Head of Market Development at Interswitch

Job Purpose:

To support the growth of the switching and processing business within Interswitch’s payment processing division by identifying and engaging potential customers, promoting adoption of the switching and processing solutions from Interswich, managing existing customer and partner relationships and expanding the markets outside Nigeria but within Africa where Interswitch’s switching and processing products and services are accepted

Business Development

• Evaluates, leads and tracks business development activities for revenue growth
• Provides excellent and customer-focused business development activities to customers for switching and processing products:
• Produces business case documents for new product or service offerings development
• Develops proposals in response to requests for proposals (RFPs), delivers business presentations, conducts/participates in meetings with clients and external vendors or advisors to further business engagements towards closure
• Works with relevant Interswitch teams to support customers for new business acquired, through project implementation to project completion up till transaction generation
• Defines and sets business targets for direct reports
• Monitors activities of the team to ensure business and service targets are achieved, analyses business development performance results and develops tactical initiatives to bridge any identified gaps
• Communicates customer requirements to the Operations and Project Management teams and works with them to ensure that products are delivered according to customer requirements and in line with agreed terms
• Ensures the team’s compliance with Interswitch’s business development policies and procedures (invoicing, revenue recognition, etc)
• Drafts MOUs, NDAs, SLAs, OLAs for onward transmission to the Legal team for the purpose of developing new businesses
• Reviews legal documentation with prospective partners or customers for the purpose of developing new businesses

Leadership and Direction

• Motivates, develops and grows the team by providing coaching, mentoring and identifying talent and successors for pivotal roles.
• Identifies and communicates the actions needed to implement the Business development strategy and business plan to direct reports
• Prepare and manage short-term and annual workforce plans using existing analytical frameworks to identify the number and mix of staff required to meet the demand forecast.
• Prepares budget, obtains approval, executes, controls, evaluates and reports budget variances.
• Manage and drive the performance of direct reports, set appropriate performance objectives and hold them accountable for achieving these, provide constructive performance feedback and take appropriate corrective action where necessary to ensure achievement of team/personal objectives.

Market Research

• Keeps abreast of trends and developments in payment technology, products, practices and operations
• Performs market research and analysis, and monitors the external and internal environment for the development of new market segments
• Develops an evaluation process to gain feedback from customers and provides market feedback to the Head, Transaction Growth & Expansion to meet market demands and generate product development ideas

Account Management

• Receives feedback from customers for the improvement of products and services
• Engages in post-business development engagement by visiting customers to discuss how to improve switching and processing services
• Builds relationships that are of value with banks, Fintechs, national switches, partners, etc.

Competitor Analysis

• Learns what the competition is doing in terms of customer pricing, experience in the local market, their alliances, credibility, innovation, etc.
• Responsible for documenting and maintaining the findings of our competitor analysis for the division
• Organises a quarterly review of the competitor analysis

Operational/ Admin Responsibilities

• Prepares and submits periodic reports to the VP, Business Development, on the activities of the team for management decision making
• customer engagement reports
• Business development reports (lead generation, actual vs. targets, etc.)
• customer and product revenue reports
• Handles all customer or partner inquiries

EDUCATION

General Education

• Good first degree (preferably in a business-related discipline)

EXPERIENCE

General Experience

• At least 7 years' business development experience, preferably in a reputable Financial Institution or FinTech company.

Managerial Experience

• At least 5 years of practical experience in managing and coaching resources.