About the Role
This role is focused on owning the Digital Credit Product Commercial P&L, leading the product proposition, and driving commercial strategy to achieve business objectives. You will be responsible for developing and executing plans that enhance customer growth and activate the customer journey, while overseeing merchant relationships and maximizing overall portfolio performance.
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Key Responsibilities
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P&L Ownership:
- Own the Digital Credit Product Commercial P&L, including GMV, revenue, merchant discount rate, transaction costs, credit losses, acquisition costs, and contribution margin.
- Prepare forecasts, budgets, and performance updates in collaboration with the Finance team.
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Product Proposition:
- Define the product proposition across customer, merchant, and channel journeys.
- Establish product parameters, features, and market positioning based on customer needs and commercial viability.
- Maintain a prioritized product roadmap in coordination with Technology and Operations.
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Commercial Strategy:
- Develop the commercial plan covering target customer segments, merchant categories, channels, pricing, and growth priorities.
- Translate annual targets into quarterly acquisition, activation, transaction, and revenue plans, balancing growth objectives with portfolio quality and operational capacity.
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Merchant Proposition and Partnerships:
- Define the merchant value proposition and commercial onboarding framework.
- Support merchant acquisition, negotiations, and commercial proposals.
- Prioritize merchants based on GMV potential, customer relevance, margin, credit risk, and strategic value.
- Monitor merchant performance and recommend expansion, renegotiation, or corrective action when necessary.
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Customer Growth and Activation:
- Own the commercial customer funnel from eligibility and approval through first purchase, repeat usage, and reactivation.
- Develop targeted campaigns in collaboration with Marketing, CRM, merchants, and distribution channels.
- Improve conversion rates while upholding responsible lending and affordability requirements.
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Portfolio and Commercial Performance:
- Monitor key metrics such as GMV, active customers, approval rate, utilization, average ticket, merchant concentration, repeat usage, revenue, and margin.
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Go-to-Market Execution:
- Develop launch and growth plans across digital channels, merchant checkout, retail, and strategic partnerships.
- Coordinate product communication, merchant campaigns, and customer education initiatives.
- Ensure all commercial claims and campaigns receive the necessary Compliance approvals.
Qualifications
- Minimum 3-5 years in product, commercial management, growth, consumer lending, BNPL, cards, payments, digital banking, or e-commerce.
- Demonstrated accountability for revenue, business-plan, or P&L performance, including forecasting, unit economics, and pricing.
- Strong understanding of P&L management, pricing, unit economics, and commercial forecasting.
- Experience working with merchants, partnerships, digital channels, and customer-growth funnels.
- Ability to convert commercial opportunities into product requirements and executable delivery plans.
- Working knowledge of credit risk, repayments, compliance, and regulated financial products.
- Strong analytical, negotiation, and stakeholder-management capabilities.
- Bachelor’s degree in Business, Finance, Economics, Marketing, Commerce, Information Systems, or a related field.
- Strong practical knowledge of product management, commercial planning, revenue management, and digital customer journeys.
