Reports to: Executive Head — Payments Processing
Subordinates: None
To create, develop and maintain customer accounts, new business opportunities, sell and promote the Payments' products and services, and manage customer accounts in the defined geographical territory, so as to achieve the set customer, financial, internal and growth objectives.
1. Customers
1.1 Maintains contact with customers ensuring products/services meet business needs
Target: Meet/call each customer/prospect at least once monthly
1.2 Conducts regular customer care meetings and maintains minutes
Target: Minutes of monthly meetings with all customers
1.3 Carries out regular contact to track satisfaction and build relations
Target: Number of customer interactions per month
1.4 Nurtures relationships at all levels including senior executives
Target: Number of customer interactions at senior level per month
1.5 Develops and maintains up-to-date competitor profile
Target: Competitor profile updated at least annually
1.6 Ensures familiarity with contractual obligations
Target: Deliveries within cost and time budget
1.7 Initiates and negotiates contract amendments for system capacity changes
Target: All system capacities as contracted
1.8 Ensures customer orders are fulfilled timeously
Target: 100% on-time fulfillment
1.9 Takes 100% ownership of customer accounts in defined territory
Target: Full accountability
2.1 Formulates sales plans to achieve sales objectives
Target: Pipeline size targets
2.2 Prepares proposals, tender responses, presentations and demonstrations
Target: % Close rate on sales
2.3 Negotiates sales deals with prospects
Target: Successful negotiations
2.4 Scans and analyses environment for competitor activities and trends
Target: Market intelligence reports
3.1 Prepares and submits sales budget inputs
Target: Timeous submission of budget inputs
3.2 Participates in establishment of periodic sales targets
Target: Agreed targets set
3.3 Takes total responsibility for achievement of sales revenue for defined territory
Target: Meeting of sales targets
4.1 Ensures proposals are vetted technically and financially before submission
Target: Accuracy of sales proposals
4.2 Maintains sales forecasts showing current status
Target: Salesforce Opportunities up to date
4.3 Maintains up-to-date customer prospect list with expected revenue
Target: Salesforce Opportunities up to date
4.4 Participates in regular sales and internal meetings
Target: Active participation
5.1 Provides input into re-order and stock levels
Target: Product availability to meet customer demand
5.2 Recommends products based on customer requirements and market trends
Target: Optimal stock levels
5.3 Initiates strategic partnerships for increasing sales
Target: Partnership agreements executed
6.1 Identifies and recommends suitable channel partners
Target: Market coverage for company's products and services
6.2 Draws up business, sales, and marketing plans with channel partners
Target: Joint business plans
6.3 Manages channel partner performance in assigned territory
Target: Rate of sales growth
Formal Qualification: Commercial Degree in Business Studies, Marketing, Economics or equivalent — Essential
Vocational Qualification: Relevant vocational certification — Desired
Experience: 6-8 years in payments solutions with proven innovation track record — Essential
Knowledge: Understanding of digital payment industry and operational capabilities — Essential
- Excellent communication skills; both verbally and in writing — Essential
- Ability to foster collaborative relationships — Essential
- Ability to negotiate, interact and achieve targets — Essential
- Ability to adapt to changing priorities and business needs — Essential
- Results orientation — Essential
Skills Required
- Commercial Degree in Business Studies, Marketing, Economics or equivalent
- Vocational certification
- 6-8 years in payments solutions
- Understanding of digital payment industry and operational capabilities
- Excellent communication skills
- Ability to foster collaborative relationships
- Ability to negotiate and achieve targets
- Ability to adapt to changing priorities
- Results orientation
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