Key Account Manager – Government, NGOs & FBOs (Faith-Based Organizations)

Job Title: Key Account Manager – Government, NGOs & FBOs (Faith-Based Organizations)

Reporting to: Senior Manager – Enterprise Sales

Division – Commercial Operations

Mission/ Core purpose of the Job 

To drive sustainable revenue growth, customer acquisition, and strategic partnerships within the Government, Non-Governmental Organizations (NGOs), Development Partners, and Faith-Based Organizations (FBOs) sectors by developing sector-specific strategies, managing strategic accounts, expanding penetration of MTN Mobile Money solutions, and delivering exceptional customer value. The role is responsible for growing market share, increasing wallet penetration, and positioning MTN Mobile Money as the preferred digital financial services partner for public sector and development institutions.

Main Job Functions:

Key Deliverables

1. Sector Strategy and Business Development

• Develop and execute the Government, NGO and FBO sector strategy aligned to MTN Mobile Money’s commercial objectives.
• Identify emerging opportunities within Ministries, Departments and Agencies (MDAs), Local Governments, NGOs, UN agencies, development partners, donor-funded projects and Faith-Based Organizations.
• Build and execute strategic account plans for key institutions.
• Identify, qualify and acquire new high-value customers and strategic partnerships.
• Position MTN Mobile Money solutions within public sector digital transformation and financial inclusion initiatives.
• Deliver revenue, transaction value and profitability targets for the assigned portfolio.
• Grow customer value through increased adoption of MTN Mobile Money products and services.
• Expand share of wallet through cross-selling and upselling of MoMo:
  • Enterprise Collections
  • Enterprise Bulk Payments
  • Merchant Payments
  • API integrations
  • Loans & Savings solutions
  • Any new wallet solutions

2. Revenue Growth and Share of Wallet Expansion

• Deliver revenue, transaction value and profitability targets for the assigned portfolio.
• Grow customer value through increased adoption of MTN Mobile Money products and services.
• Expand share of wallet through cross-selling and upselling of MoMo:
  • Enterprise Collections
  • Enterprise Bulk Payments
  • Merchant Payments
  • API integrations
  • Loans & Savings solutions
  • Any new wallet solutions
• Identify new revenue streams across assigned institutions.

3. Customer Relationship Management, Retention and Advocacy

• Develop executive-level relationships with Permanent Secretaries, Accounting Officers, Chief Finance Officers, Procurement Heads, Programme Directors, Development Partners and senior leadership within NGOs and FBOs.
• Conduct regular business reviews with strategic customers.
• Ensure high customer satisfaction and service excellence.
• Drive customer retention through proactive account management.
• Resolve customer issues through effective stakeholder coordination.
• Promote customer advocacy and reference relationships.
• Drive adoption of new MTN Mobile Money products across the assigned sector.
• Identify opportunities for digital transformation through Mobile Money solutions.
• Increase transaction volumes and product utilization.
• Promote digital payment migration initiatives.
• Support customer onboarding, training and change management.
• Monitor customer usage and recommend strategies to improve adoption.

4. New Product Adoption and Portfolio Penetration

• Drive adoption of new MTN Mobile Money products across the assigned sector.
• Identify opportunities for digital transformation through Mobile Money solutions.
• Increase transaction volumes and product utilization.
• Promote digital payment migration initiatives.
• Support customer onboarding, training and change management.
• Monitor customer usage and recommend strategies to improve adoption.

• ---

5. Stakeholder and Ecosystem Management

• Build strong relationships with:
  • Government Ministries
  • Regulatory agencies
  • Local Governments
  • Development Partners
  • NGOs
  • Faith-Based Organizations
  • Industry Associations
• Collaborate with internal stakeholders including:
  • Product
  • Technology
  • Legal
  • Compliance
  • Risk
  • Customer Experience
  • Operations
  • Marketing
• Support bid responses, RFPs and tender submissions.
• Represent MTN Mobile Money at sector engagements, conferences and industry forums.

6. Sales Performance and People Leadership

• Deliver assigned sales and commercial targets.
• Maintain a healthy sales pipeline through disciplined opportunity management.
• Accurately forecast sales performance.
• Coach and mentor junior sales team members where applicable.
• Promote a high-performance and customer-centric culture.
• Ensure CRM accuracy and adherence to sales governance processes.
• Revenue Growth
• Transaction Value Growth
• Gross Profit Achievement
• New Revenue Generated
• New Strategic Accounts Acquired
• Portfolio Retention Rate
• Share of Wallet Growth
• Product Penetration
• Customer Satisfaction (NPS/CSAT)
• Sales Pipeline Coverage
• Forecast Accuracy
• Tender Success Rate

Key Performance Indicators (KPIs)

• Revenue Growth
• Transaction Value Growth
• Gross Profit Achievement
• New Revenue Generated
• New Strategic Accounts Acquired
• Portfolio Retention Rate
• Share of Wallet Growth
• Product Penetration
• Customer Satisfaction (NPS/CSAT)
• Sales Pipeline Coverage
• Forecast Accuracy
• Tender Success Rate

Education:

• Bachelor’s degree in business administration, Commerce, Economics, Marketing, Finance, ICT or a related field.
• A postgraduate qualification is an added advantage.
• Minimum of 5–7 years’ experience in Enterprise Sales, Key Account Management, Business Development or Relationship Management.
• Experience managing customers within the Education, Health, ICT, Telecommunications, Financial Services or Media sectors.
• Experience in Digital Financial Services, Telecommunications, ICT, Banking or Fintech is highly preferred.
• Demonstrated success in enterprise solution selling and strategic account management.
• Experience managing complex sales cycles and commercial negotiations.

Experience:

Competencies:

Strategic & Commercial Competencies

• Strategic and Commercial Acumen
• Business Development
• Enterprise Sales Management
• Key Account Planning
• Revenue Growth Management
• Consultative and Solution Selling
• Opportunity and Pipeline Management
• Negotiation and Influencing
• Contract Management
• Bid and Proposal Management
• Strong understanding of payment ecosystems within Education, Health and Media sectors.
• Knowledge of tuition, school fees, healthcare billing and digital collections.
• Understanding of hospital and educational institution operating models.
• Knowledge of media monetization, subscription, advertising and digital payment models.
• Understanding of sector regulatory environments and digital transformation trends.
• Digital Financial Services
• Mobile Money Ecosystem
• Enterprise Payments and Collections
• Merchant Acquiring
• API Integrations
• CRM Systems (Salesforce or equivalent)
• Pipeline Management
• Sales Analytics
• Financial Analysis
• Presentation and Proposal Development
• Results-Oriented
• Customer-Centric
• Strategic Thinking
• Commercial Mindset
• Relationship Building & Networking
• Influencing & Negotiation
• Accountability & Ownership
• Collaboration & Teamwork
• Resilience & Adaptability
• Innovation & Continuous Improvement
• Leadership & People Development
• Integrity & Professionalism

Sector Knowledge

• Strong understanding of payment ecosystems within Education, Health and Media sectors.
• Knowledge of tuition, school fees, healthcare billing and digital collections.
• Understanding of hospital and educational institution operating models.
• Knowledge of media monetization, subscription, advertising and digital payment models.
• Understanding of sector regulatory environments and digital transformation trends.

Technical Competencies

• Digital Financial Services
• Mobile Money Ecosystem
• Enterprise Payments and Collections
• Merchant Acquiring
• API Integrations
• CRM Systems (Salesforce or equivalent)
• Pipeline Management
• Sales Analytics
• Financial Analysis
• Presentation and Proposal Development

Behavioural Competencies

• Results-Oriented
• Customer-Centric
• Strategic Thinking
• Commercial Mindset
• Relationship Building & Networking
• Influencing & Negotiation
• Accountability & Ownership
• Collaboration & Teamwork
• Resilience & Adaptability
• Innovation & Continuous Improvement
• Leadership & People Development
• Integrity & Professionalism

NB: Presentation of false academic documents and certification will lead to criminal prosecution. Any form of canvassing will lead to automatic disqualification. Should you not hear from us within fourteen (14) days from the closing date of this advertisement, you may consider your application to be unsuccessful.

Female candidates are strongly encouraged to apply.

CLICK HERE TO APPLY