Director, Performance Management Strategy and Operations

Company Description

Visa is a world leader in payments and technology, with over 259 billion payments transactions flowing safely between consumers, merchants, financial institutions, and government entities in 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 while driven by a common purpose – to uplift everyone, everywhere by being the best way to pay and be paid.

Make an impact with a purpose-driven industry leader. Join us today and experience #LifeatVisa.

Job Description

Visa’s 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 Visa’s 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 Visa’s 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 Mov