Senior Manager: Business Development and Growth at MTN

Mission/ Core purpose of the Job

The SM is accountable for developing Group Finco’s verticals and expanding its presence through identifying and assessing new business opportunities, identifying new markets /territories and emerging trends. The role is responsible for guiding the Fintech business towards achieving the long-term objectives by identifying new opportunities & transforming them into viable business lines.

The SM is responsible first for the definition and analysis of new business opportunities, value case and value proposition development, business case modelling and presentation.

In collaboration with other Business Development colleagues in Group Finco, the SM is responsible to explore & deliver M&A, Joint Venture and Partnership opportunities across the Fintech value chain and products.

As part of the leadership team, the SM is also responsible to contribute to Finco’s overall strategic goals, to achieve profitable growth, and to continuously improve the operations performance.

Key Performance Areas: Core, essential responsibilities / outputs of the position (KPA's) 

Strategy Development and Implementation

• Contribute to the creation of the sub-functional strategy in line with the overarching business goals
• Manage effective implementation of the strategy by means of providing direction, structure, frameworks, models, plans and roadmaps
• Ensure the alignment of functional strategy and roadmap with the changing dynamics of the internal and external ecosystem

Operational Delivery

• Manage the full lifecycle of new market entry, partnership & deals across Ideation, Identification of markets/opportunities, proposal building, business case modelling, due diligence, ROI analysis, deal closures, risk framework, GTM & planning
• Manage and implement the business development strategy and roadmap in alignment to Group Finco strategic objectives
• Identify new product/ service offerings that adequately meet the needs of Finco’s clients and customers and support the overarching Group Finco ambition
• Identify new markets that could be of interest for MTN Fintech, with consideration of MTN Fintech profile, and assess end to end the opportunity to enter
• Provide guidance and advice in exploring M&A, Joint Venture deals and Partnership opportunities as required
• Collaborate and interface with enablement functions nd other services to drive ‘focus propositions’ to pro-actively identify, develop and pursue new business opportunities related to Group Finco and advanced banking & financial products
• Manage and ensure monetization of strategic global partnerships, joint ventures, funding partners, local partners and sales channels (financial services)
• Maintain close relationships with all the relevant international stakeholders, to ensure that Group Finco is well positioned to harness the opportunities created in new/existing territories
• Engage regularly with Opco counterparts or with new regulators in new markets or new segments, to receive local market insights, new product requests, share Group insights with respect to partnerships and alliances
• Responsible for competitor actions and positioning is analysed and relevant leads and opportunities are captured to keep the Finco strategy ahead of competition
• Collaborate and interface with product owners, key stakeholders and programs
• Support in the identification of industry partnerships to enable joint initiatives for B2B, B2C sales
• Responsible for sales forecasting and recommend overall commercial approach aligned with Group Finco plans and the approved business case
• Responsible to manage the business development processes, with special attention given to new markets, new opportunity identification, screening, forecasting, qualifying, pursuing and capturing
• Responsible for the execution of market and customer research to support rationale for product development and positioning within the marketplace
• Responsible to analyse competitor actions and positioning to keep the Finco strategy ahead of competition
• Develop effective working relationships with Opcos to realize the strategy

Governance

Strategic Meetings

• Participate and provide input in strategic meetings
• Provide input into risk mitigation and controls
• Request for relevant budget
• Provide input to the preparation of proposals on change initiatives, policies and procedures

Escalations

• Escalate issues that will result in severe time, scope, productivity, and cost or resource impact
• Manage and provide solutions to escalations that have multiple processes / functions impact on critical path of service delivery

Function Tactical

• Review all projects initiated (internal or global)
• Review and finalise objectives, targets, and budgets as applicable
• Review key risks, issues and dependencies and set mitigation actions
• Develop and manage budgets
• Prepare documentation required for sign-off / making decisions regarding tactical changes

Performance

• Monitor performance and alignment with Remittance & Fintech Business Development strategy
• Ensure alignment between other functions within Group Finco teams
• Ensure Business Development & Commercial targets are met

Job Requirements (Education, Experience and Competencies) 
Education:

• Minimum of 4-year tertiary degree (Business Management, Business Administration, Marketing, or related field)
• MBA or Masters (advantageous)

Experience:

• Minimum of 7 years of experience in Banking /Fintech industry with focus in in business development, sales, client relations management, partnership management
• At least 3-4 years’ experience in Fintech / Banking / financial Services Business Development & Sales
• Manager track record of 4 years or more
• Experience in market study, strategic case, business consulting is a plus
• Deep understanding of the Banking, Investment & Fintech ecosystem, players, business models and industry related best practices
• Understanding emerging markets advantageous
• Worked across diverse cultures and geographies
• Pan Africa multi-cultural experience is advantageous
• Entrepreneurial spirit, self-driven and ability to motivate a fast-paced team
• Attitude of Innovation, inventiveness and thought leadership
• Abreast of global mind-set and best practice
• Willing and flexible to travel within Africa and Middle East
• English speaker. French, Portuguese, Zulu, Swahili, and other African languages a plus

Competencies:

Functional Knowledge:

• Fintech Products & Ecosystem
• Business Development
• Partnership and Alliance management
• Business market strategy
• Market Entry Strategy
• GTM
• Mergers & Acquisitions / Deal Advisory
• Business Case Development & Analysis
• Value Proposition Development
• Project Management
• Partnerships & Alliances
• Client relationship management

Skills

• Business Acumen
• Analytics and Interpretation
• Strategic Thinking
• Organizational Agility
• Digital mind-set
• Dealing with ambiguity and complexity
• Decision Making
• Conflict Management
• Negotiation
• Financial and Numerical
• Project Management
• People Management
• Executive Presentation

Behavioural Qualities

• Adaptable
• Complete candour
• Culturally aware
• Emotional Maturity
• Innovation
• Integrity
• Leadership
• Team Player