Main Purpose

To create, develop and maintain customer accounts, new business opportunities, sell and promote the Payments’ products and services, and manage customer accounts in the defined geographical territory, so as to achieve the set customer, financial, internal and growth objectives.

Key Responsibilities

1. Customers

1.1 Maintains contact with customers ensuring products/services meet business needs

Target: Meet/call each customer/prospect at least once monthly

1.2 Conducts regular customer care meetings and maintains minutes

Target: Minutes of monthly meetings with all customers

1.3 Carries out regular contact to track satisfaction and build relations

Target: Number of customer interactions per month

1.4 Nurtures relationships at all levels including senior executives

Target: Number of customer interactions at senior level per month

1.5 Develops and maintains up-to-date competitor profile

Target: Competitor profile updated at least annually

1.6 Ensures familiarity with contractual obligations

Target: Deliveries within cost and time budget

1.7 Initiates and negotiates contract amendments for system capacity changes

Target: All system capacities as contracted

1.8 Ensures customer orders are fulfilled timeously

Target: 100% on-time fulfillment

1.9 Takes 100% ownership of customer accounts in defined territory

Target: Full accountability

2. Sales

2.1 Formulates sales plans to achieve sales objectives

Target: Pipeline size targets

2.2 Prepares proposals, tender responses, presentations and demonstrations

Target: % Close rate on sales

2.3 Negotiates sales deals with prospects

Target: Successful negotiations

2.4 Scans and analyses environment for competitor activities and trends

Target: Market intelligence reports

3. Financial

3.1 Prepares and submits sales budget inputs

Target: Timeous submission of budget inputs

3.2 Participates in establishment of periodic sales targets

Target: Agreed targets set

3.3 Takes total responsibility for achievement of sales revenue for defined territory

Target: Meeting of sales targets

4. Internal

4.1 Ensures proposals are vetted technically and financially before submission

Target: Accuracy of sales proposals

4.2 Maintains sales forecasts showing current status

Target: Salesforce Opportunities up to date

4.3 Maintains up-to-date customer prospect list with expected revenue

Target: Salesforce Opportunities up to date

4.4 Participates in regular sales and internal meetings

Target: Active participation

5. Supplier Relationship Management

5.1 Provides input into re-order and stock levels

Target: Product availability to meet customer demand

5.2 Recommends products based on customer requirements and market trends

Target: Optimal stock levels

5.3 Initiates strategic partnerships for increasing sales

Target: Partnership agreements executed

6. Channel Partnership Management

6.1 Identifies and recommends suitable channel partners

Target: Market coverage for company’s products and services

6.2 Draws up business, sales, and marketing plans with channel partners

Target: Joint business plans

6.3 Manages channel partner performance in assigned territory

Target: Rate of sales growth

Qualifications Required

Formal Qualification: Commercial Degree in Business Studies, Marketing, Economics or equivalent — Essential

Vocational Qualification: Relevant vocational certification — Desired

Experience: 6-8 years in payments solutions with proven innovation track record — Essential

Knowledge: Understanding of digital payment industry and operational capabilities — Essential

Skills Required

Excellent communication skills; both verbally and in writing — Essential
Ability to foster collaborative relationships — Essential
Ability to negotiate, interact and achieve targets — Essential
Ability to adapt to changing priorities and business needs — Essential
Results orientation — Essential

• Maintains contact with customers ensuring products/services meet business needs
• Conducts regular customer care meetings and maintains minutes
• Carries out regular contact to track satisfaction and build relations
• Nurtures relationships at all levels including senior executives
• Develops and maintains up-to-date competitor profile
• Ensures familiarity with contractual obligations
• Initiates and negotiates contract amendments for system capacity changes
• Ensures customer orders are fulfilled timeously
• Takes 100% ownership of customer accounts in defined territory
• Formulates sales plans to achieve sales objectives
• Prepares proposals, tender responses, presentations and demonstrations
• Negotiates sales deals with prospects
• Scans and analyses environment for competitor activities and trends
• Prepares and submits sales budget inputs
• Participates in establishment of periodic sales targets
• Takes total responsibility for achievement of sales revenue for defined territory
• Ensures proposals are vetted technically and financially before submission
• Maintains sales forecasts showing current status
• Maintains up-to-date customer prospect list with expected revenue
• Participates in regular sales and internal meetings
• Provides input into re-order and stock levels
• Recommends products based on customer requirements and market trends
• Initiates strategic partnerships for increasing sales
• Identifies and recommends suitable channel partners
• Draws up business, sales, and marketing plans with channel partners
• Manages channel partner performance in assigned territory

• Excellent communication skills; both verbally and in writing
• Ability to foster collaborative relationships
• Ability to negotiate, interact and achieve targets
• Ability to adapt to changing priorities and business needs
• Results orientation

• Commercial Degree in Business Studies, Marketing, Economics or equivalent
• Relevant vocational certification
• 6-8 years in payments solutions with proven innovation track record
• Understanding of digital payment industry and operational capabilities