Head - Enterprise & SME

Purpose of the Job

The position is responsible for the Airtel Money Payments segment (Remote payments - Utilities, Bill Payments, School fees etc.) and the relationship with defined payments ecosystem. The role manages the relationships, product roadmap and product enhancements which includes; Acquisition payments partnerships, on boarding of payments partners, relationship management, revenue growth and portfolio management, the generation of product concept notes, business case development; product development; User Acceptance Testing and process approvals, coordination of technical integration with partners, customer experience, go live coordination, and number of unique AM user of payment services. The role holder is the first line of escalation for all payments partner queries and coordinates all received queries to resolution.

• Numerically grow the existing client base in the assigned segment to meet business expectations. 
• Identify and engage new and prospective business partners to increase payments use cases. 
• Understand new client’s business needs and recommend the most appropriate Airtel money payments solutions and products. 
• Manage end to end the new client onboarding process that includes acquisition, product design, development, user acceptance testing, contracting, client training, product usage and retention.
• Work with the clients and the Airtel group to carry out market research on new product innovations and recommend revenue and customer experience impacting products and services in the assigned segment.
• Develop initiatives, campaigns, products, and solutions to materialize business and revenue growth in the payments segment.
• Develop business cases to enhance new product development within the assigned segment and Airtel Money as a whole.
• Work with IT in prioritization of products and services to be developed.
• Coordinate with Group Airtel Money for support and customization of products that address payments segment /market and customer needs.
• Develop Project Plans for new products and manage the plans to Go Live stage.
• Coordinate the new products & Services life cycle.
• Monitor and evaluate payment partnerships, products & services performance after rollout.
• Closely monitor the Airtel Money unique users of Payments products and services, and design and implement campaigns to ensure growth of unique users to maximize revenue generated from the existing AM base. 
• Monitor consumption and revenue growth trends so as to inform the business revenue growth plan for assigned segment.
• Conduct Daily, weekly, Monthly reviews to track and monitor performance against business targets.
• Implement any remedial/ corrective actions in case of any revenue performance shortfalls.
• Coordinate with Usage & Retention team to develop initiatives to increase usage of the AM payment business
• Own and maintain the payments partner relationship with Airtel Money to ensure optimization of the business opportunity for Airtel money with the partner.
• Be the first point of escalation for all partner queries and support requests.
• Own and track all partner queries and support requests and escalations till they are resolved satisfactorily and communicate nature of resolution to the partner. 
• Manage all communications, partner engagements and meetings with clients in the assigned segment. 
• Maintain an up-to-date partner database of all partners in the assigned segment.
• Be fully responsible for client usage and retention in the assigned segment.
• Have a comprehensive understanding of all partner’s business processes and needs to propose the best Airtel money business solutions for each partner.
• Ensure client churn is maintained bellow the acceptable thresh as per business plan. 
• Identify potential churn, and partners likely to churn, and develop and implement churn management plans.
• Ensure partners likely to churn are brought to the attention of management.
• Develop training content used to roll out customer engagement in the market. 
• Developing product guides, reference guides and other relevant documentation.
• Prepare timely weekly and monthly management reports that clearly highlight performance of the payments segments KRAs against set targets as per AOP.
• Other duties as may be assigned by the line manager from time to time

Must have: 

• Bachelor's degree in business, Social studies, commerce.
• Post Graduate qualification in Business, commercial/banking field will be an advantage
• A minimum of 7+years of experience in commercial or Business Development, sales and relationship management 
• Strong understanding of all aspects of payments ecosystem, product life cycles and relationship management
• good communication and people skills, understanding of the market.

Skills critical to the role: 

• Excellent Negotiation and project management skills 
• Business Acumen
• Strong analytical and strategic skills
• Excellent planning and organisational skills
• Excellent interpersonal skills 
• Strong training skills 
• Excellent communications skills, both orally and in writing
• Excellent presentation skills
• Creativity (out-of-the box thinking) and Commercial Acumen
• Customer service orientation