Director Commercial & Products

Overview

Commercial Strategy & Growth

• Define and execute the commercial growth strategy across consumer, SME, and ecosystem segments
• Drive customer acquisition, engagement, retention, and monetization strategies
• Identify new revenue pools and scalable business opportunities
• Build and optimize commercial KPIs including ARPU, CAC, LTV, activation, engagement, and profitability metrics
• Develop segment-specific propositions for blue-collar, mass retail, affluent, and SME/SOHO customers
• Lead pricing, commissions, incentives, and partnership commercial models
• Drive achievement of aggressive growth objectives across revenue, EBITDA, and customer base

Product Strategy & Innovation

• Own the product roadmap across payments, remittance, cards, lending, insurance, investments, and SME solutions
• Lead the launch of new digital financial products and embedded finance solutions
• Translate customer insights, market trends, and competitive intelligence into innovative propositions
• Ensure customer-centric design and seamless digital user experiences
• Prioritize product initiatives based on strategic value, economics, scalability, and regulatory feasibility
• Work closely with technology, operations, compliance, risk, and data teams to deliver products at scale

Partnerships & Ecosystem Development

• Build strategic partnerships with banks, fintechs, insurers, lenders, investment platforms, payment providers, and ecosystem partners
• Structure commercial partnerships and go-to-market initiatives
• Negotiate commercial agreements and partnership economics
• Identify inorganic growth opportunities including strategic investments or M&A partnerships where relevant

Leadership & Organizational Development

• Lead, mentor, and scale a high-performing commercial and product organization
• Build a culture of innovation, accountability, agility, and execution excellence
• Develop strong governance, prioritization, and product management disciplines
• Foster collaboration across technology, operations, finance, marketing, compliance, and risk teams

Skills & Competencies

• Strong commercial mindset with P&L orientation
• Deep understanding of fintech economics and customer monetization
• Product innovation and digital customer experience expertise
• Strategic thinking combined with hands-on execution capability
• Strong stakeholder management and influencing skills
• Ability to operate effectively in fast-changing environments
• Data-driven decision-making capability
• Excellent communication and executive presentation skills
• Entrepreneurial mindset with high ownership mentality

Leadership Attributes

• Ambition to build a category-leading fintech platform
• Ability to balance innovation with disciplined execution
• Strong resilience and adaptability in hyper-growth environments
• Customer obsession and growth orientation
• Collaborative leadership style
• High intellectual curiosity and strategic thinking
• Bias for action and delivery

Key Success Metrics

• Revenue growth
• EBITDA growth
• Active customer growth
• Product adoption and cross-sell rates
• Customer engagement and retention
• New product launches and commercialization
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