Senior Director - Financial Institution Sales, NA Visa Direct - job 7 of 19

The Senior Director - Financial Institution Sales at Visa Direct is responsible for overseeing all sales initiatives targeting regional and community banks. This includes developing a high-performing sales team, managing client relationships, and driving aggressive sales targets. The role also involves engaging directly with client executives to sell the Visa Direct money movement solutions and collaborate with various internal teams to ensure streamlined execution and successful outcomes.

Candidates for the Senior Director - Financial Institution Sales role at Visa should have proven experience in sales, especially within financial institutions. A strong background in digital payments and knowledge of cross-border transactions is essential. Leadership experience, excellent communication skills, and the ability to influence clients and internal stakeholders effectively are also key qualifications for this position.

The Senior Director plays a pivotal role in Visa Direct’s success by driving sales growth through strategic relationships with regional banks and community banks. This includes developing sales strategies, managing a team of professionals, and ensuring successful client engagements that increase Visa Direct's market penetration and revenue generation, especially in the expanding cross-border payments market.

At Visa, you can expect a vibrant company culture that values diversity, creativity, and collaboration. As a Senior Director in Financial Institution Sales, you'll work alongside a team of innovators and disruptors who are passionate about redefining the future of payments. The company encourages individual growth and offers opportunities to make a significant impact both locally and globally.

Visa offers comprehensive training and professional development resources for the Senior Director - Financial Institution Sales role. This includes access to industry insights, mentorship from senior leaders, and opportunities to engage with cross-functional teams. You'll receive ongoing support to help you meet your ambitious sales targets and drive Visa Direct’s success in the market.

To develop an effective sales strategy for regional banks, I first analyze the unique needs of each bank and their client base. Understanding their pain points allows me to tailor our Visa Direct offerings to meet those needs. I also emphasize collaboration with my sales team and engage in regular feedback sessions to refine our approach and ensure we’re on target with our sales goals.

In one instance, I worked with a community bank that was hesitant to adopt new payment solutions. By conducting thorough market research and presenting data-driven insights, I highlighted the benefits they could offer their customers. This approach helped me build trust and ultimately close the deal by demonstrating real value for their business.

I focus on a combination of quantitative and qualitative metrics to gauge success in sales. This includes tracking annual sales targets, conversion rates of sales opportunities, client retention rates, and overall market penetration of Visa Direct products. I also value customer feedback to understand client satisfaction and adjust our strategies accordingly.

I ensure my team stays motivated by setting clear individual and team goals, celebrating successes, and providing ongoing support and training. Regular team meetings and feedback sessions foster an environment of open communication and accountability. Encouragement and recognition for hard work are essential to keep the team engaged and committed to achieving our targets.

The challenges ahead for Visa Direct include increasing competition from fintech companies and the need to adapt to rapidly changing consumer behaviors. It’s crucial to remain agile and innovate continuously in our product offerings while also addressing concerns related to compliance and security in digital payments.

I approach objections from clients as opportunities for dialogue. I listen carefully to their concerns, empathize with their position, and provide tailored responses that address their specific issues. By keeping the conversation focused on the solutions provided by Visa Direct, I can help ease their concerns and build confidence in our products.

To penetrate new markets, I conduct in-depth market research to understand customer needs and preferences. I leverage partnerships with local financial institutions and engage in joint marketing efforts. Tailoring Visa Direct solutions to meet regional demands allows us to establish a strong presence in new areas.

Integrating client feedback is essential for refining our sales strategies. I gather insights from both new and existing clients through surveys and regular check-ins. This feedback is analyzed and used to adjust our sales approach, ensuring that we remain relevant and responsive to client needs.

Collaboration is key in my sales process. I work closely with internal stakeholders, such as marketing, finance, and product teams, to align our strategies. Engaging these teams helps ensure we have a well-rounded approach to addressing client needs and enhancing our sales outcomes. It also promotes a cohesive message when presenting our Visa Direct solutions.

Staying informed about industry trends is crucial, and I actively engage in professional networks, attend relevant conferences, and follow key publications within the payments industry. I also participate in educational webinars and keep in close contact with industry experts to ensure I am always up-to-date with the latest developments and innovations related to Visa Direct.