Vice President: Financial Institutions

ABOUT CELLULANT

Cellulant is a pioneering B2B payments technology company based in Africa that powers payment processing for thousands of businesses.

Through a single, simple connection, our payment platform - Tingg - enables businesses to disburse funds and manage their offline or online collections while allowing their customers to pay via mobile money, local and international cards or direct bank payments.

With local acquiring in over 30 markets and supporting 300 payment methods, Cellulant processes over 240 million transactions annually for market leaders in various sectors such as Airlines, Telecoms, E-commerce, Ride-Hailing, Retail and Remittances.

Our Story:

Since our founding in 2003, Cellulant has evolved from a digital content provider into a leading payments platform with a presence in 35 African countries. For more than 20 years, we've built a robust network that integrates multiple payment methods, addressing the unique challenges of Africa's diverse payment landscape.

We began selling ringtones as a digital content business and quickly realised the need for a more streamlined way to manage payments. This realisation led us to develop a platform that initially allowed customers to check their bank balances and eventually evolved into a comprehensive payment solution. Our journey has seen us partner with more than 1000 businesses, including some of the largest banks and mobile money providers on the continent.

Throughout the years, we've continuously adapted and grown, leveraging our experiences to simplify payments for businesses and consumers alike. Today, Cellulant powers online and offline payment processing allowing businesses to collect payments, send payouts, and accelerate business growth. We're the payment fabric that makes interoperability possible and stitches Africa together for the global economy.

Our Vision:

To enable seamless payments across Africa for businesses, banks and consumers.

Read more about us and our leadership team .

JOB DESCRIPTION:

Location: Nairobi, Kenya
Reporting to: Group Chief Revenue Officer

Overview:

As the Country Manager for Cellulant in Kenya, you will be responsible for the strategic and commercial oversight of the country's business. This role requires leadership in managing operations, account management, sales, and supporting other functional areas as needed. You will work closely with key bank and merchant customers to position Cellulant as the leading payment service provider in Kenya.

Cellulant Kenya is regulated by the Central Bank of Kenya. The Cellulant Group has three business units, Checkout, Payout and Banking all of which have customers in Kenya and, indeed, are seeking to aggressively grow their customer base in this important market.

We are looking for a highly experienced Payments Leader who can develop and execute a market-winning strategy for Cellulant Kenya . The successful candidate is likely to be a senior leader in a Kenyan payments company, the head of digital banking for a Kenyan bank, or the Kenyan subsidiary of an international bank.

The role offers significant opportunities for career growth within the Cellulant Group.

Key Responsibilities:

1. Strategic Leadership & Commercial Growth:
   • Develop and execute a market-winning strategy, using your in-depth knowledge of payments and the Kenyan market, as well as important merchant, bank, and partner relationships.
   • Work collegiately with global sector leads for Checkout, Payout and Banking to grow these businesses within the market.
   • Oversee the country's operations, delivering exponential business and market share growth.
   • Achieve/exceed revenue and gross profit targets for the market.
   • Lead, manage, and develop the Kenya sales and account management team to drive performance and meet commercial objectives.
   • Collaborate with the product team to identify market-specific product enhancements based on market needs and customer feedback.
2. Customer Relationships & Partnerships:
   • Identify and cultivate strategic partnerships and key customers that will drive business growth.
   • Position Cellulant as a trusted partner in the payments ecosystem by building strong relationships with clients and stakeholders.
   • Manage payment method partners in the market ensuring the most favourable pricing and optimal transaction success rates.
3. Regulatory Compliance:
   • Work closely with relevant regulatory bodies governing payment operations in Kenya.
   • Ensure that all activities comply with local regulatory requirements and global standards.
4. Financial Oversight:
   • Collaborate with the finance and treasury teams to track key financial KPIs, including revenue, gross profit, EBITDA, receivables, payables, reconciliation, and settlement.
   • Ensure sound financial management practices in line with company policies.
5. Technology & Product Delivery:
   • Partner with the technology team to ensure sufficient capacity to meet customer demands and deliver products on time.
   • Collaborate with the product team to define and refine product-market fit for all products offered by Cellulant in Kenya.
6. HR & Administration:
   • Implement global HR policies in-country, ensuring any deviations are agreed upon with the group and adapted to local nuances.
   • Promote talent development and actively support performance management processes.
7. Team Leadership & Development:
   • As the most senior person in the market, be a proactive and consistent messenger of the company's vision and culture, at all times leading by example.
   • Lead and guide the sales team, ensuring business continuity and knowledge sharing across functions.
   • Foster a high-performing team culture by identifying and utilising team strengths and promoting career growth and skills development.
   • Support talent processes to retain top performers and ensure optimal team performance.
8. Market Positioning & Revenue Growth:
   • Position Cellulant as the top payment service provider in Kenya.
   • Deliver targeted YoY revenue growth for the payments business.

Qualifications & Experience:

• Bachelor's degree in Business, Technology, or a related field. A finance degree is a plus.
• At least 10 years of progressive experience in fintech, payments, digital banking or B2B sales, with a proven track record of commercial scaling.
• Experience leading enterprise sales teams and managing large accounts.
• Strong understanding of the payments ecosystem and SaaS business models.
• Technical product sales experience is highly desirable.
• Proven experience in working with C-suite leaders and large-scale ecosystems.

Skills & Attributes:

• Strong leadership and negotiation skills.
• Ability to communicate simply and clearly across multiple functions.
• Capable of driving revenue through commercial initiatives.
• Adept at managing multiple deliverables and deadlines.
• Critical thinker with an entrepreneurial mindset and adaptability.
• Collaborative, empathetic, and able to influence others.

Personal Attributes:

• Learning agility, curiosity, and adaptability.
• Ability to handle ambiguity and make decisions with limited information.
• High drive and a need for achievement, coupled with a tolerance for risk-taking.

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