Head of Partnerships & Business Development
The Head of Partnerships, Sales & Distribution is responsible for driving the commercial growth of the bank through scalable distribution channels, merchant ecosystem expansion, corporate partnerships, and partner-led customer acquisition.
The role leads the development of high-impact sales and distribution networks across merchant channels, digital ecosystems, and corporate alliances to accelerate customer growth, transaction volumes, and product adoption.
Working closely with Product, Technology, Marketing, and Operations, the role ensures the successful commercialisation and market penetration of the bank’s digital products through strategic partnerships and scalable distribution models.
Requirements
Strategic & Leadership
- Define and execute short-, medium-, and long-term growth strategies across Channels, Retail, Merchant, and Lending businesses.
- Own the P&L and drive KPIs, including revenue, customer base, transaction volumes, portfolio growth, and profitability.
- Identify new sectors, verticals, and business models to increase market share and diversify revenue streams.
- Provide strategic insights and recommendations to executive leadership.
- Lead retail customer acquisition through partner ecosystems, digital channels, and merchant touchpoints, optimising conversion funnels and acquisition costs.
Merchant Ecosystem & Acquisition
- Build and scale the bank’s merchant ecosystem to expand digital payment acceptance and transaction volumes.
- Develop merchant acquisition strategies across retail, e-commerce, and service sectors.
- Manage merchant products, including QR, POS, Cards, and Payment Gateway solutions.
- Drive merchant onboarding, retention, monetisation, and ecosystem growth.
- Launch loyalty, engagement, and value-added services for MSMEs and enterprises.
- Collaborate with Product and Technology teams to deliver merchant-centric solutions.
- Ensure regulatory compliance (SBP, KYC/AML) and operational efficiency.
Corporate & Strategic Partnerships
- Identify and establish strategic partnerships with corporates, government entities, FMCGs, fintechs, digital platforms, and ecosystem partners.
- Develop pricing strategies, joint value propositions, and commercial frameworks to achieve industry leadership and sustainable partnerships.
- Structure partnerships to enable embedded financial services, distribution expansion, and digital product adoption.
- Lead commercial negotiations and manage long-term partner relationships.
Digital Product Commercialisation
- Support the market launch and adoption of the bank’s digital banking products through partner-led distribution models.
- Partner with Product, Technology, and Analytics teams to develop market-relevant and innovative solutions.
- Bundle payments, lending, and digital services into holistic offerings for merchants and corporates.
- Leverage global best practices and group capabilities to pilot innovative business models.
- Conduct market and customer requirement reviews to address pain points.
Ecosystem Growth & Strategic Alliances
- Develop ecosystem collaborations that integrate the bank’s services into partner platforms and customer journeys.
- Identify high-impact opportunities to expand the bank’s presence across digital commerce, retail networks, and fintech ecosystems.
- Design partnership models that support long-term ecosystem growth, enhanced accessibility, and sustainable commercial outcomes.
Commercial Performance Management
Define, track, and report on key commercial KPIs, including:
- Customer acquisition via partnerships and distribution channels
- Merchant onboarding, activation, and retention
- Transaction growth across merchant and partner ecosystems
- Revenue contribution from partnerships, channels, and merchant businesses
- Portfolio growth and profitability
- Provide regular performance insights and strategic recommendations to executive leadership.
People Leadership & Governance
- Build, lead, and mentor high-performing teams across Channels, Corporate, Merchant, and Lending verticals.
- Set KPIs, performance frameworks, and career development plans.
- Foster a culture of accountability, collaboration, innovation, and compliance.
- Ensure close collaboration with Product, Technology, Marketing, and Operations to deliver integrated market solutions.
Retail Sales & Customer Acquisition
- Lead initiatives aimed at retail customer growth through multiple acquisition channels.
- Develop and execute programs for onboarding customers through partner ecosystems, digital channels, and merchant touchpoints.
- Ensure customer acquisition strategies align with the bank’s digital-first operating model.
- Monitor and optimise conversion funnels and acquisition costs across channels.
Operational Excellence & Risk Management
- Ensure operational excellence across all verticals by controlling losses, value-chain leakages, and operational inefficiencies.
- Optimize onboarding, servicing, and support processes to improve efficiency and customer experience (NPS).
- Maintain strong governance, compliance, and audit readiness, ensuring all required approvals and regulatory requirements are met.
KEY REQUIREMENTS
- Bachelor’s degree in Business, Finance, Economics, or a related discipline.
- 10+ years of experience in sales, partnerships, business development, or commercial leadership within digital banking, fintech, payments, or financial services.
- Proven experience building scalable distribution channels and merchant ecosystems.
- Strong track record of driving customer acquisition, transaction growth, and commercial partnerships.
- Experience working in fast-growth, technology-driven environments.
- Strong relationship management and negotiation abilities.
- Strategic planning, operational execution, and high-impact project management.
- Deep understanding of technological integration and financial ecosystems.
- Experience leading cross-functional teams in fast-paced, high-pressure environments.
- Strong decision-making and innovation focus, with measurable success in complex projects.
- In-depth knowledge of regional business environments and regulatory landscapes.
- Experience in financial services, fintech, and digital innovation sectors.