About the job

• The Business Development Manager, Telco Aggregation, will be responsible for driving strategic partnerships and growth in the telco aggregation business. This includes identifying new business opportunities, managing relationships with telecom operators and service providers, and driving revenue growth. The role will focus on negotiating commercial agreements, enhancing product offerings, and ensuring seamless service delivery to partners and customers. The successful candidate will also play a key role in product development by identifying market needs and working with cross-functional teams to deliver innovative solutions. A key part of the role will involve driving expansion into new markets and increasing the footprint of telco aggregation services.

Partnership Management

• Identify and onboard new telco partners to expand aggregation capabilities.
• Manage and strengthen relationships with existing telco partners to drive growth and service improvements.

Business Development and Strategy

• Develop and execute a business development strategy to increase market penetration and revenue.
• Identify emerging trends and opportunities in the telco aggregation space.
• Collaborate with the product team to enhance the telco aggregation offering based on market feedback.

Product Management and Development

• Work with the product team to define and develop new telco aggregation products and features.
• Gather market intelligence and customer feedback to inform product improvements and innovations.
• Collaborate with engineering and service delivery teams to ensure smooth product rollout and adoption.
• Define product performance metrics and monitor product success post-launch.

Expansion

• Develop and execute a strategy to expand telco aggregation services into new markets.
• Identify and engage with potential telco partners in target markets.
• Adapt business models and product offerings to meet the specific needs of new markets.
• Ensure regulatory and compliance requirements are met in new markets.

Commercial Management

• Lead contract negotiations and ensure favourable commercial terms with telco partners.
• Monitor and track the performance of commercial agreements and ensure compliance.

Revenue and Performance Monitoring

• Define and track key performance indicators (KPIs) for telco aggregation.
• Analyse performance data to identify opportunities for revenue growth and operational improvement.
• Provide regular reports and insights on market performance and growth opportunities.

Cross-Functional Collaboration

• Work closely with product, service delivery, and account management teams to ensure seamless execution of partnerships and services.
• Support the sales team with insights and strategies to increase customer acquisition through telco aggregation.

Education

• Good first degree from a reputable institution.
• An MBA would be an added advantage.
• Relevant professional qualification will be an added advantage.

Experience

• 6-8 years in a similar role in the B2B space.

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Job Purpose:

• To drive sales strategy translation into a sales plan and detailed activities with the primary purpose of driving sales growth and achieving revenue targets for their assigned state.
• To drive adoption of sales operational policies, monitor overall strategy implementation against timeline and budgetary margins.
• To enhance service delivery and engagement with relevant stakeholders and periodic reports on progress and achieved milestones with the BU and Regional heads.

RESPONSIBILITIES

• Develop and implement relationship management plans for complex existing customer and partner accounts to identify and build relationships with relevant decision makers and influencers within the customer organisation and to enable effective two-way flow of information and resolution of issues.
• Manage ongoing relationships with identified customer segments to ensure their needs are met, providing themes, summary analyses, and recommendations for changes based on customer input.
• Maintain sales tools and methods and deploy consistent communications channels with customers to enhance service delivery.
• Manage key aspects of the data management system. This includes being responsible for developing or operating key elements of the system.
• Contribute to the design and creation of reporting strategies and templates.
• Lead execution of complex reports, identifying and interpreting complex patterns and trends, and translating those insights into actionable recommendations for focus area
• Develop a personal network within the business sector and represent Interswitch at business sector events.
• Obtain market intelligence and enhance the visibility and reputation of Interswitch, its products, and its services.
• Set and manage achievement of contributing individuals and regional targets.
• Contribute to the Sales plan by providing input regarding the implementation of initiatives.
• Configure a complex product and services solution and associated contractual terms that meet the customer’s mid- to long-term needs, taking input from relevant internal specialists.
• Present the solution to customer representatives and negotiate agreement within a pre-defined range of commercial parameter.
• Develop internal marketing plans, work collaboratively with other departments to improve internal relationships and build strong external customer relationships.
• Use data from a wide range of sources to analyze key themes, and identify trends of customers’ interests, direction and sales as well as suggest changes to products and services accordingly.
• Oversee deployment of sales network integration, and handle communication and negotiation with business partners, service providers, and subsidiaries.
• Attend meetings with relevant stakeholders and acquire sales and risk management processes and share them with sales executives and execution team.
• The Sales Manager must be able to not only formulate but also effectively execute strategic plans, for achieving objectives. Their contribution to the formation of a key element of functional strategy through specialist expertise and insights is key to ensure that the regional strategy meets business needs.

EDUCATION

• University Post Graduate Degree in Sales and Marketing, Business, Economics or Finance-related field.

EXPERIENCE

• At least 6 years of wide and deep experience in Sales and Business Development roles within reputable financial institutions or the payments industry, including a minimum of 3 years of customer-facing experience in the FinTech space.

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