The Candidate will be responsible for managing the bank's entire value chain with Microfinance Banks and Microfinance Institutions. This involves originating and managing relationships to provide them with commercial banking services (liabilities, credit lines, treasury products) while simultaneously acting as a trusted advisor on their portfolio health, operational efficiency, and regulatory adherence. The candidate will be the bridge between the bank's commercial interests and the stability of the microfinance ecosystem. The Teamlead will supervise the development and management of bespoke digital financial solutions or core banking application (CBA) that can be bundle-sold for usage by respective segments. The TL will manage various Vertical Managers responsible for the product management and sales of the products.
Key Responsibilities
Business Development & Relationship Management
- Portfolio Growth: Drive the acquisition and onboarding of new Microfinance Banks and Institutions as customers of the commercial bank. Manage a portfolio of existing MFI/MFB relationships to deepen wallet share.
- Technology Adoption: Drive adoption of technology solutions/APIs suited for the daily banking services. Develop, manage or white label core banking application (CBA) for the partners.
- Value Chain Financing: Structure and pitch wholesale credit facilities, contingent facilities, and liability products (CASA, Term Deposits) tailored to the cash flow and growth cycles of MFBs/MFIs.
- Cross-Selling: Identify opportunities to cross-sell the bank's suite of products, including trade services, treasury management, digital payment solutions, and banking partnerships.
- Pipeline Management: Develop and execute a go-to-market strategy for the microfinance sector, tracking performance against balance sheet and revenue targets.
Credit & Portfolio Advisory
- Due Diligence: Lead the commercial and operational due diligence process for onboarding MFB clients, assessing their lending methodologies, portfolio at risk (PAR), and management quality.
- Ongoing Monitoring: Review the financial health, asset quality, and capital adequacy of partner MFIs/MFBs to ensure the bank's exposure remains healthy.
- Advisory Support: Advise MFI partners on best practices in credit risk management, product diversification, and interest rate setting to help them maintain a healthy portfolio that protects the bank's downstream risk.
Regulatory & Compliance Liaison
- Intermediary Compliance: Ensure that all dealings with MFBs comply with the Central Bank's regulations regarding financial institutions, including lending limits, related party transactions, and reporting requirements.
- Advisory on MFI Compliance: Guide MFI partners (which may be non-bank financial institutions) on their own regulatory obligations (e.g., KYC/AML standards, consumer protection laws) to ensure they remain in good standing, thereby securing the bank's indirect risk. 4. Product Innovation & Ecosystem Development
- Value Chain Solutions: Collaborate with the Product team to design banking solutions that address specific friction points in the MFI value chain (e.g., automated bulk disbursement/collection APIs, agent liquidity management).
- Market Intelligence: Monitor trends in the microfinance sector, including digital lending, fintech partnerships, and agricultural finance, to identify new business opportunities for the bank. • Thought Leadership: Represent the bank at industry conferences and regulator meetings to position the bank as the partner of choice for the microfinance sector
Minimum Requirements:
- Education: Bachelor’s degree in finance, Economics, Business Administration, or a related field. An MBA or master's degree is strongly preferred.
- Experience: 8–12 years of experience in commercial banking, financial institutions group (FIG), or microfinance lending.
- Great Interpersonal and Communication Skills.
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To drive the acquisition, onboarding, and growth of public sector accounts by originating opportunities, supporting solution deployment, and ensuring sustained transaction activity across digital collection and payment platforms.
Key Responsibilities
Market Development & Opportunity Origination
- Identify and develop business opportunities across MDAs, LGAs, State Agencies, and Parastatals within assigned territories
- Build and maintain strong relationships with key officers and influencers within government institutions
- Proactively source leads and support early-stage engagement with potential clients
- Maintain a healthy and active pipeline of opportunities
Stakeholder Engagement & Deal Support
- Support engagement with key decision-makers including Directors, Heads of Units, and operational leads
- Participate in client meetings, presentations, and solution discussions alongside the Team Lead
- Follow through on client engagements to drive momentum and progress opportunities to closure
- Support documentation, proposal preparation, and internal approvals
Sales Execution & Client Onboarding
- Drive onboarding of public sector clients onto digital platforms including:
- ALATPay
- POS/APMS
- Virtual Accounts / Wallets
- NQR / Cards
- Ensure all onboarding requirements are completed accurately and timely
- Work with internal teams to facilitate smooth deployment and go-live
Collections Growth & Revenue Support
- Drive transaction volumes and usage across onboarded clients
- Monitor performance of deployed solutions and ensure consistent activity
- Support delivery of collections and fee income targets
- Identify gaps in performance and escalate for resolution
Implementation & Adoption Management
- Support training of client staff, agents, and end users on deployed solutions
- Ensure clients actively use the platforms post-implementation
- Follow up consistently to drive adoption and reduce dormancy
- Support resolution of operational issues affecting usage
Relationship Management & Account Growth
- Maintain regular engagement with assigned public sector clients
- Identify opportunities to expand solution usage within existing accounts
- Support cross-selling of additional products and services
- Ensure client satisfaction and retention
Pipeline Tracking & Reporting
- Maintain accurate and up-to-date pipeline reports (Status | Timeline | Value)
- Provide weekly updates on opportunities, activities, and challenges
- Track progress of deals from origination to closure
- Provide market and client feedback to the Team Lead
Market Intelligence & Field Insights
- Gather intelligence on competitor activities, pricing, and solutions
- Provide insights on customer needs and emerging opportunities
- Support refinement of go-to-market strategies based on field experience
Key Requirements
- Education: Minimum of First Degree in Any Discipline. Additional Qualification will be an Added Advantage
- Experience in sales, marketing, or business development (banking or public sector is an advantage)
- Strong communication and interpersonal skills
- Ability to engage confidently with government officials at operational and mid-management levels
- Basic understanding of digital banking and payment solutions
- High level of drive, resilience, and execution focus
- Ability to work independently in a field-driven role
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To drive the end-to-end origination, structuring, and execution of public sector digital payment and collection solutions, while leading a high-performing sales team to deliver sustainable growth in collections, fee income, and government mandates. The role requires strong commercial acumen, stakeholder influence at senior government levels, and the ability to translate opportunities into bankable, revenue-generating solutions.
Key Responsibilities
Strategic Business Development & Market Expansion
- Develop and execute regional public sector acquisition strategies aligned to the Bank’s digital and revenue growth objectives
- Identify and unlock high-value opportunities across MDAs, State Governments, LGAs, and Parastatals
- Drive proactive market penetration into under-tapped segments (informal sector collections, transport systems, IGR platforms, etc.)
- Build and maintain a strong pipeline of qualified opportunities with clear revenue potential.
Senior Stakeholder Engagement & Deal Origination
- Lead engagement with high-level government stakeholders (Commissioners, Permanent Secretaries, DGs, Heads of Agencies)
- Build trusted relationships that position the Bank as a strategic partner, not just a service provider
- Lead negotiations and influence decision-making to secure mandates
- Represent the Bank in strategic meetings, presentations, and government forums
Solution Design, Commercial Structuring & Execution
- Lead the structuring and deployment of tailored, end-to-end digital solutions leveraging:
- ALATPay
- POS/APMS
- Virtual Accounts / Wallets
- NQR / Cards
- API/System Integrations
- Translate client needs into commercially viable solutions with clear revenue models
- Work closely with Digital Solutions, Tech, Product, and Operations teams to ensure timely and effective deployment
- Ensure solutions deliver value in terms of revenue assurance, transparency, and efficiency for clients
Revenue Ownership & Performance Delivery
- Own and deliver key financial and non-financial KPIs:
- Collections Volume
- Income on Collections
- PBT Contribution
- New Mandates
- Drive post-implementation adoption and usage to ensure revenue realization
- Monitor performance of live mandates and implement strategies to optimize yield
Team Leadership & Capability Development
- Lead, coach, and manage Sales Officers to deliver on targets and execution timelines
- Assign territories/accounts and set clear performance expectations
- Build a disciplined, execution-focused sales culture within the team.
- Provide ongoing coaching on stakeholder engagement, solution selling, and deal closure.
Pipeline Governance & Performance Management
- Own and manage the end-to-end sales pipeline from origination to closure
- Track opportunities using structured reporting (Status | Timeline | Value | Probability)
- Ensure high pipeline conversion through disciplined follow-up and execution
- Provide accurate forecasts and performance reports to management
Cross-Functional Coordination & Internal Alignment
- Serve as the central coordination point between Business, Product, Tech, Ops, and Compliance teams
- Drive “One Bank” collaboration to ensure seamless delivery of solutions
- Escalate and resolve implementation bottlenecks promptly
- Ensure alignment of all stakeholders towards successful deal closure and execution
Client Relationship Management & Retention
- Maintain strong relationships with existing public sector clients
- Drive continuous engagement to deepen wallet share and expand use cases
- Identify and execute upsell and cross-sell opportunities across digital channels
- Ensure high client satisfaction and retention
Market Intelligence & Competitive Positioning
- Monitor market trends, regulatory developments, and competitor activities
- Provide insights to shape product development and go-to-market strategies Continuously refine the Bank’s value proposition for public sector clients
Key Requirements
- Education: Minimum of First Degree in Any Discipline. Additional Qualification will be an Added Advantage
- Strong experience in public sector business development, government engagement, or institutional banking
- Deep understanding of digital payment and collection ecosystems
- Proven track record in originating and closing high-value deals
- Strong commercial, negotiation, and stakeholder management skills
- Leadership capability with strong execution discipline and accountability
- Ability to operate effectively across strategy, sales, and execution
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