(Fintech) - Market Development Manager: Enterprise

7 months ago

Cape Town, 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 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
- 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 business-related 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, 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 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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