Lead the opening of non-traditional segments like Government / Bill Payment / Fast Food / Supermarkets / Utilities / Schools / Healthcare /Fuel where there is no acceptance.
  • Be a key influencer in driving the Visa strategy on IRF, Pricing and Compliance for Acquirers - thought leadership on balancing the 4-Party Model.
  • Partner with country management on merchant and acceptance related matters while working the Regulators / Central Banks.
  • Develop the GTM for acceptance for new / Digital form factors – Scan to Pay / mPOS / e- Commerce
  • Thought leadership, planning and implementation of alternative (new to Visa) channels like Aggregators and ISOs for Scan to Pay.
  • Play the role of a Functional Expert for Acquiring solutions and best practices.

Decision Making and Complexity

  • Key influencer in creating market strategies.
  • Decisions impact the P&L, Implementation and achievement of Visa’s objectives for CIS&SEE.
  • Works independently with guidance in only the more complex situations.
  • Must have the maturity to work well within a matrix management approach.

Reporting Relationships

  • This position jointly reports to the Head of MS&A, CEMEA and the Group General Manager for CIS&SEE (based in the Kiev office)
  • This position will involve frequent interaction with key Visa stakeholders (CCMs, GCM, Functional Heads, Geo LT&CLT), Financial Institutions, Processors, the Central Bank, Acquirers, Merchants, etc.
  • Manage a team spread over multiple CIS&SEE offices.
  • Strong interpersonal and influencing skills are required to navigate the complexities of a matrix organization.
  • Multicultural sensitivity, D&I mindset and leadership skills are essential including the ability to collaborate and work effectively as part of a team.


Key Competencies

  • Strategic planning, analytical thinking
  • Acquiring / Merchant Sales / Acceptance Expertise
  • Influencing skills
  • Team work and collaboration
  • Negotiation Skills
  • Payments, product knowledge & expertise
  • Ability to understand financial concepts

Professional and Business

  • Professional Degree with at least 15 years of relevant experience
  • Understanding of Credit and Debit Cards business or related Payments Industry experience
  • Financial Transaction processing knowledge
  • Excellent communications skills, written and verbal and ability to communicate at all levels within a large organization
  • Significant gravitas to be able to represent Visa at industry forums, industry partners and regulators
  • Flexibility to travel around the region and internationally as required

Additional Information

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