Senior Manager – Innovation Go -To-Market (GTM) & Commercialization job at DFCU Bank

DFCU Bank is hiring a Senior Manager – Innovation Go -To-Market (GTM) & Commercialization responsible for designing and executing short-, medium-, and long-term go-to-market strategies that drive targeted commercial outcomes across dfcu’s new revenue streams and innovation initiatives. The role ensures scalable and repeatable GTM practices that accelerate client acquisition and revenue growth. The incumbent leads the commercialization of new capabilities, improves conversion opportunities, and fast-tracks market penetration. Working cross-functionally across business units, ecosystems, products, marketing, and enabling functions, the role delivers seamless execution across the entire customer lifecycle.

The role holder’s key success metrics are revenue from new streams, transactions velocity, revenue per customer, market share and other related Key Performance Indicators (KPIs) across new solutions and capabilities. Additionally, the role holder will drive sales/commercialization enablement, ensuring the success of dfcu’s commercial efforts across new solutions, by creating and managing scalable programs, tools, assets, tracking and reporting.

Reporting to the Chief- Business Solutions & Marketing Officer

KEY ACCOUNTABILITIES:

• Owns accountability for defined scorecard metrics and key performance indicators for the new solutions portfolio.
• Lead the development of dfcu’s commercialization enablement strategy, in three-horizons; short, medium, and long-term, drive accelerated customer acquisition and in parallel, growth amongst the existing customer base, across new solutions and capabilities portfolio.
• Drive the development of overarching go-to-market goals and commercialisation strategy to ensure dfcu’s success in driving inorganic growth, leveraging new revenue streams.
• Deliver commercial initiatives required to execute our inorganic growth strategy, including developing templated, repeatable go-to-market best practice, playbooks and frameworks, to enable successful performance across teams (business units, segments, ecosystems and partnerships, and products) and the portfolio.
• Solve business problems and develop business solutions; leverage product/market knowledge and problem-solving methodologies to identify underlying causes and propose creative solutions to drive greater portfolio performance across new solutions and capabilities.
• Drive insights at individual product-level portfolio performance including primacy, revenue and solutions penetration, including the identification of insights that will impact marketing and business planning decision-making.
• Track the efficacy of commercial performance against strategic objectives and growth targets, through building and providing visibility of data-driven insights via monthly dashboards and scorecards.
• Champion the new products portfolio across the organisation, ensuring client-facing teams and beyond, have the knowledge, assets and support needed to rapidly grow product penetration and revenue.
• Consistently drive market insights to map segmentation, solutions positioning, customer needs/pain points and solution gaps, market practices and behaviours to drive internal sales centric initiatives to ensure a level of product knowledge and proficiency.
• Maintain effective communication and relationships with a variety of cross-function constituents throughout the highly matrixed organizational structure.

KNOWLEDGE, SKILLS, AND EXPERIENCE REQUIRED:

• Bachelor’s Degree in Business, Economics, Marketing, Finance, or a related field.
• Master’s Degree in a related field would be an added advantage.
• 5 – 7 years’ experience in business strategy, business planning/finance, marketing strategy, product management, sales enablement, business development or experience managing and expanding a product/solution portfolio and driving demand generation and pipeline acceleration.
• Strong acumen in product commercialization, including experience developing and executing GTM strategies for new lines of business.
• Leadership track record in leading cross-organizational teams, leading change, across multiple seniority levels, and driving business growth.
• Demonstrated achievement within a results-driven, highly ambiguous, and dynamic environment.
• Exceptional self-starter traits with the ability to thrive in ambiguous and high-pressure situations.
• Combines strong business and sales acumen with analytic skills and marketing insights to drive growth, offer innovative solutions to problems, and to meet customer-driven business objectives.
• Passion for technology and intellectual curiosity about new technologies and how they work/enable new customer solutions.
• Experience in product management, bringing new digital products and services to market.
• Hunger to win, resourceful, and thrives working in ambiguous, fast-paced environments that come with building a new business/solutions from the ground up.
• Past experience in scaling a rapidly growing business, with equal parts ‘general athlete’ and ‘been-there, done-that’ experiences.
• Strong and proactive leader with ability to drive tangible results in a cross-functional team.
• Natural problem-solver able to proactively seek out solutions and gain alignment.
• Balance of analysis with appropriate business risk-taking to support speed-to-market.
• Effectively communicate problem statements, opportunities, plans and goals to key stakeholders and senior leaders.
• Superlative storytelling skills and fearlessness in front of senior executives and large audiences, with proven ability to lead by influence and example.

• Owns accountability for defined scorecard metrics and key performance indicators for the new solutions portfolio.
• Lead the development of dfcu’s commercialization enablement strategy, in three-horizons; short, medium, and long-term, drive accelerated customer acquisition and in parallel, growth amongst the existing customer base, across new solutions and capabilities portfolio.
• Drive the development of overarching go-to-market goals and commercialisation strategy to ensure dfcu’s success in driving inorganic growth, leveraging new revenue streams.
• Deliver commercial initiatives required to execute our inorganic growth strategy, including developing templated, repeatable go-to-market best practice, playbooks and frameworks, to enable successful performance across teams (business units, segments, ecosystems and partnerships, and products) and the portfolio.
• Solve business problems and develop business solutions; leverage product/market knowledge and problem-solving methodologies to identify underlying causes and propose creative solutions to drive greater portfolio performance across new solutions and capabilities.
• Drive insights at individual product-level portfolio performance including primacy, revenue and solutions penetration, including the identification of insights that will impact marketing and business planning decision-making.
• Track the efficacy of commercial performance against strategic objectives and growth targets, through building and providing visibility of data-driven insights via monthly dashboards and scorecards.
• Champion the new products portfolio across the organisation, ensuring client-facing teams and beyond, have the knowledge, assets and support needed to rapidly grow product penetration and revenue.
• Consistently drive market insights to map segmentation, solutions positioning, customer needs/pain points and solution gaps, market practices and behaviours to drive internal sales centric initiatives to ensure a level of product knowledge and proficiency.
• Maintain effective communication and relationships with a variety of cross-function constituents throughout the highly matrixed organizational structure.

• Strong acumen in product commercialization, including experience developing and executing GTM strategies for new lines of business.
• Leadership track record in leading cross-organizational teams, leading change, across multiple seniority levels, and driving business growth.
• Demonstrated achievement within a results-driven, highly ambiguous, and dynamic environment.
• Exceptional self-starter traits with the ability to thrive in ambiguous and high-pressure situations.
• Combines strong business and sales acumen with analytic skills and marketing insights to drive growth, offer innovative solutions to problems, and to meet customer-driven business objectives.
• Passion for technology and intellectual curiosity about new technologies and how they work/enable new customer solutions.
• Experience in product management, bringing new digital products and services to market.
• Hunger to win, resourceful, and thrives working in ambiguous, fast-paced environments that come with building a new business/solutions from the ground up.
• Past experience in scaling a rapidly growing business, with equal parts ‘general athlete’ and ‘been-there, done-that’ experiences.
• Strong and proactive leader with ability to drive tangible results in a cross-functional team.
• Natural problem-solver able to proactively seek out solutions and gain alignment.
• Balance of analysis with appropriate business risk-taking to support speed-to-market.
• Effectively communicate problem statements, opportunities, plans and goals to key stakeholders and senior leaders.
• Superlative storytelling skills and fearlessness in front of senior executives and large audiences, with proven ability to lead by influence and example.

• Bachelor’s Degree in Business, Economics, Marketing, Finance, or a related field.
• Master’s Degree in a related field would be an added advantage.