Cellulant is a digital payments business. We run an ecosystem of consumers, merchants and banks in which we facilitate payments and build value through the value-added services we layer on top. In building this ecosystem we serve different types of customers with different products, in a range that includes mobile banking products, mobile credit products, US...
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- Open Jobs
- Senior Product Manager: Value Added Services
- Director Treasury Sales
- Method of Application
- Job TypeFull Time
- QualificationBA/BSc/HND
- Experience7 - 10 years
- LocationNairobi
- Job FieldProduct Management 
JOB DESCRIPTION:
Role Overview: We are seeking a Commercial & Integration Product Owner for VAS who will be responsible for overseeing the entire lifecycle of our VAS offerings, including Billers, Data & Airtime, and Messaging (USSD + SMS, Bulk and Single) and Data Monetization. This role combines strategic product ownership, commercial insight, and technical expertise to ensure that these products deliver exceptional value to both customers and the business.
As the owner of these products, you will define the vision, strategy, and roadmap while ensuring successful integration with both internal systems and external partners. You will also take an active role in presales conversations, helping acquire new business and expanding existing client relationships. You will work closely with cross-functional teams including engineering, sales, marketing, and customer support to ensure seamless product delivery and optimal customer experiences
Key Responsibilities:
Vision & Strategy Development:
- Lead the vision, strategy, and product roadmap for the Billers, Data & Airtime, and Messaging (USSD + SMS) and Data Monetization products, aligning with the overall company objectives and market demands.
- Identify opportunities for data-driven innovation and define strategies to monetize customer data responsibly and ethically, leveraging insights for business growth.
- Identify key growth opportunities for VAS offerings, using market insights, customer feedback, and competitor analysis to shape product features and value propositions.
- Stay ahead of industry trends and emerging technologies in the telecommunications and payments sectors, ensuring that our VAS offerings remain competitive and relevant.
- Define clear product goals and KPIs to measure success and ensure that products deliver value to both the business and customers.
2Commercial Ownership & Business Development:
- Own the commercial lifecycle of VAS products, from ideation through to delivery and ongoing optimization, ensuring alignment with customer needs and market demands.
- Lead presales conversations with potential clients, helping them understand the value of our VAS offerings (Billers, Data, Airtime, and Messaging) and data monetization, and tailor solutions to meet their specific requirements.
- Collaborate with the sales and business development teams to generate new business and expand our market share by identifying new opportunities for product adoption.
- Develop strong relationships with key stakeholders, including billers, telecom operators, and external vendors, ensuring product adoption and growth.
- Support the sales team by providing product knowledge and technical expertise during the presales process, contributing to the successful acquisition of new clients.
Integration Management:
- Oversee the integration of VAS products including data-driven platforms with client systems, telecom operators, and third-party platforms, ensuring seamless connectivity and high-quality service delivery.
- Ensure all technical requirements for integration are defined and met, working closely with engineering teams to ensure a smooth implementation process.
- Troubleshoot and resolve any integration issues during the onboarding process, providing guidance and support to clients and partners.
- Document integration best practices and maintain clear communication with clients and internal teams to ensure efficient and effective implementations.
Product Delivery & Cross-Functional Collaboration:
- Work with engineering teams to define product requirements, develop technical specifications, and ensure that VAS products are developed according to timelines and quality standards.
- Collaborate with marketing and customer support teams to ensure proper product positioning, user adoption, and customer education.
- Provide training to internal teams (sales, marketing, customer support) on the capabilities and data monetization solutions and benefits of VAS products to drive business success.
- Ensure that product documentation, including user guides and technical manuals, is clear, up-to-date, and accessible to internal and external stakeholders.
Performance Monitoring & Data Monetization:
- Monitor the performance of VAS products, analyzing usage patterns, customer feedback, and market data to identify areas for improvement.
- Use product performance metrics to continuously optimize the product suite, enhancing functionality and user experience.
- Collaborate with engineering to prioritize product enhancements and new features based on customer feedback and business priorities.
- Drive product adoption and customer retention by ensuring products are consistently aligned with customer needs and deliver measurable value
Risk Management & Compliance:
- Ensure all VAS products comply with industry regulations and standards, including data privacy, security, and telecommunications regulations.
- Work closely with legal, compliance, and security teams to address any regulatory or security concerns and ensure product compliance.
- Proactively identify and manage risks related to product performance, client integrations, and market dynamics.
Educational and Experience Requirements:
- Bachelor’s degree in Business, Engineering, Computer Science, Telecommunications, or a related field. Advanced degrees or relevant certifications are a plus.
- 7-10 years of experience in product management or product ownership, with a focus on Value-Added Services (VAS) in telecommunications, payments, or similar industries.
- Proven experience in managing presales conversations and acquiring new business, with a strong understanding of customer needs and how to provide tailored solutions.
- Expertise in managing the commercial and technical aspects of products like billers, data/airtime services, and messaging solutions (USSD, SMS)\and data-driven platforms.
- Experience working with telecom operators, third-party platforms, and integrating complex systems.
Skills & Expertise:
- Strong commercial acumen with the ability to define product strategy, develop business cases, and engage in presales conversations with prospective clients.
- Solid technical understanding of integration processes, APIs, and the architecture of VAS products like USSD/SMS, bill payment systems, and airtime top-up services data monetization platforms,
- Strong communication skills, capable of conveying complex technical concepts to both internal stakeholders and external customers.
- Proficiency in agile methodologies and product lifecycle management tools (e.g., JIRA, Confluence).
- Customer-centric mindset with a passion for creating innovative solutions that meet market demands and enhance the customer experience.
- Highly organized, proactive, and results-driven, with the ability to balance multiple priorities and drive cross-functional teams towards common goals.
- Strong leadership skills, with the ability to influence and engage stakeholders at all levels.
- Be based in Africa or willing to spend significant time in Africa to engage with customers and teams effectively.
- Job TypeFull Time
- QualificationBA/BSc/HND
- Experience7 - 10 years
- LocationNairobi
- Job FieldSales / Marketing / Retail / Business Development 
Summary Overview
- As a leading payments company, Cellulant manages the collection and settlement of merchant funds in multiple currencies across various markets within and outside of Africa. We also handle funds from merchants for 'last mile' payouts across different regions. Some of our customers, such as ride-hailing and online food delivery companies, require both collection and payout services, necessitating an additional level of funds management. We often collect in multiple local currencies for these customers and settle the aggregated amount in USD. We support our customers in many African markets, offering payment methods through mobile money, bank transfers, and card transactions.
- In certain markets, we collaborate with other payment companies to enhance our service offerings.
- Our top priority is protecting our customers' funds, ensuring timely and accurate settlements, and swiftly resolving any disputes that may arise. To continuously improve our services, create internal efficiencies, and mitigate the inherent risks in managing payment flows, we are expanding the functionality of our payment platform.
- As a Treasury Sales Director, you will be responsible for driving financial strategies, managing treasury operations, optimizing foreign exchange (FX) sales, and strengthening banking and client relationships. Your primary focus will be on onboarding off-takers and banks, optimizing FX rates, and closing high-value deals. You will play a pivotal role in ensuring efficient cash management, risk mitigation, and strategic financial planning while aligning treasury sales with the company’s broader financial objectives.
Core Responsibilities:
Strategic Financial Planning & Forecasting
- Develop and implement financial strategies aligned with company objectives to optimize liquidity and enhance profitability.
- Conduct financial forecasting, scenario analysis, and cash flow modeling to support decision-making and long-term treasury planning.
- Monitor and analyze market trends, FX fluctuations, and macroeconomic indicators to drive risk-adjusted treasury strategies.
- Identify opportunities for revenue growth through treasury products, FX solutions, and liquidity management offerings.
FX Sales & Rate Optimization
- Develop and execute FX pricing strategies to optimize margins and offer competitive rates to clients.
- Manage currency exposure, hedge FX risks, and execute foreign exchange transactions at optimal market conditions.
- Expand the company’s FX sales capabilities, offering customized solutions to businesses with cross-border payment needs.
- Work with trading desks and banks to ensure cost-effective and timely currency conversions.
Onboarding & Relationship Management (Banks & Off-Takers)
- Identify, onboard, and manage off-takers (corporate clients requiring treasury solutions), ensuring smooth integration into the company’s treasury ecosystem.
- Strengthen and maintain relationships with banks, financial institutions, and fintech partners to expand treasury offerings.
- Negotiate favorable FX rates, transaction fees, and credit terms with banking partners to maximize profitability.
- Develop a client acquisition and retention strategy to grow treasury sales revenue.
Sales & Business Development for Treasury Products
- Lead business development initiatives for treasury sales, identifying new markets and customer segments.
- Develop treasury product offerings, including FX hedging solutions, multi-currency cash management, and liquidity optimization services.
- Collaborate with Product, Risk, and Finance teams to enhance treasury solutions and address customer pain points.
- Structure and close high-value treasury sales deals that align with company revenue objectives.
Deal Execution & Revenue Growth
- Drive high-value FX transactions, cash management services, and structured treasury products to maximize revenue.
- Leverage data insights and analytics to refine FX trading strategies and optimize pricing models.
- Work closely with legal and compliance teams to ensure smooth contract negotiations and deal closures.
- Ensure quick execution of FX trades and settlements, minimizing slippage and transaction costs.
Cross-Functional Collaboration & Leadership
- Lead the Treasury Sales team, ensuring a high-performance culture and strong business alignment.
- Work closely with Finance, Risk, Product, and Tech teams to enhance treasury offerings and improve operational efficiencies.
- Champion continuous process improvements to reduce transaction costs and enhance execution speed.
- Provide training and guidance on FX risk management, liquidity strategies, and treasury best practices.
Must have experience:
- 7-10 years of experience in Treasury Sales, FX Trading, or Financial Markets within a bank, fintech, or payments company.
- Strong knowledge of foreign exchange markets, liquidity management, and risk mitigation strategies.
- Proven experience in onboarding and managing relationships with banks and corporate clients.
- Strong negotiation and deal-closing skills, with a track record of high-value treasury transactions.
- Hands-on experience in financial forecasting, cash flow management, and FX rate optimization.
- Knowledge of regulatory requirements and risk frameworks governing treasury and FX operations.
- Strong understanding of running a Treasury sales team in a scale-up or fast-growing environment, with the ability to navigate ambiguity and effectively manage change.
Experience that will count in your favour:
- Demonstrated success in scaling and optimising processes through automation.
- Strong technical acumen with the ability to work closely with Engineers, Sales and Product Managers to enhance processes, products, and platforms.
- Proficiency in operational performance management and KPI reporting, with a focus on making data-driven decisions.
- Experience managing a "first line of defence" function from both regulatory and audit perspectives.
- Experience collaborating with external vendors, such as banks and fintechs, ideally in an international setting with a focus on Africa.
Qualification:
- Bachelor's Degree in Finance, Business Administration, Operations Management, or a related field.
- Professional Certifications in Payments Processing, Financial Management, or Operations Management (e.g., Certified Treasury Professional (CTP), Certified Payment Professional (CPP), are highly desirable.
- An advanced degree (MBA or something similar) is a plus but not mandatory.
- Strong Technical Knowledge of payment processing systems, financial reconciliation software, and automation tools.
- In-depth Understanding of the regulatory environment for financial operations, particularly in payment systems and compliance.
- Leadership Experience with formal training or certifications in leadership, people management, or organisational behaviour is an added advantage.
Skills:
- Extensive Payments Experience: Deep understanding of payment reconciliation processes and infrastructure, with hands-on experience in the payments industry.
- Strong Operations Management: Demonstrated success in leading high-performing operations teams within a fast-growing and dynamic environment, with a focus on scalability and efficiency.
Personal attributes:
- Passion for Excellence: A commitment to developing and maintaining a best-in-class operation, consistently striving for improvement and high standards.
- Data-Driven Decision Maker: Focused on operational excellence through informed, data-driven decisions.
- Pragmatic and Hands-On: A practical approach to leadership, willing to delve into the details when necessary to ensure success and operational integrity.
Method of Application
Use the link(s) below to apply on company website.