Job Description

Job Title: Commercial Manager

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This position bridges upstream customer acquisition and downstream integration and go-live, with a strong focus on commercial profitability, technical coordination, and strategic onboarding.

Location: Cape Town, / Johannesburg South Africa (Hybrid) Function: Commercial Reports to: Chief Commercial Officer (CCO)

Role Purpose

The Commercial Manager leads the onboarding, and monetisation of upstream clients, including Tier 1 retailers, banks, and other high-volume resellers of the company's digital products (airtime, data, electricity, vouchers, bill payments). This role serves as a strategic "traffic controller"--orchestrating go-live readiness across technical integration, commercial agreements, compliance, and support frameworks. It ensures that clients go live fast, profitably, and sustainably.


This role works hand-in-hand with the Customer Experience Manager, translating commercial opportunities into execution, while maintaining a rigorous focus on profitability, integration quality, and cross-functional delivery.

Key Responsibilities

Client Commercialisation Strategy Own the commercial lifecycle from deal sign-off to monetisation, ensuring the business captures full commercial value. Onboarding & Integration Leadership Lead the integration and onboarding of new large partners, coordinating across Product, Tech, Ops, Legal, and Compliance. Commercial Viability & Pricing Design pricing models and cost structures with Finance to ensure margin sustainability and commercial fit per channel.

Technical Enablement

Translate commercial and CX requirements into technical briefs. Work closely with tech & product teams on integration readiness.

Delivery Oversight

Chair weekly readiness forums to track onboarding status of key accounts. Anticipate and unblock bottlenecks. Commercial Forecasting & Pipeline Management Collaborate with Sales to turn pipeline opportunities into integrated, active clients. Monitor monetisation post-launch.

Channel Economics & Revenue Attribution

Develop commercial performance dashboards, tracking ARPU, margin, and time-to-revenue per partner.

Key Competencies

Relationship Management- Influences senior clients and internal teams to drive coordinated onboarding success. System Design - Shapes the functional onboarding blueprint in collaboration with Product and Tech. Financial Management- Defines pricing strategies, margin targets, and commercial feasibility of partner models. Measurement and Metrics- Owns reporting and metrics around onboarding timelines, profitability, and conversion. Project Management - Oversees project delivery across teams with clear timelines, escalation routes, and accountability. Systems Integration)- Oversees the client-side technical integration with APIs, platforms, and transactional systems. Stakeholder and Change Management)- Aligns cross-functional stakeholders to deliver fast and effective commercialisation.

Experience & Qualifications

8-10 years in fintech, Tech, FMCG, payments, or enterprise software. Proven experience in partner onboarding, technical integration, and commercial contract execution. Strong understanding of digital channels, B2B2C models, and reseller networks. Ability to interpret APIs, system flows, and technical documentation. Advanced skills in Excel, CRM, dashboards (e.g., Salesforce, Power BI). Bachelor's degree in Business, Engineering, or similar. MBA advantageous.

Behaviours & Values

Operates at the intersection of strategy, technology, and execution. Strong project owner: holds timelines, aligns stakeholders, drives accountability. Commercially astute and customer-centric. Hands-on, solution-focused, and unafraid to "get into the detail." * Skilled at managing ambiguity and trade-offs.