1. Position in the Organization
The Head of Sales & Marketing is responsible for the commercial strategy of the organization and reports directly to the Management. You will oversee both sales and marketing departments, leading a team of sales professionals and marketing strategists to drive revenue growth and market expansion. You will work closely with cross-functional teams such as Product Management, Operations, and Customer Support to ensure that the sales and marketing strategies are fully aligned with the overall business objectives, especially within the Financial Services, Retail, and eCommerce sectors
2. Purpose of the Role
The Head of Sales & Marketing is responsible for developing and executing the organization’s commercial strategy. You will develop and implement comprehensive strategies that will drive new client acquisition, market share expansion, and revenue growth while enhancing brand visibility and positioning. The role requires a focus on both short-term sales targets and long-term market strategy, ensuring the company stays competitive and innovative in the fast-evolving payments landscape.
3. Key responsibilities
Developing and Executing the Commercial Strategy
- Develop and implement a robust sales strategy to achieve company targets for revenue and market share, focusing on payments solutions for Financial Services, Retail, and eCommerce.
- Lead the sales team in identifying and acquiring new clients, building and managing relationships with key stakeholders across various sectors.
- Oversee sales pipeline management, ensuring accurate forecasting and reporting.
Customer Acquisition and Retention
- Develop and implement strategies for acquiring new customers, both online and offline.
- Maximize the use of One2Pay among customers by driving more transactions across various groups and categories.
- Develop and implement a retention strategy to maintain customer loyalty and improve customer satisfaction.
- Oversee the development of integrated marketing campaigns, including digital marketing, content marketing, events, and PR, to support sales efforts.
- Ensure consistent brand messaging and positioning across all communication channels.
Partnerships and Procurement Deal
- Negotiate and finalize procurement deals with network partners in broad mobility services.
- Lead negotiations in making deals with resellers, such as leasing companies.
Analysis and Risk Management
- Conduct profitability analyses by user type.
- Manage credit risks by focusing on risk-mitigating factors.
Branding and Brand Experience
- Develop and execute branding and brand experience strategies.
- Ensure consistent and effective marketing communication, targeting both existing and new customers.
Product Management and Competitor Analysis
- Oversee product management and conduct competitor analyses to maintain the organization’s competitive edge.
Customer Insights and Reporting
- Prepare customer portfolio reports to gain insights into customer segments and their needs.
- Measure customer satisfaction using NPS scores and other relevant metrics.
Public Relations
- Act as the public face of the organization in PR activities.
- Develop and execute a PR plan to enhance the organization’s reputation and visibility.
Leadership
- Provide daily leadership to the commercial team, focusing on coaching, motivation, and performance management.
- Collaborate with the Head of Operations in the day-to-day business.
Reporting and Accountability
- Prepare monthly progress reports and discuss them with Management and other relevant stakeholders.
- Regularly coordinate with Finance and Operations to ensure an integrated approach to the commercial strategy.
4. Result Areas
Quantitative Result Areas
Revenue and Profit Margins
- Revenue Targets: Achieving specific revenue goals on a monthly, quarterly, or annual basis.
- Profit Margins: Improving or maintaining healthy profit margins through cost control and pricing optimization.
Market Share
- Increasing Market Share: Expanding the company’s market share relative to competitors.
Leads
- Number of Leads Generated
Retention Rate
- Retaining Existing Customers and Extending Customer Relationships
Team Productivity
- Sales per Employee
- Marketing Campaign Efficiency
Qualitative Result Areas
Leadership and Team Development
- Creating a Positive, Productive Work Environment and Motivating the Team
- Identifying Training Needs and Developing Employee Skills
Innovation in Sales and Marketing
- Developing New Strategies: Introducing innovative sales and marketing strategies to remain competitive.
- Ability to Adapt to Market Changes.
Customer Relationships and Satisfaction
- Maintaining and Strengthening Customer Relationships through Effective Communication and Service
- Increasing Customer Satisfaction through Quality Service and Support
Brand Positioning and Reputation
- Brand Awareness and Perception: Strengthening the brand’s position in the market and improving brand perception.
Public Relations and Communication
- Effectively Managing External Communication and PR Activities to Protect and Enhance the Company’s Reputation
Strategic Planning and Implementation
- Developing and Implementing a Clear Vision and Long-Term Objectives for Both Sales and Marketing
5. Competences
- Communication
- Leadership
- Accountability
- Decision making
- Critical Thinking
- Analyticial Skills
- Negotiation
- Diplomacy
- Visionary Thinking
- Data driven decision making
- Stakeholder management
- Client Relationship management
- Conflict resolution
6. Education and Experience
- A Bachelor’s degree in a relevant field (e.g., Commercial Economics, Business Administration, Marketing).
- Minimum of 5 years of experience in a commercial leadership role.
- Experience in both B2B and B2C marketing and sales.
- Proven experience in developing and executing commercial strategies.
