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Job Title
Manager, Sales and Business DevelopmentOverview
Mastercard Labs for Financial Inclusion was setup in 2015 with initial funding from Bill & Melinda Gates Foundation. Our mandate is to design products focused on people living at the BOP that enables them to access relevant financial products, plan for the future, manage risk better and lead an empowered life. Toward this end the lab developed MFN, an Agricultural Market Place platform targeting Farmers, Buyers, Agents, and financial institutions
Mastercard Farmer Network (MFN) is a hosted platform that digitizes marketplaces, payments, workflows, and farmer financial histories within the agricultural sector, increasing farmer linkages to markets and formal financial services relevant to their broader needs and aspirations. The platform is currently being rolled out in Kenya, Tanzania, Uganda and India with potential to scale to the rest of Africa and other regions.
Job Summary
The Sales & Business Development Manager will be responsible for the execution of MFN Sales and Go-To-Market strategies across Kenya, Uganda and Tanzania. Specifically s/he will be responsible for identifying, onboarding and managing our Sales and Go to Market channels and/or partners ensuring that MFN has a sustainable commercial uptake in the target markets.
Responsibilities
1. Go to Market Channel identification and on boarding
o Support the Incubation Lead in development/Agree on annual sales targets with sales channels and get sign-off
o Support the Incubation Lead to ensure that the sales channels are properly trained
o Support the Incubation Lead to ensure that Mastercard-to-Channel and Channel-to-Customer commercial and contractual agreements are in place for all sales channels.
o Support the Incubation Lead to ensure that channel sales commission and incentive structures are in place in order to ensure a properly incentivised sales force.
o Support the Incubation Lead to ensure that all sales channels have the necessary business processes, support material and resources in place to enable and efficient and successful sales process.
2. Sales management
o Work with the Incubation Lead to establish and maintain business processes to secure an attractive sales pipeline from which pre-sales activities can be fed.
o Report to the Incubation Lead on weekly basis, progress made with the respective sales channels.
o Work with the respective sales channels to establish and maintain a steady and continuous deal flow.
o Accompany sales channel representatives to client sales meetings with the objective on-board them to MFN. Where necessary arrange and attend client meetings to gather requirements for the preparation of a proposal.
o Assist sales channels with the preparations of client proposals and quotations.
o Work with the Incubation Lead to establish and maintain MFN product commercials for all sales channels.
o Support the Incubation Lead Implement the Mastercard marketing strategy in East Africa for all channels and segments
o Effectively communicate the value of the Mastercard products, services and brand to our target markets and segments
o Support the Incubation Lead to maintain all Mastercard printed and electronic marketing material for direct-to-market and sales channel use.
3. Contracting management
o Work with sales channels to close (sign) contracts to the value of the agreed annual sales targets assigned to the respective channels
o Ensure that client contracts and the necessary back-to-back agreements with third party service providers are in place before we start with delivery of a contract.
o Ensure that the MasterCard receive a copy of the signed contract. Work with the Finance unit to prepare a monthly and/or milestone billing and payment budget for signed contracts.
4. Partner and Channel Support Management
o Responsible for supporting the partner or sales channel as per the agreement signed between Mastercard and the Partner Company or sales channel.
o Monitor partner or sales channel performance and report underperformance to the Incubation Lead
o Prepare and provide payment and/or invoice advice for processing by Finance.
o Maintain relationship with partner organisations to ensure that our brand is well represented.
o Contribute during the product roadmap design, prioritisation and delivery.
o Review proposals, commercials, quotations and contractual agreements and ensure Mastercard interest are protected in the contractual agreement with a client or a sales channel partner.
5. Perform other delegated duties including and not limited to –
o Drive development of market analysis and business case for MFN.
o Work with the Incubation Lead to provide product development roadmap based on market insights
o Assist the Incubation Lead in managing relationships with country level implementing partners
o Assist the Incubation Lead with strategic business development and business roadmap decisions;
o Assist in the management of stakeholder and inter-shareholder relationships;
o Understand country and industry specific regulatory framework, standards and legal requirements and assist management to manage business risks accordingly.
o Travel extensively (locally and abroad) for work purposes.
Key Skills/Experience
• Excellent leadership , stakeholders management and relationship building skills
• Demonstrated experience in sales and business development on Mobile technology for Agriculture in Africa and/or India
• Experience in Agribusiness engagement
• Ability to speak Swahili and English fluently
• Basic knowledge of web applications and IT systems
• Excellent Communication, presentation, Analytical and writing skills
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