Senior Director - Financial Institution Sales, NA Visa Direct - job 8 of 19

As the Senior Director of Financial Institution Sales at Visa Direct, your primary responsibilities include managing an aggressive sales target for regional and community banks, leading a dedicated sales team, and directly engaging with client executives to sell our money movement solutions. You'll also collaborate with cross-functional teams to ensure strong execution of strategies and remove blockers to enhance commercial outcomes.

To be successful in the Senior Director - Financial Institution Sales role at Visa Direct, candidates typically need a robust background in sales within financial services, particularly in money movement or payment solutions. Strong leadership skills, the ability to inspire a sales team, and experience in engaging with high-level executives are also essential, alongside knowledge of market dynamics and competitive landscape in the payments space.

Visa Direct facilitates various money movement solutions in North America, enabling push and pull transactions for entities ranging from consumers to businesses. This includes features like person-to-person transfers and real-time account funding. As a Senior Director, you will play a key role in expanding these capabilities across regional banks, presenting opportunities for agile financial solutions.

The market opportunity for Visa Direct in North America is enormous, with estimates indicating a USD13T opportunity when it comes to push payments, alongside over USD700B originating from cross-border payments. The Senior Director will be crucial in capitalizing on this potential, engaging effectively with various stakeholders to expand our market presence.

In the Senior Director role at Visa Direct, you will have the opportunity to hone various skills including leadership and team management, strategic engagement with high-level clients, and cross-departmental collaboration. Additionally, you will gain experience in influencing product strategy through market insights, enhancing your expertise in both sales and product development within a fast-paced environment.

When answering this question, focus on specific examples of your leadership style and successes in meeting or exceeding sales targets. Highlight your approach to team development, mentoring, and building a collaborative atmosphere that fosters individual and organizational growth.

Discuss your understanding of the regional banking landscape and any tailored strategies you would adopt. Mention building partnerships, creating compelling sales presentations, and how you would leverage market insights to enhance the value proposition for these institutions.

Emphasize your approach to relationship management, which includes understanding client needs, being proactive in communication, and providing value through insights and solutions that align with their business goals. Use past experiences to illustrate your success in cultivating such relationships.

Share a specific instance where you developed and executed a sales campaign. Highlight the planning process, your role in leading the team, the challenges faced, and the resulting success metrics to give interviewers a clear picture of your capabilities.

Articulate your approach to continuous learning, whether through industry literature, networking, or attending seminars and conferences. Convey how this knowledge impacts your strategic decisions and helps maintain a competitive edge in your sales approach.

Discuss the essential elements such as understanding client needs, clear articulation of value propositions, tailored financial incentives, and well-structured supporting documents. Emphasize your ability to collaborate with cross-functional teams to create compelling responses.

Describe your approach to client dissatisfaction, focusing on active listening, empathy, and swift action to resolve issues. Discuss how you would engage with internal teams to address the problem and ensure the client feels valued and understood.

Identify key metrics such as sales growth percentage, customer acquisition costs, market share growth, and client retention rates. Explain why these metrics are crucial for assessing performance and aligning strategies to improve overall sales effectiveness.

Discuss Visa Direct's unique value propositions, such as its innovative technology, extensive network, and commitment to reliability and security in payments. Articulate how this differentiates Visa Direct in the ever-evolving payments landscape.

Address the importance of inclusive leadership, emphasizing strategies such as recognizing and leveraging team members' diverse strengths, promoting open communication, and fostering an environment that encourages participation and shares a common vision toward achieving sales targets.