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  • Posted: Jan 22, 2025
    Deadline: Not specified
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    Cellulant is a digital payments business. We run an ecosystem of consumers, merchants and banks in which we facilitate payments and build value through the value-added services we layer on top. In building this ecosystem we serve different types of customers with different products, in a range that includes mobile banking products, mobile credit products, US...
    Read more about this company

     

    VP Banking

    Summary Overview

    The VP: Banking is a leadership role tasked with building and guiding a high-performance Banking Sales 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 banking 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 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.

    go to method of application »

    Country Manager: Kenya

    Overview:

    As the Country Manager for Cellulant in Kenya, you will be responsible for the strategic and commercial oversight of the country's business. This role requires leadership in managing operations, account management, sales, and supporting other functional areas as needed. You will work closely with key bank and merchant customers to position Cellulant as the leading payment service provider in Kenya.

    Cellulant Kenya is regulated by the Central Bank of Kenya. The Cellulant Group has three business units, Checkout, Payout and Banking all of which have customers in Kenya and, indeed, are seeking to aggressively grow their customer base in this important market.

    We are looking for a highly experienced Payments Leader who can develop and execute a market-winning strategy for Cellulant Kenya . The successful candidate is likely to be a senior leader in a Kenyan payments company, the head of digital banking for a Kenyan bank, or the Kenyan subsidiary of an international bank.

    The role offers significant opportunities for career growth within the Cellulant Group.

    Key Responsibilities:

    Strategic Leadership & Commercial Growth:

    • Develop and execute a market-winning strategy, using your in-depth knowledge of payments and the Kenyan market, as well as important merchant, bank, and partner relationships.
    • Work collegiately with global sector leads for Checkout, Payout and Banking to grow these businesses within the market.
    • Oversee the country’s operations, delivering exponential business and market share growth.
    • Achieve/exceed revenue and gross profit targets for the market.
    • Lead, manage, and develop the Kenya sales and account management team to drive performance and meet commercial objectives.
    • Collaborate with the product team to identify market-specific product enhancements based on market needs and customer feedback.

    Customer Relationships & Partnerships:

    • Identify and cultivate strategic partnerships and key customers that will drive business growth.
    • Position Cellulant as a trusted partner in the payments ecosystem by building strong relationships with clients and stakeholders.
    • Manage payment method partners in the market ensuring the most favourable pricing and optimal transaction success rates.

    Regulatory Compliance:

    • Work closely with relevant regulatory bodies governing payment operations in Kenya.
    • Ensure that all activities comply with local regulatory requirements and global standards.

    Financial Oversight:

    • Collaborate with the finance and treasury teams to track key financial KPIs, including revenue, gross profit, EBITDA, receivables, payables, reconciliation, and settlement.
    • Ensure sound financial management practices in line with company policies.

    Technology & Product Delivery:

    • Partner with the technology team to ensure sufficient capacity to meet customer demands and deliver products on time.
    • Collaborate with the product team to define and refine product-market fit for all products offered by Cellulant in Kenya.

    HR & Administration:

    • Implement global HR policies in-country, ensuring any deviations are agreed upon with the group and adapted to local nuances.
    • Promote talent development and actively support performance management processes.

    Team Leadership & Development:

    • As the most senior person in the market, be a proactive and consistent messenger of the company’s vision and culture, at all times leading by example.
    • Lead and guide the sales team, ensuring business continuity and knowledge sharing across functions.
    • Foster a high-performing team culture by identifying and utilising team strengths and promoting career growth and skills development.
    • Support talent processes to retain top performers and ensure optimal team performance.

    Market Positioning & Revenue Growth:

    • Position Cellulant as the top payment service provider in Kenya.
    • Deliver targeted YoY revenue growth for the payments business.

    Qualifications & Experience:

    • Bachelor’s degree in Business, Technology, or a related field. A finance degree is a plus.
    • At least 10 years of progressive experience in fintech, payments, digital banking or B2B sales, with a proven track record of commercial scaling.
    • Experience leading enterprise sales teams and managing large accounts.
    • Strong understanding of the payments ecosystem and SaaS business models.
    • Technical product sales experience is highly desirable.
    • Proven experience in working with C-suite leaders and large-scale ecosystems.

    Skills & Attributes:

    • Strong leadership and negotiation skills.
    • Ability to communicate simply and clearly across multiple functions.
    • Capable of driving revenue through commercial initiatives.
    • Adept at managing multiple deliverables and deadlines.
    • Critical thinker with an entrepreneurial mindset and adaptability.
    • Collaborative, empathetic, and able to influence others.

    Personal Attributes:

    • Learning agility, curiosity, and adaptability.
    • Ability to handle ambiguity and make decisions with limited information.
    • High drive and a need for achievement, coupled with a tolerance for risk-taking.

    Method of Application

    Use the link(s) below to apply on company website.

     

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