Market Development Manager

1 day ago

Northern Suburbs, South Africa Be Different Recruitment Full time

Western Cape, CPT - Northern Suburbs
- (Market related)

My client, one of a kind company that offers customers all over the world the opportunity to send money, goods and services to their relatives or friends is urgently for a Market Development Manager to effectively execute a sales and business development strategy, for driving pan-African expansion of business’ Enterprise Payments (EP) product offering - bulk remittances for juristic entities.

They are looking for a strategic and operationally exceptional Market Development Manager for Enterprise Payments (EP), who embraces agile leadership and has a bias towards action, thrive in a fast-paced and high growth environment with a relatively flat organisational structure, effectively manage their regional sales team, while also contributing operationally. Take ownership and accountability for rapidly scaling enterprise payments offering, working closely with the Head of Enterprise Payments to develop and execute a global sales and business development plan, with initial focus on disbursements across Southern Africa.

**In order to be considered the following is required**:

- Grade 12 /or equivalent (Essential)
- Bachelor 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 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 to business sales and proposal writing
- Knowledge of commercial agreements
- Knowledge of personal and business remittances, financial services, and foreign exchange principles
- Knowledge of NGO, Supranational, Donor and Government sectors
- Knowledge of remittance processes and systems

**Responsibilities**:

- Develop EP offerings across current and new markets for the business 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 decision maker 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
- Coach and mentor direct reports
- Manage HR related administration
- Manage own professional and self-development

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