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Senior Director - Head of Merchant Sales & Acquiring

Kuala Lumpur, Malaysia | Visa

  • Industry:
    Financial Services
  • Position Type:
  • Functions:
    General Management
  • Experience:
    10-12 years
Job Description:
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Job Description and Responsibilities

Overall responsibility for the Merchant Sales & Acquiring (MS&A) strategy in Malaysia and its implementation as well as the growth and development of meaningful and profitable merchant, acquirer and payment intermediary relations. In addition, this role is responsible for working with the Country Management team on industry & regulatory initiatives key account management, stakeholder and partner relationships and interchange management for the Malaysia market. This role is recognized as the Visa authority on the acceptance and growth of digital payments as well as industry and regulatory areas in the market.

The Head of MS&A Malaysia will lead Visa’s relationship with key strategic merchants and acquirers, broadening Visa’s acceptance footprint across all channels including face to face, online and mobile. This Senior Business Development Leader role will involve overseeing the development and implementation of acceptance and merchant strategies that grow the penetration of electronic payments in Malaysia to drive Merchant Sales Volume (MSV) and revenue. The person taking this role should be able to understand and communicate local market needs to the Country, Hub and Global Merchant Sales & Acquiring organizations so that they are able to effectively and efficiently define market-specific strategies required to manage complex acceptance issues. 

This is a client-facing role and requires the successful candidate to establish and foster deep relationships with Clients and internal stakeholders at all levels of staff and senior management


The person occupying this position will play a critical role at the Malaysia Country leadership team, influencing fellow peers in providing leadership and strategic guidance to ensure all necessary tools, processes, procedures and staff are in place to successfully support Visa initiatives, while establishing and fostering relationships with merchants, regulatory bodies and other stakeholders

Develop and execute the MS&A strategy for Malaysia, to increase personal consumption expenditure (PCE) penetration, Visa merchant volume, market share, data processing revenues and create acquirer, merchant and consumer preference for Visa

In conjunction with the country management teams, represent Visa on industry bodies and forums

Development of merchant acquiring strategy and business plans for Malaysia and management of interchange strategy with key internal stakeholders

Development of new initiatives/solutions, implementation of marketing/usage initiatives targeting traditional and new merchant segments, both in physical world and virtual world, with a specific focus on the execution of the government payment strategy

Ensure a sound and healthy working relationship with key merchants and lead Sales colleagues in account management of the key accounts

Provide leadership, strategic direction and management to a team of skilled professionals, establishing a customer focused, performance based culture

Direct in-market MS&A resources to ensure that all goals are supported in a cost effective, timely manner, with a resulting high level of client satisfaction

Ensure the MS&A team provides the necessary leadership and support to local Clients/country and to internal stakeholder organizations including Sales, Product, Marketing, Corporate Relations, Risk, Client Services and Legal

Support local Client Sales Teams with their sales efforts. Maintain current knowledge of technologies, products, services, methods and applications and implement new approaches and practices as required

Maintain and build rapport with Singapore Hub peers, MS&A colleagues and functional teams across Visa to exchange, learn and leverage best practices



Local market, regulatory and payment landscape knowledge and functional experience in acceptance, merchant acquiring, digital payments and gateways, interchange management, consulting, financial transaction processing knowledge and client sales, preferably Visa, supporting highly complex clients and/or services

Experience managing a team of sales and specialist professionals 

A minimum of 10 years of success in progressive leadership positions in the Payments industry

Bachelor’s degree or equivalent

Graduate degree/MBA preferred


Working knowledge of the local and global payments networks and processing services 

Working knowledge of payments network and processing services 

Demonstrated, detailed knowledge of the full breadth of acceptance and other products and services offered by Visa 

Microsoft office tools e.g. PowerPoint, Excel, Word etc


Broad and multiple industry exposure.

Strong Influencing and Negotiation skills

Sales and Relationship management skills

General Finance and Accounting

Business analytical analysis

Project management

Strong oral and written communications skills

Experience shaping and delivering defined strategies

Proven track record of leading and driving teams to achieve and exceed established goals and objectives

Executive presence.

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