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PayJoy is a Public Benefit Corporation providing credit solutions to underserved customers in emerging markets. The company uses proprietary secured credit technology, machine learning, data science, and AI-powered fraud prevention to serve over 18 million customers as of 2025, achieving profitability and sustainable growth.
The Territory Manager will drive business growth and acceleration within an assigned territory in Colombia. This role carries full accountability for territorial performance, designing and executing commercial strategy to achieve sustainable, incremental, and predictable growth while ensuring store network productivity and business quality.
Key responsibilities include:
**Strategy & Growth**: Define and execute territory commercial strategy aligned with PayJoy Colombia objectives. Establish goals and action plans for sustainable growth. Manage the territory holistically, balancing growth, productivity, penetration, quality, and risk. Identify new market opportunities, geographic zones, allies, chains, and points of sale. Design differentiated strategies by partner potential and segment. Develop plans to increase PayJoy penetration within existing customers.
**Performance Management**: Track territory performance through commercial and operational indicators including originations, active stores, store productivity, same-store growth, new partners, and origination quality/risk. Quickly identify deviations from objectives and develop corrective action plans. Use data to prioritize stores, customers, zones, and opportunities. Translate territorial metrics into specific commercial actions. Ensure sales growth is accompanied by origination quality and business sustainability.
**Team Leadership**: Lead, develop, motivate, and manage assigned Sales Representatives. Set clear objectives, priorities, and individual/collective performance expectations. Provide ongoing field coaching and feedback to improve team commercial capabilities. Build a culture of ownership, accountability, commercial discipline, and results orientation. Ensure proper team time planning and utilization. Identify talent development opportunities and construct improvement plans as needed.
**Partner & Account Development**: Build and strengthen long-term relationships with regional partners, distributors, administrators, and key accounts. Deeply understand each partner's business and identify joint development opportunities. Increase PayJoy penetration within existing customers through specific commercial plans. Prospect, develop, and close new strategic partners to expand coverage and presence. Lead relevant commercial negotiations. Become a trusted business partner to major regional customers.
**Point-of-Sale Execution**: Ensure consistent, high-quality execution of commercial strategy at points of sale. Develop solid relationships with store administrators, salespeople, and staff. Ensure proper training, induction, and updates on PayJoy products, processes, and tools. Identify barriers affecting sales or in-store experience and lead solutions. Coordinate and monitor campaigns, activations, and commercial initiatives to increase sales and productivity. Ensure compliance with PayJoy commercial and operational standards.
**Cross-functional Collaboration**: Serve as the primary representative of territorial needs and opportunities within PayJoy. Work closely with Operations to identify and resolve process, tool, and execution frictions. Collaborate with Customer Experience (CX) to identify improvement opportunities and provide visibility to recurring problems. Coordinate with Marketing on territorial commercial needs, prioritizing campaigns and initiatives. Work with Risk to understand origination behavior and quality, developing actions for healthy, sustainable growth. Provide internal areas with market insights including partner/vendor feedback, competitive movements, and field opportunities. Escalate problems requiring other areas' intervention and track resolution. Participate actively in cross-functional projects impacting growth, productivity, or channel experience. Identify problems, structure them with data, propose solutions, and mobilize stakeholders for execution.
**Market Knowledge**: Maintain deep knowledge of territorial commercial dynamics. Identify competitor movements, new financing offers, market changes, and mobile retail trends. Systematically collect partner and point-of-sale feedback. Convert market information into actionable recommendations and opportunities. Share learnings and best practices scalable to other territories.
**Requirements:**
- University degree in Business Administration, Marketing, Industrial Engineering, Economics, Finance, or related fields
- Minimum 5 years relevant experience in sales, business development, financial services, financing, fintech, technology, telecommunications, mobile telephony, or related sectors
- Proven experience leading and developing commercial teams
- Experience managing territories, distributors, sales channels, retail, or point-of-sale networks
- Demonstrated ability to open markets, prospect new customers, and close commercial opportunities autonomously
- Experience managing commercial indicators and making data-driven decisions
- Ability to work cross-functionally with different organizational areas
- Excellent communication, negotiation, influence, and relationship-building skills
- High results orientation, autonomy, and ability to convert strategies into concrete action plans
- Availability for frequent field work and travel within assigned territory
