Role Overview
The Growth Manager for Ecosystems & Strategic Partnerships is responsible for driving growth by unlocking and monetizing ecosystems around existing corporate clients (“anchor clients”). This role focuses on identifying value chain opportunities and converting them into revenue-generating relationships across suppliers, distributors, and SMEs. The position combines business development, ecosystem design, and execution, with a strong focus on maximizing wallet share from the corporate book. The incumbent builds and strengthens internally anchored ecosystems by expanding cross-sell opportunities, increasing product adoption, and mobilizing cross-functional teams to deliver sustainable revenue growth.
Key Responsibilities
Financial Performance
- Revenue Growth: Drive revenue from existing corporate relationships by identifying and activating ecosystem/value chain opportunities linked to anchor clients.
- Monetization: Onboard and monetize suppliers, distributors, and SMEs within identified ecosystems to increase value per client relationship.
- Performance Tracking: Drive performance of ecosystem pipelines, including onboarding volumes, conversion rates, and revenue realized.
- Deal Structuring: Support the execution of commercially viable deals within ecosystems to improve profitability and return on capital.
- Wallet Share: Deepen wallet share within anchor clients by embedding the bank across payments, financing, and collection flows.
- Target Delivery: Deliver against assigned revenue, portfolio growth, and ecosystem penetration targets.
Customer Engagement
- Acquisition: Drive customer growth within anchor-led ecosystems by acquiring suppliers, distributors, and SMEs.
- Retention: Improve onboarding, activation, and retention performance across ecosystem participants.
- Collaboration: Work with Corporate, SME, and Sales teams to deepen client engagement and increase penetration.
- Strategy Refinement: Monitor ecosystem adoption trends and refine engagement approaches to improve product stickiness.
Internal Processes & Enablers
- Business Models: Support the execution of ecosystem business models by translating strategy into actionable client pipelines.
- Stakeholder Alignment: Coordinate with Corporate, SME, Risk, Product, and Operations teams to ensure timely delivery and conversion of opportunities.
- Data-Driven Insights: Proactively identify value chain opportunities through monthly reviews of Corporate and SME client portfolios.
- Process Optimization: Track and optimize client journeys (onboarding, activation, utilization) to improve conversion rates.
Qualifications and Experience
- Academic: Bachelor’s degree in Business, Finance, Economics, Marketing, or a related discipline.
- Experience: 4–8 years’ experience in Value Chain Finance, Trade Finance, Workplace Banking, Corporate Banking, or Corporate Sales within financial services.
- Track Record: Proven success in ecosystem banking, identifying and monetizing value chains, and driving revenue growth across corporate/SME segments.
- Professional Certification: Demonstrated expertise in traditional/digital lending ecosystems, embedded finance, or BaaS models. Certifications such as CFA, ACCA, PMP, Prince2, or Fintech certifications are an advantage.
Core Competencies
- Strong commercial and growth mindset.
- Solid analytical capability to interpret portfolio performance data.
- Deep understanding of ecosystem/value chain business models.
- Excellent stakeholder management and cross-functional collaboration skills.
- Results-driven with high execution discipline.
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