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About the Role

This role is responsible for expanding Western Union's distribution in Japan by establishing new partnerships and growing volume through the existing partner network.

Responsibilities

• Identify and develop new distribution partners across banks, registered funds transfer service providers, e-money and wallet issuers, retail and convenience networks, employer and staffing firms, registered support organizations, and businesses serving Japan's foreign resident communities in priority corridors.
• Own and expand existing partner relationships, serving as the commercial lead to grow transaction volume through extended coverage, improved placement, additional products and payout methods, and joint marketing activity.
• Identify underperforming relationships and address the causes, manage renewals, and renegotiate terms as the relationship develops.
• Manage opportunities from origination through to performance, including sourcing, commercial structuring, partner due diligence and KYC, contract execution, integration, launch, and first-year results.
• Structure and negotiate commercial terms, including revenue share, foreign exchange margin treatment, and incentive and marketing support.
• Coordinate internal approvals across Western Union's global organization, ensuring alignment across global product, compliance, legal, and regional functions in multiple time zones.
• Deliver against a partner-generated volume and revenue target, with accurate forecasting against quarterly commitments.
• Contribute competitive and corridor intelligence to country strategy, including partner economics, competitor channel activity, and shifts in corridor volume.

Requirements

• 10 or more years of experience building and growing commercial partnerships in Japan, including a demonstrated record of originating relationships that did not previously exist.
• Experience growing volume or revenue through an existing partner or channel portfolio, including managing renewals, renegotiating terms, and turning around underperforming relationships.
• A demonstrated record of taking partnerships from initial contact through to launch and commercial results.
• Proven ability to reach decision makers within large Japanese organizations and to build internal support in advance of formal approval, including experience working through a counterparty's legal, compliance and procurement review.
• An established network with sufficient reach to open conversations with prospective partners.
• Demonstrated experience negotiating complex commercial agreements with Japanese counterparties.
• Proven ability to operate within a matrixed global organization and secure approvals from functions outside the local reporting line.
• Business-level English, sufficient to present to global leadership in writing and in person.
• Japanese sufficient to negotiate commercial contracts and present to a partner's executive committee.

Skills

• Financial services
• Payments
• Remittance
• Foreign exchange
• Japan's payments licensing framework
• Japan's foreign resident population
• Launching a regulated product in the Japanese market
• Establishing distribution in a channel with no prior presence

Location

• Tokyo, Japan

Work Type

• Hybrid Working Arrangement
• Office minimum of three days a week

Experience Level

• Senior Manager

Benefits

• Multiple health insurance options
• Accident and life insurance
• Access to best-in-class development platforms
• Cash Balance pension plan
• Transportation allowance
• Global Recognition and Rewards Programs
• Employee Wellness

About the Company

• Western Union moves money across more than 200 countries and territories in nearly 130 currencies, connecting to billions of bank accounts, millions of digital wallets and cards, and a global footprint of hundreds of thousands of retail locations.
• Japan is one of the world's most significant outbound remittance markets and continues to grow. Distribution across the market remains fragmented.

Equal Opportunity

• We are passionate about diversity. Our commitment is to provide an inclusive culture that celebrates the unique backgrounds and perspectives of our global teams while reflecting the communities we serve. We do not discriminate based on race, colour, national origin, religion, political affiliation, sex (including pregnancy), sexual orientation, gender identity, age, disability, marital status, or veteran status. The company will provide accommodation to applicants, including those with disabilities, during the recruitment process, following applicable laws.