Job Purpose
As the Senior Business Development Leader, you will manage new and existing client relationships, focusing on business growth and client satisfaction. The role will involve setting strategic direction and implementing plans to achieve business targets while identifying new opportunities for growth by introducing innovative products and services.
Key Responsibilities
- Business Results: Accountable for achieving business targets through growing designated country business revenues PV/MV/CIF and developing new business opportunities. Monitor business results of clients, anticipate challenges and take proactive ownership to accomplish country scorecard targets
- Contribute to the development of the West Africa strategy
- Monitor the development of the banking, financial services and payments industry, analyze trends and understand factors affecting current and potential business results
- Lead company strategy with Government, Central Bank and regulators in Nigeria
- Ensure adequate controls are in place and actively manage compliance, regulatory and reputational issues to mitigate business, operational and brand risks
- Provide monthly tracking on results and progress for business development as part of the West Africa Leadership Team Monthly reporting
Strategic Leadership:
- Lead the development of strategic plans for assigned Countries and clients by integrating and setting priorities based on information about the markets, client business plans, client priorities and competitor activities
- Ensure the plans are shared, understood and bought into by the client
- Manage financial performance, forecast and budgets
- Grow the business by developing solutions utilizing the client's products and services that benefit clients' business needs
- Identify metrics and success factors for business growth
- Monitor, analyse and develop/respond to competitor’s strategies
- Cultivate close relationships with decision-makers of merchants, issuers, acquirers, financial institutions, governments, central banks, regulatory institutions and partner companies (as relevant) to stay abreast of their strategies, priorities and business issues
- Represent clients within the market across sales, regulatory affairs, corporate and social responsibility by speaking at conferences and business meetings and undertaking media/public relations activities to shape perceptions of clients
- Work with regional functions to maximize utilization of client resources
- Proactively work with regional functions (finance, product, marketing, corporate relations, merchants, digital, compliance, risk, HR) to ensure that each function is aligned and actively supports the strategic agenda of the country strategy
- Provide an integral feedback loop to regional functions and other regions on client-related issues to help shape and address client needs and develop meaningful solutions
Client Leadership:
- Provide oversight on country strategy and key account plans, as well as prioritize and coordinate product, client, and brand marketing initiatives in conjunction with global and local marketing teams
- Ensure a playbook is developed as required by each client segment and achieve the targeted goals and results
- Lead the client sales function, ensuring enterprise/country-specific targets and objectives are met or exceeded
- Directly manage the 3 largest accounts in Nigeria that account for over 75% of the revenue
- Work with the mid-market manager to influence the growth of revenues from these clients for the country
- Monitor the development of the banking, financial services and payments industry, analyze trends and understand factors affecting current and potential business results of clients
- Adapt business strategy to protect existing business as well as capitalize on new opportunities
- Understand and influence product positioning and pricing of client and competitors' products in clients' product portfolios
- Develop a pipeline of innovative and differentiated product and service capabilities that are targeted at delivering enterprise objectives/strategies
Requirements
Qualifications:
- Bachelor’s degree or equivalent qualification
- 12+ years of industry experience, preferably in payments
- Excellent written and verbal communication and presentation skills
- Experience in client-facing roles with multiple key clients and stakeholders, ideally including financial institutions (banks), large retailers, multinationals, governments, local partners, etc
- Strong experience in the Banking/Financial Services sector/Mobile network/Fintechs/Government, card payment experiences essential
- Excellent knowledge of clients, other payment systems, card products and the activities of different payment systems in the relevant markets
- Ability to manage varied indirect reporting relationships at all levels of the client and client organization
- Proven sales experience
- Self-starter
- A connector of people, communities and clients within the country and across client
- Highest standards of ethical conduct and integrity Proven operator in line with the following key attributes, ability to develop strong client partnerships, highly innovative & collaborative, integrity, focus on people development
- Curious, actively seeking feedback, and willing to learn
- Open to trying new things, and with a good dose of professional humility
- exemplify the leadership principles and create an environment where people can be at their best to build a strong community
Work Arrangements:
- Employees can alternate between remote and office work
- Expected to work from the office 2-3 set days a week (determined by leadership/site)
- Aim to be in the office 50% or more of the time, based on business needs
*Only applicants meeting the strict criteria outlined above will be contacted as part of the shortlisting process.