Brian McGrory
Melbourne
Summary
Proven track record of delivering growth, increasing sales, developing people, leading high performing teams and role modelling values and leadership principles of collaboration, integrity, execute with excellence, obsessing about customers and leading courageously. I bring experience and knowledge of the payments business to each opportunity or business problem, demonstrated through an ability to problem solve and activate the business, its clients, and the people in the business.
Overview
15
15
years of professional experience
Work History
Vice President – Merchant Sales and Acquiring – Australia, NZ and South Pacific (AuNZSP)
Visa Inc.
09.2021 - 12.2024
- Developed strategic plans to align Australia, NZ and South Pacific (AuNZSP) Merchant Sales and Acquiring (MS&A) business objectives with Visa’s short and long term priorities
- Re-designed and implemented a new organizational structure to maximise talent, create specialized roles and deliver a greater focus on outcomes for acquirers and merchants
- Negotiated contracts with key clients to renew, win back and grow debit routing in Australia, win new CYBS business (namely CBA and NAB) and expand Visa’s Value Added Services (VAS) with acquirers, digital partners, gateways, payment facilitators and merchants
- Led the review and implementation of the new Strategic Merchant Rate (SMR) programs in Australia and New Zealand to increase productivity, win new business and protect existing business, and ensure compliance with regulatory undertakings in how the business operates these programs
- Built a high performing and highly engaged team through talent development, coaching, recruiting new talent and setting clear expectations for my leadership team and role modelling Visa’s leadership principles
- Site leader for the Melbourne office - responsible for 101 team members operating in this office, and oversaw and led the refurbishment and expansion of the Melbourne office in 2022/23
- Key member of the AuNZSP leadership team, steering committee member of Visa's Social Impact Committee and a member of the Asia Pacific MS&A leadership team
Vice President, Sales Excellence and Cross Border
Visa Inc
07.2019 - 08.2021
- Leading Visa’s client facing business in the Southern Region of Australia and working to drive transformative change in developing our sales practice across AuNZSP
- Led our cross border strategy development and execution with a focus on restart and recovery programs
- Member of the Sales Faculty of Visa University as a qualified trainer for the IDDEA sales methodology
- Developed and lead the Sales Leadership Team - weekly focus on opportunity pipeline, scorecard deliverables and Playbook excellence
- Leadership Team member responsible for developing and executing (in partnership with HR) our People Manager Community (PMC) and our High Potential Talent program in AuNZSP
- Site Leader for 45 people in the Melbourne office responsible for physical security and safety, building our community and culture, crisis management site lead, volunteering, social and connecting, and overall well being of our Melbourne based team
Acting Country Manager
NZSP Visa (AP)Australia
01.2019 - 07.2019
- Led the implementation of the existing annual operating plan for NZSP delivering in excess of $100m net revenue
- Engaged with key stakeholders throughout the country - clients, regulators, merchants, industry associations, marketing and communication agency and other third parties
- Changed the governance of the local business through the implementation of a local leadership team and provided experience and exposure opportunities to the senior people in the business
- Led a team of 22 people in the Auckland office
- Developed and led a study tour through Europe with BNZ CEO and her management team
- Developed and executed a culture and high performance team program in an effort to grow the culture and performance of the entire team
Head of CRM, Southern Region Australia Visa (AP) Australia
Visa Inc
05.2014 - 12.2018
- Led the client relationship management team in the Southern Region, responsible for the client facing business and team of 15 managing the financial institution accounts in Melbourne, reporting to the Group Country Manager.
- Led the development and execution of two market share changing RFP responses for 10 year exclusive partnerships with NAB (2015) and ANZ(2016).
- This included the development and approval of commercial deals, structuring and presenting narratives as to why Visa is the best partner, winning the businesses and the decision from NAB and ANZ and negotiating each contract to bring it to execution
- Post contract execution, introduced new governance models, recruited and onboarded expanded teams, introduced operating principles for each account, developed new ways to engage executives in both Visa and ANZ/ NAB through Executive Immersions and Partnership Steering Groups and introduced agreed investment and innovation roadmaps that guided investments for each financial year
- Successfully recruited top talent and a succession plan for the running of the accounts
Head, Core Products - SEA and Australasia Visa Worldwide
Visa
06.2012 - 05.2014
- Responsible for the development of product plans, strategy and execution of all core products (credit, debit, prepaid and commercial) in South East Asia, Australia and New Zealand
- Engaged with all key stakeholders in the business in these sub regions, namely Group Country Managers, Country Managers, Head of Business Development, Finance, Risk and Consulting
- Led a diverse team of 25 product specialists across the sub regions of SEA and Australasia
- Key stakeholder in in-country RFP responses and client engagements across the broad core product set
- Member of the Asia Pacific product leadership team
Head, Debit Products AP and CEMEA Visa Worldwide
Visa
01.2010 - 06.2012
- Responsible for the development and execution of the debit products business across Asia Pacific and Central Europe, Middle East and Africa
- Led a team of 70 diverse debit product specialists across this geography
- Engaged key internal stakeholders on the development and execution of debit products plans and individual country plans in the pursuit of growth of volume, market share and revenue across AP and CEMEA
- Responsible for developing and leading debit RFP’s with key clients and client business development teams in the geography
- Grew the debit business in excess of40% YOY in this role
Education
Bachelor of Business - Marketing And Human Resources
University of Technology
Sydney, NSW01.2001
Skills
- Stakeholder Engagement
- Effective Communication
- Development of High-Performance Teams
- Digital payments
- Product Development Management
- Sales Strategy Development
- Financial management
- Contract Negotiation
- Strategic Planning
- Performance Enhancement
- Client Relationship Management
- Effective Prioritization
- Developed Stakeholder Relationships
ADDITIONAL INFORMATION
- Member and Graduate of Australian Institute of Company Directors
- Passionate supporter of Sydney Swans, Cricket Australia and the Melbourne Stars
- Family - Kathrine (partner), Regan (25), Caleb (23) and Caitlin (20)
Timeline
Vice President – Merchant Sales and Acquiring – Australia, NZ and South Pacific (AuNZSP)
Visa Inc.
09.2021 - 12.2024
Vice President, Sales Excellence and Cross Border
Visa Inc
07.2019 - 08.2021
Acting Country Manager
NZSP Visa (AP)Australia
01.2019 - 07.2019
Head of CRM, Southern Region Australia Visa (AP) Australia
Visa Inc
05.2014 - 12.2018
Head, Core Products - SEA and Australasia Visa Worldwide
Visa
06.2012 - 05.2014
Head, Debit Products AP and CEMEA Visa Worldwide
Visa
01.2010 - 06.2012
Bachelor of Business - Marketing And Human Resources
University of Technology
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