Nafasi ya kazi :- Manager_Merchant and Enterprise Acquisition at Airtel December 2025

Provide strategic leadership for Formal merchant and Enterprise acquisition to expand Airtel Money’s penetration

• Define and execute the national acquisition strategy for formal merchants and enterprise clients
• Identify and prioritize high value formal merchant segments and enterprise industries for onboarding
• Set zonal acquisition targets for formal merchants and enterprises and ensure consistent achievement
• Build a strong acquisition pipeline of enterprise accounts, corporate chains, and formal merchant outlets
• Lead field execution plans that accelerate Airtel Money penetration in Merchant and Enterprises sectors
• Conduct market mapping to identify gaps and opportunities across merchant and enterprise ecosystems
• Ensure all processes, documentation, and onboarding requirements for formal merchants and enterprises are adhered to

Drive strong commercial performance and revenue growth across the formal merchant and enterprise portfolio

• Achieve monthly and quarterly revenue targets for formal merchants and enterprise clients
• Monitor transaction growth (value, volume, activity) across the full merchant and enterprise portfolio
• Increase revenue share from key sectors such as retail, fuel, hospitality, corporates, and aggregators
• Identify underperforming merchants and enterprises and implement corrective actions
• Drive usage of Airtel Money payment solutions by formal merchants and enterprises, including C2B, B2B, and enterprise payouts. 
• Improve portfolio metrics such as ARPU, activity ratio, and transaction penetration for both merchant and enterprise layers.
• Support commercial analysis and pricing reviews to maximize revenue across merchant and enterprise categories.

Drive operational and commercial frameworks that support the success of formal merchants and enterprise clients

• Develop and implement national SOPs for managing formal merchants and enterprise operations
• Ensure all newly onboarded merchants and enterprises are activated, trained, and fully equipped to transact
• Establish and monitor performance dashboards for merchant and enterprise onboarding, activation, and usage
• Ensure fulfillment of commercial frameworks such as commission structures, enterprise agreements, and pricing policies
• Oversee accurate tagging, categorization, and system alignment for all merchant and enterprise accounts
• Lead zonal audits to confirm operational compliance across all formal merchants and enterprise partners
• Reduce onboarding TAT for both formal merchants and enterprise clients by optimizing workflows

Forge strategic partnerships

• Identify and develop partnerships with corporates, enterprises, fintech aggregators, and payment providers
• Negotiate commercial terms that support long term value for Airtel Money, merchants, and enterprises
• Facilitate integration of enterprise payment solutions (APIs, portals, bulk systems) for partner organizations
• Ensure partners meet performance KPIs for transaction volumes, uptime, and service quality
• Lead joint campaigns with partners to drive adoption among formal merchants and enterprise users
• Maintain strong relationships with industry bodies, business associations, and corporate networks
• Support the rollout of new features and innovations that add value to merchant and enterprise ecosystems

Ensure effective internal and external operational support for formal merchants and enterprise clients, including onboarding, SLAs, compliance, and ongoing performance management 

• Develop and monitor SLAs for onboarding, support, and issue resolution across formal merchants and enterprises
• Coordinate cross functional support with IT, CX, Compliance, Finance, and Network for enterprise and merchant operations
• Ensure timely provisioning of SIMs, terminals, provisioning codes, and system access for both client segments
• Resolve escalations for formal merchants and enterprises within agreed timelines
• Ensure compliant KYC, contract management, and documentation for merchant and enterprise accounts
• Track and close operational tickets from formal merchants and enterprise clients
• Improve service delivery processes to enhance satisfaction and retention for both segments
• Monitor uptime of enterprise integrations and merchant transaction systems

Team and stakeholder engagement

• Recruit, coach, and supervise zonal teams managing formal merchant and enterprise acquisition and performance
• Set clear performance KPIs aligned to merchant and enterprise growth objectives
• Conduct weekly and monthly business reviews focused on merchant and enterprise portfolios
• Support cross functional collaboration with Airtel Business, Marketing, Sales, Finance, IT, CX, and Compliance teams
• Build capability through training on merchant management, enterprise sales, product knowledge, and digital tools
• Represent Airtel Money in enterprise stakeholder meetings, industry forums, and external engagements
• Drive a culture of accountability, compliance, and customer centricity across all teams
   

Educational Qualifications

• Bachelors in Marketing, Finance , IT,  Business, Sales, Commerce or Administration or Equivalent
• Master’s in business administration would be a preferred additional qualification.
• CIM qualification is an added advantage
• Professional qualification: PRINCE 2 or PMP Certification

Relevant Experience

• 3–7 years’ experience in a management role within merchant acquisition, enterprise sales, or financial services, with strong exposure to formal merchant and enterprise client management. 
• Experience in Mobile Money or digital payments is highly preferred