Mukuru
Market Development Manager: Enterprise Payments
An exciting opportunity has become available for a Market Development Manager: Enterprise Payments to join the team.
The main purpose of this role is to effectively execute a product, sales and business development strategy, for driving pan-African expansion of Mukuru’s Enterprise Payments (EP) product offering – bulk remittances for juristic entities.
Mukuru requires a strategic and operationally exceptional Market Development Manager for Enterprise Payments, who embraces agile leadership and has a bias towards action. This person should thrive in a fast[1]paced and high growth fintech environment with a relatively flat organisational structure; expect a good balance of management and leading from the front operationally, bringing best practice to their function. They should take ownership and accountability for rapidly scaling Mukuru’s evolving Enterprise Payments offering across Africa, with its often contrasting technical, legal, regulatory and people requirements by country – a strong candidate will be able to identify business opportunities, develop suitable cross[1]functional technical and people solutions, and sell those solutions. They should be comfortable working with a blend of developing technologies and processes, for which they will play an integral development role. They will be working closely with the Head of Enterprise Payments and the broader Commercial team to develop and execute a global sales and business development plan, with initial focus on disbursements across Southern Africa.
Duties and Responsibilities (Include but is not limited to):
Develop EP offerings across current and new markets for Mukuru in Africa
Contribute significantly to the development of a commercial strategy for EP with a supporting 3-year product roadmap.
NGO/Supranational/Donor/Government sector sales – expand the scope of business development discussions, elevating the level of centralised, top-tier decisionmaker engagement with Global Headquarters (or equivalent), and delivering strategically significant clients/partnerships.
Drive Enterprise sales to MSME, Large Business, Government and NGOs
Create strategies to maximise the EP product profits in a sustainable way.
Meet assigned targets for profitable sales volumes and strategic objectives in assigned territories.
Carry out market analysis and monitoring of micro and macro influences.
Conduct competitor analysis as well as gap analysis.
Develop the overall EP product offering and business support structures, both internal and customer-facing – tech, people and processes
Product development: define requirements, design business processes and customer journeys, and go-to-market strategies.
▪ Business development and account management of strategic clients and partnerships at senior levels
Provide timely feedback to line manager about performance, sales activity, account management and strategy.
Identify opportunities to expand product and service offerings.
Ensure opportunities are strategically and legally viable.
Collaborate with in-country representatives and cross functional teams with regards to projects and partnerships
Develop a strong network of contacts in order to develop prospects and leads with strategic prospects and partners.
Negotiate with potential clients and partners in order to obtain mutually beneficial signed contracts.
Implement best practice relationship management processes.
Ensure the retention and growth of quality clients and partnerships.
Actively engage with key clients and partners
Identify ways to grow revenue and margin.
Identify ways to maximise profit with partners.
Provide assistance to the Head of Enterprise Payments on required commercial projects.
Provide support and attend meetings when necessary.
Provide strategic input when required.
Keep abreast of all current market activities.
Ensure a deep understanding of market trends, competitor positioning and offerings, key drivers of the business as well as industry best practice.
Government and regulatory opportunities and risk factors
Analyse the metrics and identify patterns.
Develop competent and effective Business Development and Sales teams.
Manage and mentor the team to meet assigned targets for profitable sales volumes and strategic objectives in assigned territories.
Conduct performance reviews and monthly KPI discussions with direct reports.
Manage HR related administration.
Attend weekly KPI meeting with Enterprise Payments
Attend monthly performance meeting with Enterprise Payments
Attend all required training courses for new products.
Participate in all required compliance training and assignments.
Coach and mentor direct reports
Key Requirements
Grade 12 /or equivalent (Essential)
Bachelor’s degree in any business-related field (Essential)
MBA or equivalent (desirable)
8 years’ experience in Business Development (Essential)
In the remittance / FinTech industry (Desirable)
Experience developing financial service solutions in collaboration with Product, Engineering and Operations teams (Essential) in the fintech space (Desirable)
Experience managing a successful sales team (Essential) across multiple countries (Desirable)
Experience working with governments, multi-national organisations, project implementers and system integrators/ consultants (Desirable)
Experience/exposure to working in African countries (Desirable)
Knowledge of business[1]to-business sales and proposal writing
Knowledge of commercial agreements
Knowledge of personal and business remittances, financial services, and foreign exchange principles
Knowledge of Product development – translating business requirements to definitions and requirements for technical solutions
Knowledge of NGO, Supranational, Donor and Government sectors
Knowledge of remittance processes and systems
Additional Skills
Strong Negotiation and Sales skills
Management skills
Influencing skills
Strategic and analytical skills
Leadership and stakeholder management skills
Self-motivated
Multitasking skills
Computer skills
Verbal communication skills
Time management skills
Organisational & administrative skills
Conflict management skills
Attention to detail.
Interpersonal skills
Remote working skills
I am sure you are reading this job description and meet majority of the criteria BUT you may also still not be 100% comfortable in applying. We believe that there is a place for everyone under the Mukuru sun and we want YOU to contribute to our diverse tapestry of talent. So come on, take a leap of faith, and send your application if you meet majority of our requirements. Remember to include a snippet of how you will bring value and help us build a future of success that will help us determine where and how you may best be suited” Maybe you are just the future Mukurian we need!!
Should you be appointed in a remote/work from home role at Mukuru, it is your responsibility to ensure that you have uninterrupted internet connectivity and a ‘work-like’ environment at your home location, in order to deliver your best in terms of performance, productivity and service to our customers.
If you do not receive any response after two weeks, please consider your application unsuccessful.
NB: ALL STAFF APPOINTMENTS WILL BE MADE WITH DUE CONSIDERATION OF THE COMPANY’S EE TARGET
TO APPLY
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