Job Summary
To market and sell Financial Solutions (products,
technology and services) to increase the sales across all retail channels and
other potential markets. To identify and attract new business and retain the
existing customer base.
Job Purpose
Reporting to the Senior Manager, Growth &
Commercialization, holders primary focus is to cultivate and manage strategic
partnerships and alliances with external organizations to drive mutual business
growth and create value for the bank. Holder will play a critical role in
driving business growth, expanding market reach, and fostering innovation
through strategic partnerships and alliances. Focus will be on identifying
opportunities, building relationships, and executing collaborative initiatives
to create value and competitive advantage in today’s interconnected business
landscape.
Key Accountabilities
Strategy & Commercialization 50%
- Drive partnerships & ecosystem growth strategy including
identifying and crafting market relevant, high-value ecosystem offerings
with supporting Go-to-Market motion(s) and associated operating model
structures to meet financial targets.
- Be accountable as a business leader for achievement of the
ecosystem’s financial and strategic outcomes.
- Developing the business case in support of the ecosystem
transformation (revenue case and investment case).
- Actively participate in developing the ecosystem’s commercial
strategy (and its continuous iteration) that defines the short-term and
long-term plans that leverage on technology and digitization capabilities
for the business.
- Lead the definition and execution of the business models,
products, and Go-To-Market (GTM)/Distribution strategies for the
ecosystem.
- Structure the ecosystem outcomes and prioritize their
execution, ensuring stakeholders are aligned and all organization
resources are mobilized for the achievement of the intended value.
- Formulate and mobilize high-growth strategic partnerships that
deliver innovative and transformative programs, with a particular focus on
differentiated best in class solutions.
- Engage key customers and industry stakeholders e.g. Banks,
Partners, Regulators and other partners to execute programs that increase
growth and deepen product penetration and adoption.
- Pre and post launch design and implement optimization tests
across our end-to-end customer funnel (from acquisition through lifecycle
retention).
- Leverage insights from data to design targeted lifestyle
retention and loyalty programs to sustain usage performance and mitigate
churn.
- Scan more widely for digital innovation opportunities (beyond
the status quo fields of where to look).
Stakeholder Engagement – 30%
- Managing project teams (organize work plans, manage
performance and growth of analysts).
- Constantly collect market feedback and disseminate it to
internal teams.
- Partner activation, reporting & governance.
- Participating in thought leadership initiatives.
- Leading sales efforts to position ecosystem strategy
initiatives with our clients.
- Assure effective governance of the ecosystem’s processes.
- Research, development, implementation and review of partner
on-boarding, partner management standards, rules of engagement, governance
and quality assurance processes for the ecosystem based on best practice.
- Define engines/structure/procedures to support implementation
of ecosystem growth through their lifetime customer journey.
Customer Management – 20%
- As the Voice of Customer SPOC for the ecosystem, lead
discussions with stakeholders to understand customer jobs with a view of
guiding solutioning and development prioritization.
- Raise awareness of our brand assets and creating opportunities
for meaningful engagement with key stakeholders within the wider
ecosystem.
- Create opportunities to engage with relevant partners in a way
that generates maximum value for our stakeholders.
- Host relevant events with external audiences (talks, round
tables, VIP tours), participating in conferences and speaking engagements,
networking, and more.
- Analyzing a market and identifying revenue growth
opportunities.
- Developing comprehensive growth and monetization strategies.
- Defining how to orchestrate the ecosystem/channel and design
the required supporting programs and supporting go to market motions.
- Skilled at leading ideation with clients to define innovative
market plays, run segmentation analysis, model growth projections,
blueprint strategic Go-to-Market motions, design new route to
market/operating models, and outline new program architectures and channel
enablement capabilities.
Qualifications
- Relevant University Degree
Preferred Experience
- At least 5 years’ work experience, 3 of which should have been
in a similar capacity with a proven track record and within a digital
business environment.
- Maintain up to date knowledge of competitor and local market
activity.
- Experience in driving the growth vision & strategy,
go-to-market strategy, and sales strategy.
- In-depth understanding of the various mobile banking platforms
- In-depth understanding of Financial Technology (Fintech).
Technical Competencies
- Strong track record in developing new ventures and strategic
business partnerships with demonstrable commercial impact and significant
strengthening of customer acquisition and loyalty. You are highly
entrepreneurial, innovative, and passionate about emerging themes and
opportunities in the new economy.
- You are creative enough to envision capabilities within the
ecosystem that simply weren’t possible in the past.
- Commercially minded – you are comfortable speaking the
language of marketing/sales funnels, platform thinking, know your way
around a business model, and have a creative and strategic mindset.
- Ability to lead and deliver results that have significant
impact on the organization through diverse teams.
- Can interact with people (own team, colleagues, customers,
stakeholders, and the public at large) in different social and cultural
environments, showing respect and positive regard for them in a unifying
and professional way consistent with the values of the organization.
- Great public speaking skills – you’re confident in front of a
room with over 200 people, and you can easily engage & shine in a
1-on-1.
- Creative, process-driven, proactive – while you’re great at
jumping in and doing things last-minute, when necessary, you have strong
skills in creating processes to ensure that nothing is forgotten, and your
work flows smoothly.
- Super organised and a proactive problem solver – great at
managing your time and workload to ensure everything gets done, and
skilled at balancing multiple priorities.
- Deep professional experience developing GTM, and ecosystem
strategies related to digital transformation, cloud, mobility, and
emerging technologies.
- Naturally inquisitive and successful in researching key
issues. Can reflect on what needs to happen next, what might get in the
way, and therefore what needs to be put in place to ensure progress. Is
aware of what constitutes best practice in the Fintech sector and strives
to deliver on this.
- Ability to assess the organization’s vision, goals,
objectives, and strategies to identify the desired future.
- Ability to inculcate a culture of project management
excellence – project leadership, accountability, high-performance teams,
customer and market focus, robust solutions, alignment, discipline, speed,
and quality.
- Understands financial management concepts, can use the
principles to develop business cases, describe events and incorporate the
same in problem solving and decision making.
How To Apply