Enterprise Acquisition Manager

15 hours ago

Nairobi, Nairobi Area, Kenya Airtel Africa Full time $900,000 - $1,200,000 per year

Job purpose

The job holder will be responsible for formulating and executing Airtel Money business development strategies, defining long, medium and short term organizational strategic goals. He/she will be instrumental in 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 duties and responsibilities

  • 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 Money's ambitious growth.
  • 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.
  • Support the OPCO's to 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.
  • Lead and drive engagement with the multi-level, cross-functional stakeholders to strengthen commercial and financial analysis in roadmap decision and implementing enterprise products & enablers.
  • Review and enhance the defined prices (tariffs) for new & existing products /Bundling Products taking into account internal costs, competition, regulation, and market constraints.
  • Support to negotiate pricing with vendors and revenue share with partners.
  • Lead the Airtel Money enterprise proposition for the growth of Airtel Money in Africa, including the management of commercial, contractual and regulatory work streams.
  • Work with the OPCO teams to develop the relevant path to launch and scale (distribution and business processes).
  • Work closely with marketing to identify appropriate go to market messaging for specific business sectors.
  • Manage a team of Business Development Executives to drive the increase of usage of Airtel Money products and services within the Enterprise Business and Government sectors as well as into the development partner organizations such as NGOs and global donor agencies.
  • Prospect and acquire potential enterprises as strategic Airtel Money partners.
  • Plan and coordinate the implementation of business plans and penetration of new opportunities.

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