Chief Commercial Officer at MTN Nigeria

Reports To: Managing Director/Chief Executive Officer 

Company: MoMo Payment Service Bank (MoMo PSB)

Mission:

The Chief Commercial Officer (CCO) will be responsible for driving the commercial strategy and ensuring the overall revenue growth of the Bank. The CCO will work closely with the senior leaders to create and execute strategies that enhance market share, drive profitability, and ensure customer satisfaction. This role requires a strong background in sales and marketing, coupled with strategic thinking and leadership skills to steer the Bank commercial activities toward sustainable growth.

Key Deliverables:

Commercial Strategy Development:

• Develop and implement the overall commercial strategy, focusing on market penetration, revenue growth, and competitive positioning within the financial services.
• Identify new market opportunities and define go-to-market strategies for innovative fintech products and services.
• Directly manage the sales team through the Head of Sales (Merchants/Partnerships)
• Define short and long term commercial roadmap for the business.
• Define and govern the commercial P&L, including revenue mix targets across transaction fees, interest income, partnership revenue, and value-added services.
• Align digital marketing channels with Head of Marketing eg social media (IG, LinkedIn, Tiktok, FB), USSD campaign overlays, SMS/push notification journeys to drive wallet funding frequency and product cross-sell.

Sales Leadership:

• Lead and oversee the sales team, setting targets, driving performance, and ensuring the achievement of revenue goals.
• Develop and nurture key client relationships to expand the company’s customer base and increase market share.

Marketing and Branding:

• Collaborate with the marketing team to create and execute integrated marketing campaigns that build brand awareness and drive demand for fintech products.
• Align marketing strategies with business objectives to ensure a consistent and compelling brand message.

Partnerships and Alliances:

• Identify and establish strategic partnerships and alliances to enhance product offerings, expand market reach, and drive innovation.
• Industry partnerships, association meetings and collaborations with KOL 
• Negotiate and manage key partnerships to maximize mutual benefits and long-term success.
• Deliver business value through partnership with MoMoPSB’s Ecosystem Partners and customers to enhance MoMo’s Corporate Brand
• Put in place an effective mechanism to deal with value chain management issues ( Dealers; Agents; Operators; Micro Finance Institutions; Partner Bank Liaison/Relationship Management) and an excellent customer complaints handling system

Financial Management:

• Oversee the commercial budget, ensuring efficient allocation of resources and maximizing return on investment (ROI).
• Drive an increase in Shareholder return by ensuring that Sales and Marketing Processes are aligned to achieving all elements on the business score card. (I.e. Grow Market Share, Grow ICT & Data Revenue, Increase EBITDA margins, Assure Revenue, CAPEX Returns Management and Net Subscriber Additions). 
• Regularly monitor and review resources of the department ensuring they are allocated and utilized in a cost effective and financially disciplined manner and in line with budget provisions.
• Assess resource requirements for the department and develop budget for Mobile Money function and actively monitor the approved budget, ensuring it is used in accordance with MOMOPSB expenditure regulations.
• Provide strategic direction and oversight on forecasts and business cases related to products and services planned for market introduction.
• Provide support initiatives that will ensure cost savings and reduction to drive EBITDA growth for the organization. (OPEX/COS savings).

Regulatory Compliance and Risk Management:

• Ensure all commercial activities comply with relevant regulations and industry standards.
• Identify and mitigate commercial risks, ensuring the company’s long-term sustainability and success.

Team Leadership and Development:

• Lead, mentor, and develop the commercial team, fostering a culture of high performance, collaboration, and innovation.
• Define functional organisational design for the commercial function, ensuring appropriate spans of control, role clarity, and career pathway visibility across Sales, Marketing, Partnerships, and Key Accounts.
• Drive talent acquisition and retention strategies to build a world-class commercial organization.
• Drive talent acquisition for critical commercial roles establishing narratives that attract experienced fintech, banking, and FMCG commercial talent to MoMo PSB.
• Data-Driven Decision Making:
• Utilize data analytics to inform commercial decisions, optimize strategies, and identify new opportunities for growth.
• Track key performance indicators (KPIs) and leverage insights to adjust strategies in real-time

Education:

• Minimum of Bachelor’s degree in Business Administration, Economics, Marketing, or any related field.
• Master’s in Business Administration, advanced degree or certification in Business Intelligence, Artificial Intelligence or Analytics will be an added advantage.

Experience:

• At least 15 years work experience which includes: 
• Senior management track record of 3 years or more
• Strong track record of success in a senior sales leadership role 
• Experience in Fintech, Banking or Financial services is preferred