Manager, Growth & Commercialization

KCB is seeking an experienced commercial and growth professional to join its Digital Financial Services (DFS) function as Manager, Growth & Commercialization. The role is responsible for driving sustainable growth, revenue generation, customer acquisition and product adoption across the Bank’s digital financial services portfolio.

The successful candidate will develop and execute commercial strategies that increase market share, transaction volumes and profitability. The position will also involve managing sales execution, developing strategic partnerships, maximizing customer value and working closely with business units to expand the Bank’s digital ecosystem.

Position: Manager, Growth & Commercialization
Department: Digital Financial Services (DFS)
Experience Required: Minimum 8 years

Responsibilities

Business Growth and Commercial Leadership

• Execute the DFS Commercialization and Growth strategy in line with the Bank's overall business and digital transformation objectives.

  

• Drive sustainable revenue growth across DFS products and channels.

• Increase customer acquisition, product adoption and transaction volumes.

  

• Identify new business opportunities, customer segments and value chains.

• Identify market expansion opportunities.

  

• Develop commercial plans, budgets, forecasts and growth targets.

• Establish and monitor strategic growth initiatives.

  

• Drive initiatives aimed at increasing market share and profitability.

Sales Management and Market Execution

• Manage sales execution for DFS products and services.

• Drive customer acquisition, onboarding, activation, engagement and retention through digital channels.

• Develop sales initiatives to increase active users and transaction volumes.

• Increase utilization of digital channels.

• Guide and train relationship and sales teams.

• Ensure effective execution of product launches and marketing campaigns.

• Implement customer activation programs.

Product Adoption and Revenue Growth

• Increase customer usage and transaction volumes across:

  • Mobile banking

  • Agency banking

  • Cards

  • Merchant payments

  • Digital payments

  • Other DFS solutions

• Drive migration from traditional banking channels to digital channels.

• Develop customer activation and retention strategies.

• Improve customer lifetime value.

• Establish initiatives that increase digital transaction revenues.

• Improve channel profitability.

• Monitor customer behavior and product utilization trends.

• Use customer insights to improve product adoption and commercial performance.

Ecosystem Development and Partnerships

• Develop and implement ecosystem banking and value chain strategies.

• Deepen customer relationships and identify new revenue opportunities.

• Expand KCB's digital distribution footprint through strategic partnerships.

• Develop relationships with:

  • Corporates

  • Fintechs

  • Merchants

  • Aggregators

  • Telecommunications companies

  • Other ecosystem partners

• Identify partnerships that support customer acquisition and transaction growth.

• Develop partnerships that support business expansion.

• Manage DFS customer promotion negotiations.

• Manage commercial partnerships supporting DFS growth objectives.

Cross-Selling and Customer Value Maximization

• Promote value-chain banking opportunities across key sectors and customer groups.

• Drive cross-selling opportunities across Retail Banking, SME Banking, Corporate Banking, Agency Banking, Merchant Payments and Digital Banking.

• Collaborate with business units to increase customer penetration and wallet share.

• Design customer engagement initiatives that increase product usage.

• Strengthen banking relationships with existing customers.

• Develop propositions tailored to specific customer segments and industry value chains.

Performance Management and Analytics

• Monitor DFS sales performance across regions, customer segments and product lines.

• Track performance against budgets, targets and business plans.

• Identify performance gaps and implement corrective actions.

• Use market intelligence and customer insights to identify growth opportunities.

• Apply analytics to improve commercial performance.

• Conduct profitability analysis.

• Conduct regular commercial performance reviews.

• Optimize resource allocation and investment decisions.

Stakeholder Management

• Work closely with Retail, Corporate, SME, Operations, Technology, Marketing, Risk and Finance teams.

• Serve as the key commercial interface between DFS and regional business teams.

• Build strong relationships with internal and external stakeholders.

• Support the achievement of strategic business objectives.

• Represent the DFS department in regional industry forums.

• Participate in innovation platforms and digital financial services initiatives.

Qualifications Required

Applicants should have:

• A Bachelor's degree in a business-related field, Banking, Finance or a related discipline.

• Professional qualifications such as CPA(T), Marketing, IT or related qualifications will be an added advantage.

• A Master's degree in Business Administration or a related field will be an added advantage.

Experience Required

Candidates should have:

• At least 8 years of cumulative professional experience.

• Strong experience in commercial management, business growth, sales, banking or digital financial services.

• Experience developing and executing growth strategies.

• Experience managing sales performance and customer acquisition.

• Experience in digital products, payments, banking channels or financial services would be advantageous.

• Experience developing and managing strategic partnerships.

• Experience using analytics and market intelligence to drive commercial decisions.

Skills and Competencies

The ideal candidate should demonstrate:

• Strong commercial and business development skills.

• Strategic growth and revenue management capabilities.

• Strong sales leadership skills.

• Customer acquisition and retention expertise.

• Knowledge of digital financial services and banking channels.

• Strong negotiation and partnership management skills.

• Excellent stakeholder management and communication skills.

• Strong analytical and financial management capabilities.

• Ability to identify and capitalize on new market opportunities.

• Strong leadership and team-development skills.

• Ability to manage multiple commercial initiatives and performance targets.

How to Apply

Interested and qualified candidates should submit their applications through the official KCB recruitment platform. Applicants should ensure that their applications clearly demonstrate their relevant qualifications, professional experience, commercial achievements and knowledge of digital financial services.

Final Thought

The Manager, Growth & Commercialization role offers an opportunity for a senior commercial professional to drive the expansion and profitability of digital financial services. Candidates with at least eight years of relevant experience and strong capabilities in business growth, sales, digital banking, partnerships and customer value management should consider applying for this opportunity.