Business Development Manager - FMCG

MISSION OF THE ROLE

Formally establish Multigate's Treasury & Trade Operating System as the core infrastructure platform for key FMCG enterprises across Nigeria, leveraging each primary corporate relationship to expand access to Multigate's Collections and Digital Supply Chain Finance (DSCF) network.

The strategic framework operates through a two-phase commercial model: initial Treasury Management Solution (TMS) licensing secures enterprise trust and operational management, followed by the systematic onboarding of the client's vendor and distribution network onto the DSCF platform in collaboration with partner financial institutions. While the core client facilitates initial entry, network integration drives sustainable commercial value; performance evaluation is therefore equally weighted between corporate acquisition and vendor/supplier network activation.

KEY OUTCOMES — YEAR 1 (WHAT SUCCESS LOOKS LIKE)

Revenue Origination

• DSCF Network Revenue (existing anchor): The performance target shall be formally established upon conclusion of Q1, following the completion of the supplier payables concentration analysis (detailed below).

Anchor Acquisition

• Execute agreements with three (3) anchor FMCG clients within Year 1 under the base-case scenario, with a stretch objective of six (6) clients dependent upon accelerated conversion through the bank-referral channel relative to standard timelines.

Network Conversion (DSCF)

• Perform a comprehensive payables concentration analysis on the current anchor account within the initial 60 days (evaluating vendor volume and payout distribution) to establish the firm DSCF performance target for the remainder of the year.
• Onboard the existing anchor's suppliers onto DSCF as onboarding infrastructure goes live.

Strategic Pipeline Discipline

• Build and maintain 20 primary named FMCG accounts
• Maintain 3–5x pipeline coverage of the New-Logo target (7 qualified opportunities against a $450k target).
• Develop 60+ senior relationships (CFOs, Finance Directors, Treasury Heads, Commercial Directors) across the named + reserve accounts over the year.

KEY RESPONSIBILITIES

Enterprise Origination

• Identify, pursue and close strategic FMCG clients in Nigeria — consumer goods conglomerates, food and beverage manufacturers, distributors and fast-moving retail brands.

Executive Relationship Development

• Group CFOs and Finance Directors
• Group Treasurers and Heads of Treasury
• Managing Directors and Commercial / Business Unit Leaders

Strategic Solution Sales

• Lead enterprise discussions across Treasury Management (multi-bank connectivity, cash & liquidity management, Swift for Corporates), Digital Supply Chain Finance, Receivable Collection, Trade Finance, and FX & Payments.

Network & Supplier Conversion

• Own the supplier payables concentration analysis on each signed anchor.
• Collaborate with the Operations Division to ensure Multigate's bank financing partners onboard the anchor’s suppliers onto DSCF.

Product & Market Intelligence

Provide structured market intelligence to Product and Strategy: Nigerian FMCG treasury and payables practices, competitive landscape, pricing benchmarks, and unmet client needs that inform the product and solution roadmap.

COMPETENCIES (MUST-HAVE SKILLS & BEHAVIOURS)

• Enterprise Solution Selling: consultative infrastructure sales spanning treasury transformation, working capital optimisation, cross-border trade flows and supply chain payments.
• Supply Chain Finance Literacy: working understanding of invoice discounting mechanics, supplier onboarding, and financier partnership structures — this is a distinct, tested competency, not an assumed extension of treasury sales skill.
• Strategic Financial Acumen: working capital management, procurement and supply chain economics, distributor financing models, FMCG operating models, inventory-to-cash cycles.
• Executive Negotiation: demonstrated ability to negotiate with C-suite executives on large FMCG treasury and financing decisions.
• Structured Pipeline Management: disciplined forecasting, opportunity management and revenue planning against a long, multi-stakeholder enterprise cycle.
• Commercial Storytelling: able to articulate the anchor-to-network value proposition — not just treasury efficiency, but what the supplier financing programme means for the client's own vendor relationships.

CULTURAL ALIGNMENT (MULTIGATE VALUES)

• Customer Obsession: prioritises long-term client trust and value creation
• Excellence in Action: maintains extremely high performance standards
• Agility & Innovation: adapts quickly to regulatory and financial market dynamics
• Trust & Accountability: operates with transparency and ownership
• Empowerment & Ownership: takes charge of sales outcomes and territory results

REQUIRED EXPERIENCE

• 7–10 years in enterprise treasury, payments, trade finance, supply chain finance or corporate banking coverage, selling to FMCG clients or holding a treasury/finance seat inside an FMCG group.
• Proven track record originating and closing revenue-generating relationships with FMCG groups in the Nigerian market.
• Typical backgrounds: Enterprise Payments Sales, Treasury Solutions Sales, Cash Management Sales, Trade & Working Capital Solutions, Supply Chain Finance, Corporate Banking Coverage, FMCG Treasury, Enterprise Fintech Sales.
• Deep familiarity with the Nigerian FMCG landscape — leading manufacturers, distributors, retail chains and consumer goods conglomerates — and with the operational, treasury and payables challenges they face.
• Bachelor's degree in Finance, Economics, Banking, Business Administration or related discipline. MBA or postgraduate qualification preferred.

COMPENSATION STRUCTURE

Competitive compensation aligned with senior corporate banking roles, as follows:

• Competitive base salary with commission and performance-related incentives.
• Career development/Opportunities
• Office perks
• Working with amazing talents
• Role Autonomy