Senior Manager Commercialisation at KCB Bank Kenya

Key Responsibilities

• Design, develop and deploy the optimal route to market strategy for digital products and services in collaboration with other divisions / subsidiaries across the business.
• Develop formalized GTM plans including commercial terms, route to market, pricing, visibility, customer value proposition, sales, customer acquisition and execution toolkits for new products and enhancements to quickly scale to value. 
• Develop and deliver strong go to market, product penetration & cross/up-sell strategies by leveraging relationships and collaboration with sales, CVM, CX and Marketing teams. 
• Design and deploy innovative customer and merchant penetration & retention tactics in coordination with CVM & Marketing teams to drive up customer acquisition, life cycle management and loyalty.
• Leverage sales team insights to develop tactical product uptake campaigns and promotions toolkits to quickly scale digital product customer numbers and usage growth numbers in line with business expectations.
• Work closely with CVM, CX and Product Managers to resolve customer journey pain points across customers, merchants, agents, and partners for new digital products / enhancements.
• Carry out new products ready for market reviews and implementation of operations standards, risk management and compliance in every product line with the aim of reduction of GTM operating cost, fraud, rework, and losses through adherence to set policies and procedures and holistic corporate governance.
• Manage and update of Banks’ tariffs for digital products across various business lines on a continuous basis, benchmarking with competition and changing customer needs.
• Work with the internal stakeholder teams on quick scaling and deployment of aligned products/services.
• In coordination with other stakeholders prepare and deploy go live launch kits and post launch GTM reviews of new digital products / enhancements
• Prepare and deliver new product launch kits / tool kits, trade execution materials and training manuals for deployment by the growth team.
• Coach, develop and manage the team under him/her to deliver on the targets for the mandate outlined for the commercialization team.

The Person

For the above position, the successful applicant should have the following:

• A bachelor’s degree preferably in Technology, or Business related field from a recognized university
• Professional certifications; CPA (K), Marketing, IT etc
• A master’s degree will be an added advantage.
• 3. At least 6 years of relevant work experience including leading digital product and services GTM, business development, and managing teams. Work experience should also include the below:
  • Commercialization for Go To Market for digital products and services
  • Design and delivery of working distribution models that supports the digital channels availability, accessibility, and visibility for all new & enhanced digital products
  • Conceive, Design and Delivery of  best in class route to market and commercial sales tool kits for all digital innovation and or product enhancements
  • Customer insights and development of customer and merchant acquisition programs for digital product innovations /and enhancements.
  • Marketing and sales to deliver the digital products GTM - acquisition plans, rules of engagement, sales processes, route to market, digital marketing, CVM, toolkits, CX support, training manuals and key performance metrics for new digital products / enhancement and innovations. 
  • Partnership and  Customer Relationship Management 
  • Digital Marketing 
  • Customer Value Management
  • Risk Management & Compliance skills
  • General Banking, Sales & Customer Service
  • Innovation Management 
  • People and team management