Summary Overview
The VP Financial Institutions is a leadership role tasked with building and guiding a high-performance financial institutions function that sets the benchmark of excellence in Africa. Reporting directly to the Chief Revenue Officer (CRO), you will spearhead comprehensive sales strategies, foster robust cross-functional collaboration, and drive long-term revenue growth within the financial sector.
Operating at the intersection of fintech innovation and banking, you will develop new market opportunities, forge strategic partnerships, and align product, marketing, and customer success initiatives to deliver transformative solutions for banks, credit unions, and other financial institutions. With an unwavering focus on shaping a sales organisation that becomes the gold standard in Africa, your leadership will ensure that our banking products address evolving industry needs, deliver outstanding customer experiences, and position the company as a trusted partner in financial services transformation.
Core Responsibilities:
Strategic Sales Leadership
- Sales Strategy & Execution: Develop and drive a comprehensive sales strategy for banking products, ensuring alignment with overall business objectives and revenue targets.
- Market Intelligence: Continuously analyse banking industry trends, competitor movements, and regulatory changes to identify growth opportunities and enhance sales initiatives.
- Pipeline Management: Establish and maintain a robust sales pipeline that supports near- and long-term revenue goals.
Team Leadership
- High-Performance Culture: Recruit, mentor, and inspire a results-driven sales team, empowering them to meet and exceed ambitious KPIs.
- Coaching & Development: Provide ongoing training, feedback, and professional development opportunities.
- Collaboration & Innovation: Foster a culture of open communication, accountability, and continual innovation within the team.
Business Development
- Key Relationship Building: Establish strong relationships with senior decision-makers in banks, credit unions, and other financial institutions.
- Strategic Alliances: Identify and cultivate partnerships that amplify brand presence, unlock new market segments, and drive revenue growth.
- Negotiations & Contracts: Lead complex, high-value deal negotiations, ensuring beneficial terms and alignment with organisational goals.
Cross-Functional Collaboration
- Product & Marketing Alignment: Work closely with Product Development and Marketing teams to refine offerings, messaging, and campaigns tailored to client needs.
- Customer Success Integration: Partner with Customer Success to ensure an exceptional onboarding and post-sale experience, driving client retention and long-term value.
- Feedback Loop: Channel customer insights and market feedback to relevant internal teams for continual product and process improvements.
Market Analysis & Insights
- Data-Driven Approach: Utilize market research, analytics, and customer insights to forecast sales, inform go-to-market strategies, and optimise outreach efforts.
- Continuous Improvement: Implement tools and methodologies to track performance, identify challenges, and propose corrective actions for sustained growth.
Revenue Optimization
- Market Penetration: Develop targeted strategies to break into new markets and expand existing customer footprints.
- Customer Segmentation: Tailor solutions to distinct banking segments, leveraging data to prioritise high-potential opportunities.
- Performance Tracking: Regularly analyze sales metrics and present strategic recommendations to the CRO for achieving and exceeding revenue goals.
Partnership Development
- Indirect Sales Channels: Explore reseller networks, alliances, and co-branded initiatives to broaden reach.
- Collaborative Innovation: Pilot new ideas and approaches with external stakeholders to keep the product portfolio at the cutting edge.
Candidate Profile
Required Experience
- Education:
- Bachelor’s degree in Business, Marketing, Finance, or a related field (MBA preferred).
- Industry Expertise:
- 10+ years in sales or business development within Banking, Financial Services, or FinTech.
- Deep understanding of banking and financial institution products, regulatory environments, and fintech-driven innovation.
- Leadership:
- 5+ years in a senior leadership role with direct oversight of high-performing sales teams.
- Demonstrated success in closing large, complex enterprise deals.
Skills & Attributes
- Strategic Mindset: Ability to conceptualise and implement long-term sales strategies.
- Exceptional Communication: Strong presentation and negotiation skills, with the ability to influence C-level executives and stakeholders.
- Cross-Functional Collaboration: Proven track record of working effectively across diverse teams and functions.
- Analytical Approach: Proficiency in leveraging data and analytics for decision-making, forecasting, and measuring success.
Advantageous Experience
- Certifications: CFA, CIMA, or other fintech-relevant credentials.
- Financial Modeling & Digital Transformation: Experience designing sales pitches and strategies around emerging digital solutions.
- Cultural & Global Sensitivity: Comfortable working with geographically dispersed teams and navigating different cultural contexts.
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