Head, Business Development (Fintech/Payment)
Edge Recruiter Nigeria Ltd.
Lagos, NG
4d ago

Job Description

Our client is a major player in the Fintech / Payments industry with a highly advanced technology platform, helping to empower the new, digital era for Payments and fostering the Open Banking ecosystem.

Purpose :

To support business growth across all solutions and the achievement of our client's revenue targets by articulating and driving the delivery of an effective sales plan.

Reports to :

  • COO / Executive management
  • Direct reports :

  • Unit Head, Sales and Account / Relationship Management
  • Unit Head, Market Intelligence
  • Unit Head, Strategy & Innovation
  • Education

  • Bachelor’s degree from a reputable institution
  • ProfessionalQualification

  • Not mandatory but Certified Sales Professional qualification is an added advantage
  • Experience

  • Minimum of 6 years’ relevant experience in the Sales / Marketing unit of a similar organisation
  • Key Responsibilities

    Strategy Development & Planning

  • Provide insights to the Executive Management to support the development of the Sales strategic plan and execution approach
  • Prepares the annual Sales plan in line with the Company strategy and submits to the COO for approval.
  • Communicates and cascades the sales strategy and plans to the team members
  • Draws up weekly sales plan for the Team : Draws up an activity list of prospective clients and reviews with COO for possible inputs
  • Oversees the generation of relevant market intelligence and feeds this to the COO / Executive management towards crafting effective strategies to improve product market share.
  • People management

  • Oversees and coordinates the day to day activities of the sales team and ensures sales and service targets are achieved
  • Agrees annual score card measures and sales targets with team members based on agreed objectives and targets
  • Coaches, challenges team members and works to ensure that they are empowered to deliver on agreed targets
  • Engages with the relevant internal support functions to build team member’s capabilities through training e.g. HR, Finance
  • Develops tactical initiatives to bridge identified gaps
  • Sales Activities

  • Coordinates sales activities (presentation, prospecting)
  • Prospects for new opportunities and identifies new profitable customers for our client's products / Services
  • Mobilises team to build a viable customer pipeline
  • Engages with relevant internal and external contacts to generate sales leads / opportunities and product ideas
  • Follows up on leads and opportunities to ensure they are translated to sales
  • Cross-sells and up-sells group’s products & solutions to existing clients / customers
  • Identifies networking opportunities, sales conferences and events that would provide positive impact to the sales bottom line
  • Attends exhibitions to generate sales leads / opportunities that can be converted to sales post-event
  • Carries out external presentations to potential customers; performs customer demonstrations
  • Develops proposals for customers
  • Negotiates contract & payment terms with clients, reviews and prepare tenets of agreements / MOU / NDA and works with Legal team to finalise and execute the contracts with client
  • Ensures that relevant documents and agreements with clients / sales opportunities are executed and linked to customer profile
  • Actively uses and ensures that team members maintain accurate & up to date information on all clients (customer database)
  • Prepares and attends Performance Evaluation sessions with COO.
  • Customer Relationship and Account management

  • Develops, manages and sustains accounts relationships for future business success
  • Develops and maintains strong relationship with key customers
  • Liaises with relevant internal teams to ensure customer issues and complaints are properly resolved (escalates where necessary)
  • Carries out account management activities using the key account management framework.
  • Competition / Market Feedback Analysis

  • Monitors trends in client buying behaviour and provides relevant market feedback about competing products & solutions to Executive Management / relevant internal teams
  • Understands industry trends and sells value proposition based on case studies
  • Provides input about competitor product (features / pricing / strategy) that can aid our client's offering / sales efforts
  • Receivables Management

  • Coordinates team members & works with finance to ensure that all balance payments for signed off projects from clients are promptly paid within stipulated periods
  • Risk Management & Compliance

  • Promptly flags off any risk or compliance issues likely to affect sales opportunities (existing / potential)
  • Ensures proper agreements & MOU are duly executed with clients and securely filed
  • Performance Review and Monitoring

  • Carries out daily review of open opportunities for the team to ensure they are closed in the month of consideration
  • Reviews set targets against actual with the COO with respect to sales turnover and revenue
  • Reviews possible revenue lines and income for the coming quarter to ensure that company performance remains on track
  • Monitors sales performance & deviations from targets
  • Reporting

  • Prepares and submit weekly, monthly reports on sales activities to the COO & CEO
  • Prepares periodic reports on growth and opportunities in assigned sector
  • Prepares periodic report on revenue analysis
  • Prepares ad hoc reports on sales activities as required from time to time
  • Key Performance Indicators / Performance Goals Financial Perspective :

    Achieve set transaction revenue targets

    Achieve set project revenue target

    Achieve Gross Margin Target

    Business Profitability EBITDA target

    Business Optimisation

    Customer Perspective :

    Growth in Market Share

    Expansion into new sectors or new businesses

    New customers attracted in new sectors

    Market penetration / number of deals won

    Number of contractual customers retained

    Internal Business Process :

    Coordination of key account management(external)

    Internal meetings held with respect to key account management

    Key Account documentation and management

    Learning & Growth :

    Ensure 70% of staff are trained (classroom, online etc)

    identified competency gaps closed

    Retain staff with critical skills

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