Market Development Manager: Enterprise

2 weeks ago

Cape Town, Western Cape, South Africa Merand Corbett & Associates Full time
Western Cape, Cape Town

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 the Company's Enterprise Payments (EP) product offering - bulk remittances for juristic entities.


The Company requires a strategic and operationally exceptional Market Development Manager for Enterprise Payments, who embraces agile leadership and has a bias towards action.


Duties and Responsibilities (Include but is not limited to):

  • Develop EP offerings across current and new markets for The Company in Africa
  • Contribute significantly to the development of a commercial strategy for EP with a supporting 3year product roadmap
  • NGO/Supranational/Donor/Government sector sales, expand the scope of business development discussions, elevating the level of centralised, toptier 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 customerfacing, tech, people and processes
  • Product development: define requirements, design business processes and customer journeys, and gotomarket 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 incountry 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
  • Aid 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)
  • Bachelors degree in any businessrelated field (Essential)
  • MBA or equivalent (desirable)
  • 8 years of 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, multinational organisations, project implementers and system integrators/ consultants (Desirable)
  • Experience/exposure to working in African countries (Desirable)
  • Knowledge of businesstobusiness 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 skill

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