About the Role
The Head of Business, Kenya is the most senior commercial leader in Moniepoint Kenya. You report directly to the Country CEO and own everything related to customer satisfaction, market share, revenue and costs. This is a true general management role on the commercial side: you set strategy, build and run the team, manage the full product portfolio commercially, and are directly accountable for Kenya's business results.
You will lead a team of Business Leads, each owning a specific product line. Each Business Lead is responsible for the full commercial lifecycle of their product: go-to-market, customer acquisition, customer satisfaction, and P&L performance. The products you will manage across this structure include payment acceptance (merchant acquiring), payment issuing, lending, savings and deposit mobilisation, and card issuing. As Moniepoint Kenya grows, new product lines will be added to this portfolio and new Business Leads hired to own them. The Head of Business is accountable for the collective performance of all these product businesses, and for ensuring each Business Lead has the strategy, resources, and support to win in their segment.
Responsibilities
- OKR Ownership: Own Kenya's commercial OKRs, focusing on customer satisfaction, market share, and profit.
- Portfolio Strategy: Define market-winning strategies, set product portfolio priorities, and ensure organizational accountability.
- Team Leadership: Manage and develop a team of Business Leads, guiding their goal setting and performance reviews.
- LOB Management: Ensure Business Leads operate effectively across payment acceptance, lending, savings, card and payment issuing.
- GTM Strategy: Define go-to-market strategies based on deep customer and competitive analysis in Kenya.
- Competitive Intelligence: Analyze competitors to identify white spaces and develop a durable winning playbook.
- Growth Marketing: Drive customer acquisition, retention, and engagement, including merchant and SME strategies.
- LTV Optimization: Build cross-sell and upsell programs to maximize customer lifetime value.
- Partnership Management: Manage partnerships with agent networks, aggregators, B2B channels, and integration partners.
- Commercial Operations: Run the commercial operations with discipline, as the primary owner of data analytics, dashboards, and evidence-based decision-making.
Experience & Background
- P&L Management: 10 to 20 years of professional experience, including owning a P&L in a senior capacity.
- People Leadership: Proven leadership of large, multi-functional teams in commercial roles.
- Tech Sector Exposure: Experience working within a technology company; fintech or digital financial services preferred.
- Regional Expertise: Direct exposure to Kenyan or East African markets strongly preferred.
- Growth Tracking: Demonstrated success in driving scaled commercial growth in competitive markets.
- Industry Flexibility: A background in traditional banking is not required.
Skills & Competencies
- Entrepreneurial Mindset: Owns outcomes, moves with urgency, and is deeply accountable for results.
- First-Principles Thinker: Builds strategies based on a deep understanding of local nuances, not borrowed playbooks.
- Highly Analytical: Skilled in data analysis, signal-to-noise separation, and making evidence-based decisions.
- Agility in Ambiguity: Quick to read situations and manage uncertainty effectively.
- High-Performance Leadership: Builds a strong commercial culture, hires well, and effectively coaches teams.
- Talent Management: Supports and develops senior Business Leads to exceptionally high performance standards.
- Intellectual Horsepower: Driven and capable of winning in highly demanding markets.
What Success Looks Like in This Role
- Target Achievement: Meeting or exceeding commercial OKRs for customer satisfaction, market share, and profit.
- Data-Driven Foundations: Building a solid commercial framework grounded in clear evidence and insights.
- Competitive Advantage: Creating a durable competitive advantage against local banks, mobile money, and challenger brands.
- Operational Effectiveness: Ensuring all product lines operate efficiently and hit their respective lifecycle goals.
