Head - Sales and Distribution at MTN Nigeria

Reports To: Chief Commercial Officer

Division: MoMo Payment Service Bank (MoMo PSB)

Mission:

• The Head of Sales & Distribution is responsible for executing the OpCo’s sales strategy and overseeing distribution across the regions. The jobholder will drive revenue growth, optimize market penetration, and ensure the seamless distribution of financial services and products. This role is accountable for the development and execution of sales strategies, effective trade marketing, channel expansion, and overall performance management of sales and distribution functions.

Description:

Strategic Leadership:

• Develop and execute the OpCo’s sales and distribution strategy to drive financial services penetration and market expansion.
• Define and implement innovative sales, trade marketing, and distribution strategies to achieve business objectives.
• Identify and optimize route-to-market approaches for customer, agent, and merchant acquisition and engagement.
• Align sales and distribution plans with overall business goals and digital transformation initiatives.

Sales & Business Development:

• Lead sales initiatives to increase market share, revenue, and profitability across all regions.
• Drive customer acquisition, retention, and revenue growth through effective sales strategies and trade execution.
• Develop and oversee the execution of regional marketing and trade activities to enhance customer engagement and loyalty.
• Conduct data-driven sales forecasting, demand planning, and performance analysis to ensure achievement of business targets.
• Manage and optimize sales channels, ensuring consistent and effective execution across all regions.

Distribution and Channel Management:

• Oversee the distribution of financial services products through various channels, ensuring efficiency and scalability.
• Expand and strengthen agent, merchant, and partner networks to enhance service accessibility and market coverage.
• Ensure optimal performance of sales and distribution teams through structured training and performance management programs.
• Establish and maintain strong relationships with key stakeholders, including partners, agents, and merchants, to drive business growth.

Governance and Compliance:

• Ensure adherence to company policies, regulatory requirements, and compliance standards across all sales and distribution activities.
• Implement risk mitigation measures and internal controls within the sales and distribution function.
• Work closely with cross-functional teams to ensure seamless execution of sales strategies while adhering to governance frameworks.

People Leadership and Performance Management:

• Lead, mentor, and develop the sales and distribution team to enhance capability and performance.
• Establish clear performance objectives, KPIs, and accountability frameworks for the team.
• Foster a high-performance sales culture through coaching, training, and continuous professional development.
• Drive team motivation and engagement to achieve sales targets and business objectives.

Key Performance Indicators (KPIs):

• Revenue growth and sales performance against targets
• Market penetration and customer acquisition metrics
• Efficiency and effectiveness of sales and distribution channels
• Customer satisfaction and agent/merchant engagement levels
• Compliance with regulatory and operational standards

Education:

• Degree in any related discipline or its equivalent in area of specialization
• Relevant post graduate qualification is an advantage

Experience:

A minimum of 9 to 17 years’ total experience in a similar position with at least 3 years in a managerial role

• Experience in Fintech, banking or Telecom is preferred 
• Experience working in a global/multinational enterprise with a good understanding emerging markets is preferred