Director, Performance Management Strategy and Operations

Visas Global Sales & Commercial Operations (GSCO) team supports the execution and delivery of key global initiatives and planning activities across the company. Our mandate is to develop design and execute the strategic direction for Visas business operations and global sales organization; be the super connector for the markets regions global groups; and bring a consistent voice and One Visa mindset.  The team has the following key focus areas: Business Performance Sales Excellence Sales Enablement and Sales Tools.    

This role will be part of the Business Performance organization which includes Performance Management & Analytics Sales Compensation and Client Insights. This Director will support the strategy and execution of key global strategic initiatives and operational processes across the Performance Management & Analytics and Sales Compensation teams. They will be expected to solve complex problems and identify innovative solutions providing analytical and business case modelling support as needed.

This is a global team. You will work hand in hand with many different functions regions and markets.  It is a great opportunity to gain exposure to our strategy and business. We are looking for a seasoned change management leader who can easily navigate regional business unit and cross functional teams thrives on process optimization and ensuring a best-in-class experience for our sellers.

Responsibilities:

As we transform the way we sell at Visa our big focus is on building a Best-in-Class Sales Organization. This includes shifting the organization toward performance management systems and compensation models that are aligned to Visas sales operating model and closely linked to individual performance.  This role will focus on four main areas: Performance Management Planning Sales Metric Design Target-Setting Strategy and Strategic Initiatives.  

Key job responsibilities include: 

• Performance Management Planning. Support the overall execution of the annual planning cycle for GSCO. This process generally extends from May until October and may include involvement in the following activities among others:
  • Define the metrics that will be included on MIP and TIP Scorecards.
  • Define the metrics that will be cascaded to Individual OKRs for Generalist Sellers.
  • Partner with CMS VAS and the Sales Compensation team to align on the metrics that will be used for Specialist Sellers on SIP plans
  • Communicate GSCO proposals and key planning dates with key stakeholders and gather feedback throughout the planning cycle.
  • Support year-end evaluation of markets and functions based on Scorecard performance as part of annual compensation decisions.

• Sales Metric Design. Develop framework and definitions for sales metrics to measure market and seller performance. Establish consistent policies and governance to ensure guidelines are followed and sales crediting is accurate.
• Target-Setting Strategy. Facilitate market and individual target-setting process globally; establish interlock between Generalist and Specialist targets to ensure alignment
  • Define the global strategy framework and taxonomy: Metrics and definitions what accounts/sellers must carry targets what level of granularity will targets be set at etc.
  • Work with key stakeholders including Finance to ensure data readiness and availability to track performance.

• Strategic Initiatives. Support team in various strategic initiatives that arise based on needs and problems that arise from the business. Provide analytical business case modelling support as needed. It can range from highly strategic problems that need an extra set of hands to quick initiatives that need short term solutions to processes that need an efficient and solutions-oriented redesign.

• Build cross functional partnerships and effectively collaborate with key stakeholders globally including Finance People Product Marketing CEO Office Global Markets LT (includes Regional Presidents) Commercial and Money Movement Solutions (CMS) Value Added Services (VAS) regional BPOs and Sales Excellence teams.

  Visas Global Sales & Commercial Operations (GSCO) team supports the execution and delivery of key global initiatives and planning activities across the company. Our mandate is to develop design and execute the strategic direction for Visas business operations and global sales organization; be the super connector for the markets regions global groups; and bring a consistent voice and One Visa mindset.  The team has the following key focus areas: Business Performance Sales Excellence Sales Enablement and Sales Tools.    

   

  This role will be part of the Business Performance organization which includes Performance Management & Analytics Sales Compensation and Client Insights. This Director will support the strategy and execution of key global strategic initiatives and operational processes across the Performance Management & Analytics and Sales Compensation teams. They will be expected to solve complex problems and identify innovative solutions providing analytical and business case modelling support as needed.

   

  This is a global team. You will work hand in hand with many different functions regions and markets.  It is a great opportunity to gain exposure to our strategy and business. We are looking for a seasoned change management leader who can easily navigate regional business unit and cross functional teams thrives on process optimization and ensuring a best-in-class experience for our sellers.

   

  Responsibilities:

  As we transform the way we sell at Visa our big focus is on building a Best-in-Class Sales Organization. This includes shifting the organization toward performance management systems and compensation models that are aligned to Visas sales operating model and closely linked to individual performance.  This role will focus on four main areas: Performance Management Planning Sales Metric Design Target-Setting Strategy and Strategic Initiatives.  

   

  Key job responsibilities include: 

• Performance Management Planning. Support the overall execution of the annual planning cycle for GSCO. This process generally extends from May until October and may include involvement in the following activities among others:
  • Define the metrics that will be included on MIP and TIP Scorecards.
  • Define the metrics that will be cascaded to Individual OKRs for Generalist Sellers.
  • Partner with CMS VAS and the Sales Compensation team to align on the metrics that will be used for Specialist Sellers on SIP plans
  • Communicate GSCO proposals and key planning dates with key stakeholders and gather feedback throughout the planning cycle.
  • Support year-end evaluation of markets and functions based on Scorecard performance as part of annual compensation decisions.
• Sales Metric Design. Develop framework and definitions for sales metrics to measure market and seller performance. Establish consistent policies and governance to ensure guidelines are followed and sales crediting is accurate.
• Target-Setting Strategy. Facilitate market and individual target-setting process globally; establish interlock between Generalist and Specialist targets to ensure alignment
  • Define the global strategy framework and taxonomy: Metrics and definitions what accounts/sellers must carry targets what level of granularity will targets be set at etc.
  • Work with key stakeholders including Finance to ensure data readiness and availability to track performance.
• Strategic Initiatives. Support team in various strategic initiatives that arise based on needs and problems that arise from the business. Provide analytical business case modelling support as needed. It can range from highly strategic problems that need an extra set of hands to quick initiatives that need short term solutions to processes that need an efficient and solutions-oriented redesign.
• Build cross functional partnerships and effectively collaborate with key stakeholders globally including Finance People Product Marketing CEO Office Global Markets LT (includes Regional Presidents) Commercial and Money Movement Solutions (CMS) Value Added Services (VAS) regional BPOs and Sales Excellence teams.

This is a hybrid position. Expectation of days in office will be confirmed by your hiring manager.

Qualifications :

Basic Qualifications:

• 10 or more years of work experience with a Bachelors Degree or at least 8 years of work experience with an Advanced Degree (e.g. Masters/ MBA/JD/MD) or at least 3 years of work experience with a PhD

Preferred Qualifications:

• 12 or more years of work experience with a Bachelors Degree or 8-10 years of experience with an Advanced Degree (e.g. Masters MBA JD MD) or 6 years of work experience with a PhD
• 8 years of experience across operations sales and/or strategy.
• Demonstrated aptitude to learn quickly in scenarios that are not well defined or structured
• Strategic and analytical thinker able to move seamlessly from high level concepts to details and solutions without much guidance
• Expert-level proficiency in Excel and PPT. Experience working with other data and reporting tools especially Tableau and Power BI preferred.
• Results-oriented individual who challenges the status quo to drive a culture of constant improvement with customers and markets at the center
• Strong project management skills with a track record of on-time delivery of key initiatives
• Solution oriented with a high attention to detail quality and opportunity for optimization
• Proactive problem solver that can propose informed ideas on process improvements and practical solutions to identified shortcomings
• Effective communicator especially with executives and in ambiguous situations. Ability to explain complex concepts to a broad audience in an approachable way

Additional Information :

Work Hours: Varies upon the needs of the department.

Travel Requirements: This position requires travel 5-10% of the time.

Mental/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.

Visa is an EEO Employer.  Qualified applicants will receive consideration for employment without regard to race color religion sex national origin sexual orientation gender identity disability or protected veteran status.  Visa will also consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.

Visa will consider for employment qualified applicants with criminal histories in a manner consistent with applicable local law including the requirements of Article 49 of the San Francisco Police Code.

U.S. APPLICANTS ONLY: The estimated salary range for a new hire into this position is 151600 to 258750 USD per year which may include potential sales incentive payments (if applicable). Salary may vary depending on job-related factors which may include knowledge skills experience and location. In addition this position may be eligible for bonus and equity. Visa has a comprehensive benefits package for which this position may be eligible that includes Medical Dental Vision 401 (k) FSA/HSA Life Insurance Paid Time Off and Wellness Program.

Remote Work :

No

Employment Type :

Full-time