Merchant Growth Executive: Business Segment at FNB South Africa

Job Description

• To translate strategies into actionable goals and execute relevant projects / initiatives aligned to strategic objectives with specific performance measures and control systems to track progress
• The Merchant Growth Executive: Business Segment is an executive leadership role within Merchant Services, accountable for driving distribution‑led growth across the Retail and Business Banking (RBB) segment.
• The core mandate of the role is to design, own, and execute a best‑in‑market merchant distribution strategy, spanning digital and physical channels, to materially grow the Volume of Active Merchant Accounts and to optimise profitability and utilisation of payment services per merchant.
• This role owns merchant distribution end‑to‑end—from strategy formulation through execution, optimisation, and performance management. The role will influence last‑mile delivery internally across Retail Banking and Business Banking channels and will own execution end‑to‑end with external distribution partners.
• The role is a member of the Merchant Services Executive Committee (Exco) and contributes directly to the broader Merchant Services business unit strategy and the RBB segment strategy.

Strategic Context

• Merchant growth is a critical enabler of the bank’s Retail and Business Banking ambition. This role ensures a coherent and scalable merchant distribution and sales capability across the full customer lifecycle:
• From starting a business in Retail Banking (sole proprietors operating from personal accounts),
• Through to formal Business Banking clients (registered PTYs with business accounts).
• The role ensures that merchant payment solutions are embedded at every stage of this journey, with consistent onboarding, sales enablement, and ongoing merchant support.

​​​​​​​Job Description

End‑to‑End Merchant Distribution Strategy

• Define and own a clear, best‑in‑market merchant distribution strategy covering:
• Digital channels (self‑service onboarding, embedded journeys, platforms, APIs)
• Physical channels (branches, field sales, relationship managers)
• Hybrid and emerging distribution models
• Determine optimal channel mix, coverage, and economics across merchant segments.
• Own distribution strategy from design through execution and optimisation, with clear performance measures.

​​​​​​​Internal Channel Enablement and Last‑Mile Influence

• Drive alignment across Retail Banking and Business Banking distribution channels.
• Influence and enable internal teams responsible for last‑mile delivery, including:
• Branch networks
• Business bankers
• Sales and onboarding teams
• Ensure merchant services are embedded into frontline customer conversations and journeys.
• Align incentives, enablement, tooling, and training to support merchant acquisition and activation.

​​​​​​​External Distribution and Partnerships

• Identify, structure, and scale external distribution partnerships to expand reach beyond internal channels.
• Own partnerships end‑to‑end, including:
• Commercial models and performance targets
• Governance and operating models
• Merchant ownership, experience, and economics
• Drive partnerships that create mutual value and accelerate merchant acquisition, activation, and transaction growth.

​​​​​​​Merchant Growth, Activation, and Utilisation

• Own merchant acquisition strategy with a clear focus on active merchants, not just signed accounts.
• Drive merchant activation and deeper usage of:
• Physical payment solutions (e.g. POS)
• Digital payment solutions (e‑commerce, online, mobile)
• Increase transaction frequency, volumes, and solution penetration per merchant.
• Ensure merchant propositions demonstrably help merchants grow their own businesses.

​​​​​​​Performance Management and Economics

• Define and manage performance against clear KPIs, including:
• Active merchant volumes
• Transaction volumes and utilisation
• Revenue and contribution per merchant
• Channel and partnership economics
• Continuously optimise distribution efficiency, cost‑to‑serve, and profitability.
• Use data and insight to refine strategy, prioritise segments, and scale what works.

​​​​​​​Executive Leadership and Strategic Contribution

• Actively contribute as a member of the Merchant Services Exco.

Shape and influence:

• Merchant Services business unit strategy
• Retail and Business Banking segment strategy
• Represent merchant growth and distribution priorities in enterprise‑wide forums.
• Provide thought leadership on merchant, payments, and distribution trends.

​​​​​​​People Leadership and Capability Building

• Lead a team of specialist sales and distribution professionals.
• Build a high‑performance culture focused on accountability, outcomes, and execution.
• Demonstrate strong people leadership through:
• Coaching and development
• Performance management
• Talent attraction and succession planning
• Scale organisational capability in line with growth ambition.

​​​​​​​Governance, Risk, and Compliance

• Ensure all distribution activities operate within regulatory, risk, and compliance frameworks.
• Partner with Risk, Compliance, and Operations to ensure scalable, safe growth.
• Maintain high standards of customer fairness, conduct, and operational integrity.

​​​​​​​Requirements:

Minimum Qualification

• Post-Matric qualification (preferred: Bachelor’s Degree)

Minimum Experience

Leadership experience (5+ years) in:

• Commercial and/or Retail growth
• Distribution, sales, or go‑to‑market leadership
• Proven track record of scaling customer‑facing businesses through multi‑channel distribution.
• Experience operating in complex, matrixed organisations and influencing without direct authority.

Desirable Experience

• Payments, merchant acquiring, fintech, platform, or ecosystem‑based business models
• Partnership‑led growth environments
• Retail and/or Business Banking exposure

​​​​​​​Leadership and Personal Attributes

• Strong & passionate strategic and commercial thinker with an execution bias
• Comfortable operating in ambiguity and driving outcomes through influence
• Partnership‑oriented, externally minded, and opportunity‑driven
• Customer‑centric with a clear understanding of merchant needs
• Data‑driven, outcome‑focused, and performance‑oriented
• Inclusive leader who builds strong, motivated teams

End Date: May 6, 2026