JOB OBJECTIVE

• To ensure the overall supervision of the Country Corporate Bank business, by leading the sales/revenue momentum and relationship management, through creation of streamlined processes, ensuring and improving the quality and efficiency of sales/services.

• To implement within the Country, the Corporate Bank overall strategy addressed to Global, Regional, Public Corporates Clients as well as Financial Institutions/International Customers.

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KEY RESPONSIBILITIES

BUSINESS DEVELOPMENT & IMPLEMENTATION

• Identify and agree with the Head CMB, the annual revenue target for the Country Corporate Bank business in line with the Corporate coverage overall assigned budget and working in coordination with the respective Group Heads.
• Identify and implement appropriate marketing strategies and business opportunities to achieve and exceed the assigned budget for the Country working with and leading directly the Corporate Coverage staff (LAMs, RAMs where existing).
• Monitor the Country business per products line such as Lending, Cash Management, Trade…as well as per Business segmentation (Global, Regional, Public Corporates), profitability and other performance metrics set by the Line Managers.
• Work jointly and proactively with the LAMs/RAMs, GAMs, Group Heads and Product partners to increase wallet share within the respective market of the Cluster and improve the Client’s facilities utilization.
• Ensure the maximization of the Country revenue by providing strong customer services/solutions/products package.
• Responsible exceeding customers’ expectation across the Cluster.
• Ensuring effective cross sell with Product partners and specialists
• Work with Ecobank Capital & Alliance teams to develop the revenues from the Country Corporates Clients platform.
• Conduct joint sales calls with Line Managers, LAMs/RAMs, GAMs, Group Heads and Product Partners to enhance business development opportunities by ensuring customers are sold a value proposition not just a product.

PEOPLE MANAGEMENT AND DEVELOPMENT

• Motivating and managing LAMs/RAMs to generate business for new accounts and develop them to achieve consistent profitability through a clear process of target settings.
• Ensure appropriate accounts allocation jointly with the various Group Head Corporate Bank.
• Govern RAMs with account strategies and account problem resolution.
• Encourage and foster a convenient working environment to enable RAMs team to achieve and exceed budget through teamwork and operational efficiency.
• Supervise and direct the team to deliver customer solutions including credit, treasury and transaction banking products.
• Conduct regular appraisals to review performance and address promotion, recruitment and recommendation for training of RAMs; plus incentive/rewards awards.
• On a quarterly basis review and approve Corporate coverage travel plan

PROCESS AND REPORTING

• Ensure credit risk transactions are appropriately approved with issue resolutions as required.
• Conduct periodic strategy, surveys, collate and analyze results, draft and implement action plans for sales.
• Identification and marketing strategies/opportunities that will assist in the sales process.
• Run monthly sales process, account planning and pipeline reporting.
• Prepare reporting and financial returns as required with Finance partner.
• Provide monthly sales updates to the Line Managers including estimates revenues and customers migration/acquisition grid.

JOB CONTEXT

• The role implies:
• Strategic understanding of the Corporate banking business and overall management of the network business.
• Results focused and leadership driven;
• Frequent travelling and interaction with Senior and Executive staff.

• The role contributes to:
• To run the sales effort and represent the sales capabilities of the Corporate banking business.
• To highlight areas of opportunity with existing customers for cross selling
• To be the escalation point for Corporate Coverage
• To ensure performance standards on delivery
• To monitor delivery performance and make improvements
• To understand customer needs and to deliver customer satisfaction
• To build customer loyalty across the network

· The role key measurable (not exclusive)

• Retain and grow customer revenues across Value segmentation
• Improving customer level service quality
• Organize Corporate Coverage from a sales perspective
• Perform target setting and appraisals of staff.

JOB CONTEXT

Experience

· At least 10 years banking experience, 10 of which must be in Sales/Client Relationship Management preferably in Corporate/ Investment Bank at a management level.

· Ability to interact and negotiate with the client organization at the Regional decision-making level;

· Customer focused, Results & Leadership driven;

· Excellent verbal and written communication skills in relevant languages to the accounts assigned;

· Ability to pull together various resources to sell and deliver customer solutions;

· Inclusive, flexible, internationally savvy, and sensitive to client culture

Education

· Bachelor’s/Master’s degree in Business Administration, Marketing, or related field of study.

· Management trainings

Personal Attribute

· Leadership and people development skills are required, to develop and maintain effective working relationships both externally and internally, with colleagues and direct reports.

· Strong interpersonal, influencing and communication skills.