Senior Manager, Business Development

Role Responsibilities
 

Senior Manager, Business Development, Tokyo, Japan

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.

This role is responsible for expanding Western Union's distribution in Japan on two fronts: establishing partnerships in channels where the company does not currently distribute, and growing volume through the existing partner network.

• 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. Serve as the commercial lead for current partners, growing 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. Accountability covers 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. Partnership agreements require alignment across global product, compliance, legal and regional functions in multiple time zones. This represents a significant portion of the role.
• 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.

Role Requirement

• 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. Candidates should be prepared to discuss specific examples in detail, including how the opportunity was originated, the terms agreed, the obstacles encountered, and what the partnership ultimately delivered.
• 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. Relevant channels include banks and other regulated payment providers, retail and convenience networks, employer and staffing firms, and organizations serving Japan's foreign resident communities. Direct relationships in any of these areas are valuable.
• 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, and Japanese sufficient to negotiate commercial contracts and present to a partner's executive committee.

Preferred

Experience in the following areas is advantageous but not required. Western Union will provide industry and regulatory onboarding for candidates who bring the partnership experience above.

• Background in financial services, payments, remittance or foreign exchange
• Understanding of Japan's payments licensing framework and the conditions under which a counterparty can participate in distribution
• Familiarity with Japan's foreign resident population and the communities Western Union serves
• Experience launching a regulated product with a partner in the Japanese market
• Experience establishing distribution in a channel with no prior presence

Work Shift

Western Union values in-person collaboration, problem solving, and ideation whenever possible. We believe this fosters common ways of working and supports how we execute initiatives for our customers. The expectation is to work from the office a minimum of three days a week.

BENEFITS AND OTHER DETAILS

Benefits

You will also have access to multiple health insurance options, accident and life insurance, and access to best-in-class development platforms, to name a few
(https://careers.westernunion.com/global-benefits/). Please see the location-specific benefits below and note that your Recruiter may share additional role-specific benefits during your interview process or in an offer of employment.

Your Japan specific benefits include:  

• Cash Balance pension plan
• Transportation allowance
• Global Recognition and Rewards Programs
• Employee Wellness
• Hybrid Working Arrangement

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.

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Estimated Job Posting End Date:

08-31-2026

This application window is a good-faith estimate of the time that this posting will remain open. This posting will be promptly updated if the deadline is extended or the role is filled.