Head of Merchant Sales and Acceptance, Kingdom of

2 weeks ago

Riyadh, Saudi Arabia Visa Full time

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. 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 and implementation of new solutions / technology: e-Commerce/CoF/S2P/Visa Direct / mPOS.

**Reporting Relationships**
- This position will involve frequent interaction with key Visa stakeholders, including financial institutions, processors, the Central Bank, acquirers, merchants, etc
- 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 par

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