Manager: Partner Acquisition at Airtel Tanzania

At Airtel Africa, we act with passion, energy, and a can-do attitude. Innovation with an entrepreneurial spirit drive us. If you like “ordinary”, then we are not for you.

We champion diversity. We anticipate, adapt, and deliver solutions that enrich the lives of communities we serve. we roll up our sleeves to win with our customers.

By choosing Airtel, you choose to be part of a winning team. All this in addition to a brilliant opportunity to build a career in your field of expertise, across our different operating companies in Africa.

Airtel Africa is proud to be an equal opportunity employer and remain fully committed to diversity and inclusion in the workplace.

Responsibilities

Establish the business development strategic direction while identifying and tapping into opportunities for Airtel Money enterprise products

• Grow Airtel Money’s revenues, transactions share, customer market share and margins in Customer to Business (C2B), Business to Customer (B2C), Business to Business (B2B) and any other relevant products to achieve Airtel’s ambitious growth.
• Manage the end-to-end business development process for all opportunities including initial customer communication, on-site presentations, Request for Information (RFI) response, multi-day customer workshops, Request for Proposal (RFP) submission, negotiation and deal signing.
• Review existing products and services regularly to improve enterprise customer experience and develop tactical plans to stimulate increased usage. 
• Prospect and acquire potential enterprises as strategic Airtel Money partners.
• Plan and coordinate the implementation of business plans and penetration of new opportunities.

Drive superior commercial results and financial returns.

• Ensure delivery of all financial targets including revenue & margin. Represent Airtel’s position and vision in Tanzania Corporate and Emerging market communities.
• Lead and drive engagement with the multi-level, cross-functional stakeholders – Airtel Group, Airtel Tanzania, Airtel Business to strengthen commercial and financial analysis in roadmap decision and implementing enterprise products & enablers.
• Develop the respective business cases required to approve the delivery of new products and services for the enterprise segment.
• Support the team’s market research and competitive positioning analysis together with Airtel Business sales, marketing and product development teams.
• Review and enhance the defined prices (tariffs) for new & existing products/ interconnect (inter-operability), international remittance and settlement for national &international agreements/ Value Added Services/Bundling Products taking into account internal costs, competition, regulation, and market constraints.
• Liaise with finance to negotiate pricing with vendors and revenue share with partners.
• Analyze market trends, technology trends in mobile financial services planning.

Oversee the development of a strong product strategy for the Airtel Money enterprise proposition.

• Lead the Airtel Money enterprise proposition for the growth of Airtel Money in Tanzania, including the management of commercial, contractual and regulatory work streams.
• Proactively research and investigate functionality suitable for the local market, understand prospective enterprise customers’ needs and discuss with key stakeholders to obtain buy-in and develop a strategic enterprise product proposal using all relevant information.
• Define use cases, product design and product requirements for customization to meet specific enterprise customer needs and liaise with the technical team to ensure correct implementation.
• Provide market feedback to Airtel leadership regarding competitive offerings, prospect needs and generate product development ideas.
• Work with the Group and Tanzania teams and leadership to develop the relevant path to launch and scale (products & service, distribution, business processes, contracts, compliance).
• Work closely with marketing to identify appropriate go to market messaging for specific business sectors.
• Manage the Airtel Money enterprise services development roadmap working with all technical and commercial teams with the aim of launching approved services.
• Champion sales automation processes.
• Work together with business analysts and solution architects in order to design, configure and deliver the Airtel Money systems, products and services to meet customers’ requirements and deadlines, including 3rd line support for after sales service levels.

Forge strategic partnerships

• Work closely with Supply Chain Management to Prospect, Identify and acquire potential vendors, platform & service providers as strategic Airtel Money partners.
• Work out joint go-t0-market plans and set out clear KPIs for the identified suppliers while monitoring and evaluating performance.
• Manage an outsourced channel of business partners in order to expand penetration of our Airtel Money services including developing the sales and commission models used to incentivize and remunerate these partners.
• Develop a partners’ strategy and engagement model for Airtel Money.
• Maintain current knowledge of technologies, products, services, methods and applications and implement new approaches and practices as required through partners 

Coordinate effective internal and external operational support of Airtel Money enterprise customers 

• Develop service level agreements (SLAs) with internal shared services – Sales, Marketing, IT, Customer Service and Network sections and ensure adherence to the set standards.
• Track and monitor performance of shared services sections to ensure set targets are met, e.g. sales, marketing, usage and retention initiatives, advertising, sales, marketing technical support, supply chain, legal and regulatory and customer service.
• Develop service level agreements (SLAs) with external partners, integrators, aggregators and ensure adherence to the set standards and superior enterprise customer experience.

Team and stakeholder engagement

• Champion the development and maintenance of effective relationships with businesses/enterprises across Tanzania and beyond.
• Independently represent Airtel Money at industry events, including round tables, speaking forums and new business events.
• Manage a team of Business Development Executives to drive the increase of usage of Airtel Money products and services within the Enterprise, Banking, Business and Government sectors as well as into the development partner organizations such as NGOs and global donor agencies.
• Manage an outsourced channel of business partners in order to expand penetration of our Airtel Money services including developing the sales and commission models used to incentivize and remunerate these partners.
• Provide required product reports as input to the Airtel money weekly, monthly report, including roadmaps and performance against target dates.
• Undertake talent and performance management of the Airtel Money business development team.

Qualifications

Educational Requirements:

• Bachelor's in Marketing, Finance, Business, Sales, Commerce or Administration or Equivalent
• Master’s in business administration would be a preferred additional qualification.
• CIM qualification is an added advantage.
• Professional qualification: PRINCE 2 or PMP Certification

Relevant Experience

• 3-7 years relevant experience in a management role within an Enterprise Sales environment in Financial Services having been exposed to all disciplines. Mobile Money product experience preferred.