General Manager : Fintech Business Development and Expansion at MTN

Key Performance Areas: Core, essential responsibilities / outputs of the position (KPA's)
Strategy Development and Implementation

• Lead the creation of the sub-functional strategy in line with the overarching business goals
• Ensure effective implementation of the strategy by means of providing direction, structure, frameworks, models, plans and roadmaps
• Oversee regular review of the functional strategy and roadmap to ensure its alignment with the changing dynamics of the internal and external ecosystem
• Together with key stakeholders and strategic partners, analyse the technological, business, and competitive landscape to support development of an effective Business Development strategy
• Strategic responsibilities include contributing to the product strategy and product roadmap for International Payments

Staff Leadership and Management

• Build and manage a high performing team by providing leadership, role clarity, training and career development
• Build and manage a high-performance team of both market & opportunities exploration and Project Management Experts
• Continually develop a culture of strong collaboration and effective team working
• Ensure open communication channels with staff and implement change management interventions where necessary
• Provide definition of roles, responsibilities, individual goals and performance objectives for the team
• Set KPIs and provide regular performance feedback through a well-defined and implemented performance review program
• Develop and implement a training plan in order to build and develop skills within the team
• Encourage knowledge transfer through the implementation of a knowledge transfer plan and drive continuous improvement philosophy through the knowledge transfer plan
• Performance manage resources in accordance with HR policy and legislation where necessary
• Actively participate in leadership team and develop skills of own team
• Promote a ‘Finco centric’ and ‘partnership approach’ to develop strong relationships with other working groups and ensure adherence to Group governance

Operational Delivery

Functional Leadership:

As the functional leader of the Fintech Business Development & Expansion vertical, the General Manager is accountable to:

• Establish, monitor and align the direction, strategy and results of the function collectively and as individual work areas
• Lead and drive an integrated solution development and problem-solving philosophy within the function
• Lead all new partnership and business development initiatives
• Monitor true-value metrics to measure the impact and benefit of the function to Group Finco
• Drive continuous improvement across the function

Delivery Leadership:

As the delivery leader of the Fintech Business Development & Expansion vertical, the General Manager is accountable for the following work area outcomes

• Lead the identification and viability analysis of new market entry, new products and business opportunities including those presented by potential partners
• Provide guidance and advice in exploring M&A, Joint Venture deals and Partnership opportunities as required
• Ensure the setting up and monetization of strategic deals through global partnerships, joint ventures, funding partners, local partners and sales channels (financial services)
• Ensure strategy & plans execution through the Opcos and the PMO team
• Lead the due dilligence, market analysis, value case, value proposition and business case development to be presented to senior leadership for approval
• Design & oversee the building of the International Payments product / service offerings that adequately meet the needs of Finco’s clients and customers
• Collaborate and interface with product owners, key stakeholders, and programs for relevant strategy development
• Identify, generate, and manage strategic partnerships from start to execution
• Develop unique GTM strategies for existing and new product or new market
• Identify new prospective opportunities & partnerships, track and diligently follow up all prospects to continually feed the Business Development pipeline
• Develop and maintain bank of sources and contacts that support opportunities identification and development
• Ensure relevant leads and opportunities are captured ahead of competitors, ensuring the competitive advantage of Group Finco
• Put the right risk mitigation framework in place to ensure protection of the identified business opportunities identified
• Obtain buy in from the Executive team to give priority to proposed ventures and allocate the necessary resources to secure contractual agreements with strategic partners
• Maintain close relationships with all the relevant international stakeholders, to ensure that Group Finco is well positioned to harness the opportunities created in new/existing territories
• Provide guidance to management on new Business Development opportunities, aligned to either the current business verticals or new business opportunities in new product/service offerings or markets
• Develop and Review business cases for new strategic partnerships and alliances
• Negotiate and be responsible for all contracts, closely following all established ways of working and protocols
• Develop the identified strategic synergies within the Fintech business & each product vertical

Governance

Strategic Meetings

• Hold strategic meetings, ensure relevant participation, and provide guidance and input in the various discussions.
• Drive adequate risk mitigation and controls and elicit inputs from relevant parties
• Provide relevant budget for internal projects
• Prepare proposal on change initiatives, policies and procedures

Escalations

• Escalate issues that will result in severe time, scope, productivity, and cost or resource impact
• Manage and provide solutions to escalations that have multiple processes / functions impact on critical path of service delivery

Function Tactical

• Review all projects initiated (internal or global)
• Review and finalise objectives, targets, and budgets as applicable
• Review key risks, issues and dependencies and set mitigation actions
• Develop and manage budgets
• Sign-off / make decisions regarding tactical changes
• Chair tactical meetings

Performance

• Monitor performance and alignment with Group Finco global strategy
• Monitor & drive performances of Opcos with regard to BD and Project Execution
• Ensure alignment between other functions within Group Finco teams

Reporting

• Report on a periodic basis to the Executive: Remittance & Fintech Business Development relating to progress made within the function and in accordance with the measurement metrics set by the organisation
• Report on an ad hoc basis on specific projects, as required

Budgets

• Develop and manage function’s budgets in line with business objectives
• Develop and manage project initiative budgets in line with business objectives
• Ensure that the cost of operations are reduced, in line with a least cost operating strategy stemming from the business drivers

Collaboration (Formal and Informal Relationships)

Responsibility towards: 

• Key Internal stakeholders:
• Executive team
• Business / Product verticals in Group Finco
• Group Finco Support functions
• Opcos
• Governance Forums

Key External stakeholders:

• Clients /Partners
• Technological & Operational providers
• Commercial and Strategic partners

Job Requirements (Education, Experience and Competencies)
Education:

• Minimum of 4-year tertiary degree (Business Management / Administration / Development, Marketing, Finance, or related field)
• MBA or Masters (advantageous)

Experience:

• Minimum of 10-12 years post qualification experience with a Global Brand plus at least 4 years in Fintech / banking industry /financial sector
• At least 7 years’ experience in business development, sales, client relations management
• Experience in partnership management, strategy key account management, M&A operations is a plus
• Senior management track record of 5 years or more; with at least 3 years in relevant sector/ industry as per relevant role
• Excellent understanding and knowledge of Fintech/Banking products & services
• Excellent understanding of business development, sales and client relations methods, techniques, and best practices
• Experience in supporting, influencing and committing different operations towards specific business strategy & plans
• Understanding emerging markets advantageous
• Worked across diverse cultures and geographies
• Pan Africa multi-cultural experience is advantageous
• Entrepreneurial spirit, self-driven and ability to motivate a fast-paced team
• Attitude of Innovation, inventiveness and thought leadership
• Abreast of global mind-set and best practice
• Willing and flexible to travel within Africa and Middle East
• English speaker. French, Portuguese, Zulu, Swahili, and other African languages a plus

Competencies:

Functional Knowledge:

• Fintech Products & Ecosystem
• Business Development
• Partnerships & Alliances
• Client relationship management
• Business market strategy
• Market Entry Strategy
• GTM
• Mergers & Acquisitions / Deal Advisory
• Business Case Development & Analysis
• Value Proposition Development
• International Payments and Transfers
• Project Management
• Product Development & Management

Skills

• Business Acumen
• Analytics and Interpretation
• Strategic Thinking
• Organizational Agility
• Digital mind-set
• Dealing with ambiguity and complexity
• Decision Making
• Conflict Management
• Negotiation
• Financial and Numerical
• Project Management
• People Management
• Executive Presentation

Behavioural Qualities

• Adaptable
• Complete candour
• Culturally aware
• Emotional Maturity
• Innovation
• Integrity
• Leadership
• Team Player

Location: 16 14th Avenue Fairland Roodepoort Gauteng South Africa 2195