Partner Acquisition Manager at Airtel Tanzania Plc

Partner Acquisition Manager
Partner Acquisition Manager at Airtel Tanzania Plc July 2024
Airtel Tanzania PLC
is one of the leading providers of telecommunications and mobile money
services with operations across Tanzania. Headquartered in Dar es
Salaam, Airtel Tanzania ranks amongst the top 3 mobile services
providers in Tanzania in terms of subscribers. Airtel Tanzania offers an
integrated suite of telecommunications solutions to its subscribers,
including mobile voice, data services as well as mobile money services
both nationally and internationally. Airtel Tanzania aims to continue
providing a simple and intuitive customer experience through streamlined
customer journeys.

Airtel Tanzania PLC was launched in October
2001 and is Tanzania’s most innovative mobile phone operator, which has
introduced many “firsts” in the telecommunications sector.

Role Purpose
Responsible
for formulating and executing Airtel Money business development
strategies, defining long, medium, and short term organizational
strategic goals, building key enterprise customer relationships,
identifying business opportunities, development of a strong enterprise
product centered on customer needs and underpinned by strong commercial
analysis as well as developing the pipeline of new enterprise solutions

Key Responsibilities:
1.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), Mobile Banking, Savings & Loans, Airtel
  Money Card to unbanked customers 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

2.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.

3.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.

4.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

5.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

6.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

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Qualifications and Experience.
Educational Qualifications & Functional / Technical Skills

• Minimum of a Bachelor of in Business Administration, Finance, Sales, Commerce or Administration or Equivalent
• Masters in business administration would be a preferred additional qualification.
• CIM qualification is an added advantage
• Professional qualification: PRINCE 2 or PMP Certification

Relevant Experience

• 5-10
  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
• Excellent negotiation skills – proven track records of successfully pitching for new business.
• Strong personal communication and presentation skills – to establish interest, credibility and trust.
• Experience in responding to formal RFIs and RFPs for large brand businesses
• Ability to manage and track lead generation and sales pipeline.
• Strong and long-term relationships and referrals with senior management at businesses.
• Good business acumen and entrepreneurial-oriented philosophy

Other requirements (Behavioral etc.)

• Commercially astute
• Strategically oriented
• Putting customers first
• Performing through our people
• Delivering results Sets clear and challenging objectives
• Managing a changing environment
• Making a personal difference
• Communicating
  for impact – is clear and concise in written and spoken communication;
  keeps all relevant people informed of progress in work, presents complex
  information and concepts in a way which is simple to understand.

Deadline for receiving applications is 12th July 2024.
We
are an equal opportunity employer and value diversity. We therefore do
not discriminate against applicants on the basis of, among others, their
race, disability, their race, disability, religion or gender. All
employment opportunities are decided on the basis of qualifications,
merit and business need