Relationship Officer at FairMoney

About the Role

• We are looking for Relationship Managers to join our Growth team.
• This is a commercial, field-driven role for people who know how to find opportunities, build strong business relationships and turn those relationships into results.
• You will be responsible for developing new business, growing and managing a portfolio of merchants, expanding into new markets and making sure the businesses you bring on are businesses we can build with for the long term.
• This role is not for someone who needs a detailed playbook for every situation.
• We want people who can look at a market, understand what is happening, develop their own approach and execute.

What You’ll Do

• Identify and acquire high-potential businesses within assigned markets and territories.
• Build and maintain strong commercial relationships with business owners and decision-makers.
• Develop your own pipeline through field prospecting, referrals, market mapping, networking and other acquisition channels.
• Understand each merchant's business, operating model, cash flow, needs and growth opportunities.
• Identify businesses that are commercially attractive and suitable for our financing solutions.
• Own the relationship from acquisition through portfolio growth and ongoing engagement.
• Develop and execute strategies to achieve acquisition, revenue and portfolio targets.
• Explore new territories and identify opportunities for market expansion.
• Monitor the health and performance of your portfolio and take action when you identify risks.
• Work closely with internal teams to ensure a smooth customer experience from onboarding through ongoing portfolio management.
• Use data and market intelligence to make better commercial decisions.
• Keep accurate records of customer activity, opportunities, pipeline and portfolio performance.
• Consistently meet or exceed agreed performance targets.

What We’re Looking For

• We care less about the title on your previous business card and more about what you have actually done.
• You could come from banking, fintech, lending, payments, FMCG, B2B sales, merchant acquisition or another commercially demanding environment.
• You should have experience selling something of meaningful financial or commercial value and building relationships with the people who buy it.

More importantly, you should be someone who:

• Takes ownership without waiting to be told what to do.
• Is comfortable creating their own strategy when the path is not obvious.
• Enjoys entering new markets and figuring out how to win.
• Can turn conversations and relationships into actual business results.
• Is commercially ambitious and motivated by achieving meaningful results.
• Is resilient and does not fold when things become difficult.
• Can work independently while knowing when to seek support.
• Is comfortable with numbers and can speak confidently about their own performance.
• Understands that acquiring a business is only valuable if the business is worth acquiring.
• Cares about the success and interests of the merchants they work with.
• Is open-minded, curious and willing to change their approach when a better one becomes available.
• Responds well to feedback and actively looks for ways to improve.
• Has high standards for themselves and follows through on commitments.

What Will Set You Apart

• A proven record of consistently exceeding commercial targets.
• Experience building a portfolio from scratch.
• Experience opening or growing a new territory or market.
• Experience working with SMEs or business owners.
• Experience in lending, credit, payments or financial services.
• A strong network of business owners or commercial decision-makers.
• Evidence that you have succeeded in difficult or highly competitive markets.
• Strong understanding of how businesses operate and make money.

What We Don’t Want

This role will not be a good fit if you:

• Need constant supervision before taking action.
• Depend heavily on leads being handed to you.
• Give up quickly when a market becomes difficult.
• Prioritise acquisition volume without considering customer or portfolio quality.
• Confuse being friendly with being commercially effective.
• Resist feedback or new ideas.
• Struggle to take responsibility when things go wrong.
• Are uncomfortable working in the field.
• Cannot demonstrate meaningful commercial results from previous roles.

How Success Will Be Measured

Your performance will ultimately come down to the quality and growth of the business you build.

Key measures will include:

• New customer acquisition
• Portfolio growth
• Revenue and business generated
• Target achievement
• Portfolio quality and repayment performance
• Customer retention and relationship growth
• Market expansion
• Quality of pipeline and conversion
• Overall commercial contribution