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JOB DESCRIPTION
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Job Title: Partnership Development Manager
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Proposed Job Level: Assistant Manager
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Function: Airtel Money
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Location: Kigali, Rwanda
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Reporting to: Managing Director – Airtel Money
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Purpose of the Job (Brief)
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The role holder will be responsible for acquisition of bulk accounts, billers and merchants, onboarding them full and offering key account management with the support of the back-end team. He/she will also support Enterprise sales team with activities aimed at increasing customer acquisition on payment portfolio as well as partner retention and growing transactional values and volumes of Airtel Money for enterprise customers.
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Deliverables (Maximum 5-6 key responsibilities)
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Expected Key Results
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Activities (Detailed KPIs)
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1. Acquisition and achievement of the desired revenue from Bill payment, Advanced Services transactions, Bulk payment and Business to Business transactions
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- Acquire new partners to increase transactional revenues.
- Propose new service to enhance Airtel money eco system to realize revenue.
- Coordinate with operations and technical teams to ensure timely rollout for partners.
- Analyze partner needs to provide innovate solutions.
- Manage team results so as exceed targets set on the budgets for each revenue bucket.
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2.Training of external customers
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- End to end training on AM system and products to newly acquired merchants
- On site visits to High Value Enterprise customers for training support.
- Conduct impact analysis through post training evaluation to assess training effectiveness and to identify training gaps based on training objectives.
- Participate in Consumer education /AIRTEL MONEY Agents Forums, PR events aimed at increasing corporate customer and merchant’s education, conferences and Expos.
- Preparation of Educational agents & partners materials such as SMS broadcasts and bulletins.
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3.Planning and Support.
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- Manage Client requests for Information on Airtel Money Enterprise Collections, Disbursement and Mobile Banking partnerships.
- Manage Lead generation database from various sources and assigning to the relevant teams for action
- Co-ordinate Marketing activity including poster/ dangler/ sticker distribution to newly acquired merchant accounts and other above the line or below the line activity; and including working with internal and external teams to execute marketing objectives.
- Support the Airtel Money Enterprise team on customer support issues like reversals and resending of transactions, managing downtimes and escalation to then Airtel Money Support function for customer issues beyond rights given.
- Assist in management of AM Enterprise projects under any one of the Business Development Managers.
- Activating Merchant Accounts on AM Admin interphase and resolving enterprise customer issues with reference to this tool. Co-ordinate with AM compliance to ensure that applications have met minimum account set up requirements.
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4.Usage & retention to ensure increase in revenue earning customers
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- Developing customer intimacy by conducting health checks on Airtel Money Enterprise Customers via phone and/or personal visits
- Making sure that on boarded customers are using the eValue in their Enterprise Accounts to reduce decrement
- Relationship management and partner satisfaction attainment.
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5. Reporting
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- Develop service level agreements (SLAs) with internal shared services – Sales, Marketing, IT, Customer Service and Network sections and ensure adherence to the set standards.
- Ensure weekly reports are submitted on time and work on any other reports as may be required as per the set timeline
- Manage Daily Reports on Airtel Money Enterprise Collections, Disbursements and Mobile Banking. To ensure qualitative and quantitative aspects of weekly performances are incorporated.
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6.Stakeholder Engagement
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- Engage with cross functional stakeholders internal and external in carrying out the daily operations to ensure effective communication and update on all the activities.
- Participate in testing in case of any partner related process improvements or changes.
- Keep all relevant people informed of progress in work, presents complex information and concepts in a way which is simple to understand.
- Assist in driving and supporting the initiative of Anti Money Laundering/Countering Financing of Terrorism (AML/CFT) framework by being aware and adhering to the institution’s AML/CFT policies and procedures.
- Adhering to the institution’s Know Your Customer (KYC), Customer Due Diligence (CDD) measures when engaging with all categories of customers and partners.
- Report to the Money Laundering Reporting Officer (MLRO)/ compliance team any suspicious registration or transaction for further actions.
- Comply fully with all anti‐money laundering policies and procedures in respect of customer identification, account monitoring, record keeping and reporting.
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Demonstrate (Key competencies)
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Key Performance Indicators:
- Airtel Money enterprise products pipeline conversion, active customers, transaction volumes, transaction values and revenues.
- End-to-end business development and product management of Airtel Money enterprise products.
- Knowledge transfer of products to internal stakeholders as appropriate.
- Pilot of new product features to be carried out to agreed plans, and stakeholders updated.
- Agreed Airtel Money roadmap in place, reviewed at least quarterly with Group and internal stakeholders.
- Proactive communication for any product related issues.
- Preparing weekly reports and monthly reports
- Business Review and Adhoc reports as may be required.
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Relevant experience and education:
- Bachelors in Marketing, Finance, Business, Sales, Commerce or Administration or Equivalent
- At least 3 years of experience in corporate sales management
- Experience from financial and / or telecommunications industry will be an advantage.
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Dimensions
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Impact of position:
- Excellent Presentation skills
- Positive Attitude, Team player, Results oriented.
- Operational Excellence
- Business Know how
- Working with Change
- Project Management
- Excellent prioritizing planning and execution skills.
- Business Development Experience
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