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Head, Business Development & Partnerships at Mahindra Comviva

Job purpose

The Alliance & Partnership Manager must be able to achieve personal revenue goals by deepening existing relationships in business and acquire new business by utilizing effective sales and accounts management techniques, leveraging on solutions offering and infrastructure. The individual is also responsible for securing alliances and partnerships with targeted stakeholders to grow and enhance differentiation in the market place.




Key responsibilities

The essential functions of the job include the following, others may be assigned:

  • Identify sectoral opportunities that best utilize the company’s infrastructure to meet customer requirements and managing the accounts of existing customers
  • Responsible for portfolio growth in identified sectors and client segments through a series of aggressive acquisition, sales and relationship management activities
  • Attend to new/potential customer enquiries, communicate proactively with the customers on business issues and opportunities
  • Develop and implement strategic plans for new program requirements and design solutions for acquiring, growing and retaining business
  • Drive root cause analysis/corrective action process to ensure improving service levels on solutions
  • Ensure appropriate merchant metrics are generated, data is accurate and reporting
  • Identifies, conducts and/or coordinates business/financial analysis to support the transaction process
  • lead negotiation with partners and vendors to achieve optimum benefits



Business Expansion

· Identification of new growth platforms and market opportunities

· Through research, introduce new ideas in the form of new products, services or improvements Identification of new growth platforms and market opportunities

· Identification of new platforms and market opportunities for collections and payments

· Develop business cases related to new projects/business models that are aimed at improving business performance.


Strategic Partnerships


· Identify and harness opportunities for Strategic partnerships with Industry stakeholders.

· Conceptualise and develop framework for the implementation of strategic partnership opportunities.

· Implement the roll-out and go-to-market plan of the identified strategic opportunities


Effective Product Management

· Proactively drives the development of alliances and partnerships for the provision of targeted solutions.

· Proactively drives alignment to ensure business strategy

· Delivery of effective work programs and schemes to deepen the penetration into the business and customer segments.

Stakeholder Management

· Maintains a visible and active presence across the value chain

· Implements relationship platforms that support teams to rollout solutions, which in turn attract new business and grow market share

· Fosters a team approach by actively building strong relationships with key stakeholders in to ensure synergies and teamwork needed to optimize revenue growth and profitability

· Ability to influence across all relevant functions is vital for the successful co-ordination and integration of product development and management activities.

People management

· Builds a strong, professional, capable team that is able to engage across a wide range of stakeholders, both business and technical through highly ambiguous circumstances

· Provides direction, clarity and accountability to the team to deliver on business objectives

  • Responsible for inspiring, motivating, leading and managing the team
  • Creates an environment in which learning and development are emphasised and valued
  • Takes personal responsibility for coaching and mentoring others
  • Encourages team members to express their views, resolves issues raised by the team, escalates issues if required, and provides feedback to teams on an ongoing basis.
  • Monitors and manages the performance and development of staff within the area.

Key performance measures

· Overall achievement of economic and accounting profit indices

· Increased growth in the market share

· Operating expenses within budget

· Operational and risk management

· Effective interface and relationship management with all players within the value chain

· Achievement of SLAs within value chain partners at all key interfaces

· Development of relevant and effective solutions for customer requirements. Enhanced customer experience.

· Visible image and thought leadership brand in the market

· Good quality relationships with suppliers, clients, and external stakeholders

· Achievement of Customer Experience targets

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