Director of Market Expansion

London

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Role Context 

 

WorldRemit has built a strong and effective team of business development professionals based in various locations around the world covering Africa, Latin America, Asia Pacific and the Middle East. The Commercial Team is responsible for several activities with the main focus being on expanding the network of pay-out correspondent partnerships; obtaining new regulatory licenses that allows WorldRemit to operate in new countries; launching and managing new markets.  The Director for Market Expansions will play a key role in driving activities for the commercial team and supporting business growth across each of these areas to achieve aggressive targets. 

 

The Director of Market Expansions will drive all aspects related to launching new international remittance markets, a highly prioritized company strategy goal.  In addition, the role will manage the relationships with key global partners and develop a best in class key accounts management practice to be rolled out throughout the global commercial team.  This is a newly created role particularly suited to someone with a proven track record in driving complex implementations across cross-functional teams, developing strong long-lasting relationships with clients and the ability to communicate and train others to achieve the same. 

 

Finally, WorldRemit is deeply proud of its goal to disrupt an incumbent industry, create commercial success and fulfill a broader social mission and this hire will fully embody this spirit.

 

Role Summary

 

Reporting to the VP Sales Effectiveness and Partner Management in London, the Director of Market Expansions will have responsibilities across three areas:

 

  1. Lead the launch of new international remittance markets

One of the key strategic priorities for WorldRemit is to continually expand the available send markets for our customers.  To achieve this, WorldRemit needs to obtain the necessary licenses in each country and efficiently launch our products and services.  This element of the role involves working closely with the team responsible for obtaining the licenses and identifying (in conjunction with the Country Directors) the key specific requirements for each country; aligning with various areas to build the requirements; preparing the launch plan; and project managing all aspects of the launch plan. These activities cut across almost every area in the organization and will provide a deep knowledge of how our business really works. 

 

  1. Manage global relationships

The Director of Market Expansion will maintain already established relationships with our key cross-regional correspondents.  The role will also create and implement a Strategic Account Plan for each partner, driving growth and marketing activities where we see opportunity, renegotiating deal terms and optimizing WorldRemit’s margins. 

 

  1. Build best in class key accounts management practice

In addition, the Director will produce a new Key Accounts Management Approach to be rolled out across the Commercial team as best practice.  This will involve:

  • setting up the benchmark for others to follow;
  • creating the Key Account Management Toolkit;
  • creating a new report to enable 360o view of the key accounts ;
  • and revamping our sales materials.

This is an exciting “blank page” opportunity for someone to imprint their own style and “evangelize” to the rest of the organization.

 

Summary of Key Responsibilities

 

  • Lead all aspects of the launch of a new market and be the key liaison for all areas of the organization: Legal, Compliance, Finance, Operations, Product, Engineering, etc. Taking this as an opportunity to understand how these areas work and to foster new relationships to achieve our company goals.
  • Bring continuous improvement, looking at different ways to accelerate our growth
  • Be the leader in developing a new way to manage key accounts
  • Create solid Key Account Plans and execute them
  • Create, communicate and train the Business Development team on this new best practice
  • Create toolkits, reports to monitor the key accounts
  • Revamp our sales pitch

Required Experience and Attributes

  • For the launch of new countries, you will need to be a natural project manager with a proven track-record in handling multiple cross-functional projects simultaneously and prioritizing conflicting demands. We are looking for someone who loves process and knows who to influence others to get things done!
  • Strong track record in managing and expanding key account relationships
  • Ideally you will have successfully led teams of account managers before
  • Ability to build strong, trusted relationships within the business development team and the wider business, as well as key external partners
  • Strong communicator both written and verbally
  • Highly organized, calm under pressure with a spring in their step
  • Proactive, results driven and just get things done!

 

Minimum requirements:

  • University degree
  • Strong project management skills
  • Fluent written & spoken English with excellent communication skills
  • Proven experience successfully managing and growing key accounts
  • Strong knowledge of Excel, Word and Power Point

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