About Us:

Flow48 is a VC-backed fintech startup for B2B lending. Building a seamless, automated, and integrated ecosystem to serve as a platform for SME Working Capital financing under a Revenue Based Finance (RBF) model. We bring a solution to the information asymmetry problem, overcoming traditional lenders’ challenges by building a financing layer for SMEs based on data triangulation and dynamic risk engines.

1. Job Purpose:

The Head of Business Development is responsible for achieving the company's sales and disbursement targets through effective management of the Business Development team, new customer acquisition, and strategic partnerships.

The role ensures that the sales structure is aligned with Flow48's business objectives and that all team members operate against agreed sales plans, performance targets, and quality standards.

2. Key Accountabilities:

Strategy Implementation:

• Ensure the Business Development structure is aligned with the company's approved sales strategy and growth objectives.
• Develop and implement monthly and quarterly sales plans aligned with business targets.
• Ensure all sales vacancies are filled with capable, proactive, and high-performing staff.
• Ensure all team members understand their KPIs, budgets, and performance expectations.
• Drive proactive new business acquisition and development of strategic partnerships.

Sales Performance:

• Review sales budgets and develop action plans to achieve and exceed targets.
• Monitor daily and weekly sales activities, pipeline development, and conversion rates.
• Drive the team to increase application volumes, approval rates, and disbursements.
• Ensure qualified leads are followed up promptly and converted efficiently.
• Identify and address low productivity and underperformance.
• Drive new business opportunities through direct sales, key accounts, and referral partnerships.

Quality Control:

• Ensure financing applications meet required quality and eligibility standards.
• Review sales processes, lead management, and pipeline reports to identify performance gaps.
• Work with Credit and Risk teams to improve application quality and approval rates.
• Ensure adherence to established sales procedures and internal policies.

Training & Development:

• Ensure all BD team members receive appropriate product, sales, operational, and compliance training.
• Identify development needs and provide regular coaching to improve sales effectiveness.
• Promote a proactive, accountable, and high-performance sales culture.

Coordination with Other Departments:

• Work closely with Credit, Risk, Operations, and other departments to ensure an efficient sales and disbursement process.
• Maintain effective working relationships with internal stakeholders.
• Ensure proper coordination and handover of financing applications between departments.
• Support improvements in turnaround times, customer experience, and disbursement efficiency.

Reporting & Analysis:

• Review daily, weekly, and monthly sales reports, including pipeline, conversion rates, and disbursement performance.
• Provide senior management with accurate forecasts and recommendations to improve commercial performance.
• Monitor individual and team achievements against approved budgets and KPIs.
• Track the contribution and performance of different business development channels and partnerships.

Workforce Management:

• Ensure effective allocation of sales targets and resources across the BD team.
• Conduct regular performance reviews and ensure fair assessment of individual results.
• Recognize high performers and implement corrective measures for underperformance.
• Support effective administration of sales incentives and rewards.
• Foster teamwork, accountability, and continuous performance improvement.

Corporate Governance:

• Ensure the BD team complies with Flow48's internal policies, operational procedures, and applicable regulatory requirements.
• Maintain adherence to credit and risk policies to minimize application errors and potential fraud.
• Ensure awareness of relevant AML/KYC requirements and responsible lending practices.
• Promote ethical sales practices and appropriate customer conduct.

3. Key Performance Indicators:

• Achievement of monthly and quarterly sales and disbursement budgets.
• Growth in new customer acquisition and self-sourced business.
• Increased application volumes and approval rates.
• Improved conversion of qualified leads into disbursed deals.
• Number and performance of new strategic partnerships.
• Sales productivity and achievement of individual team targets.
• Application quality and compliance with sales procedures.
• Accuracy and timeliness of sales reporting.

4. Job Context:

The Head of Business Development is responsible for managing the BD team and ensuring that the company's sales and disbursement budgets are achieved.

The role focuses on developing a proactive sales culture, increasing self-sourced business, strengthening partnerships, and improving overall team performance.

The jobholder has supervisory responsibility for the Business Development function.

5. Communication & Working Relationships:

Internal: Senior Management, Business Development Team, Credit, Risk, Operations, Finance, and HR.

External: SME customers, potential clients, strategic partners, referral networks, financial intermediaries, and other business entities.

6. Qualifications, Experience & Skills:

Qualifications: Bachelor's degree in Business, Finance, or a related field preferred.

Experience:

• 8–10 years of experience in banking, financial services, SME lending, or business development.
• Proven experience managing sales teams and achieving commercial targets.
• Experience in SME financing and strategic partnership development preferred.

Skills:

• Strong sales leadership and people management skills.
• Excellent communication, negotiation, and interpersonal skills.
• Strong analytical and commercial judgment.
• Proficiency in CRM systems, sales reporting, and MS Office.
• Ability to manage multiple priorities in a fast-paced environment.

7. Key Competencies

• Analytical Thinking
• Achievement Drive
• Leadership & People Management
• Initiative
• Strategic Thinking
• Key Account Management
• Teamwork & Collaboration
• Adaptability