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 Local, Global, Regional, Public Corporates Clients as well as Financial Institutions/International Customers.

• To execute within the Country the role of Lending Officer working with Group Risk under designated Risk Control Policies 

JOB CONTEXT 

Responsible for the overall supervision of the Country Corporate Bank business. The incumbent will be responsible for strategic management, business development and profitability of applicable business Unit/Department within the Affiliate.

Also responsible for originating and managing the relationships with Corporate Banking’s portfolio which comprises of wide variety of industry segments.

The incumbent should pay attention to detail, customer & results focused, a good team player.

KEY RESPONSIBILITIES

Business development & implementation 

1. Identify and agree with the CB Cluster Head and the Managing Director, the annual revenue target for the Country Corporate Bank business in line with the Corporate Bank overall assigned budget and working in coordination with the respective CB Group Heads.

2. 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 CB staff (LAMs, RAMs, relationship Officer where existing). 

3. Monitor the Country business per products line such as Lending, Cash Management, Trade, Treasury…as well as per Business segmentation (Global, Regional, Public Corporates…), profitability and other performance metrics set by the Line Managers.

4. 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. 

5. Ensure the maximization of the Country revenue by providing strong customer services/solutions/products package. 

6. Responsible for exceeding customers’ expectation across the Cluster. 

7. Ensuring effective cross sell with Product partners and specialists.

8. Work with Ecobank IB and SWAM teams to develop the revenues from the Country Corporates Clients platform. 

9. Conduct joint sales calls with Line Managers, 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 

1. Motivating and managing LAMs/RAMs/ Credit Analysts/ Relationship Officers (Team) to generate business for new accounts and develop them to achieve consistent profitability through a clear process of target settings. 

2. Ensure appropriate accounts allocation. 

3. Govern the Team with account strategies and account problem resolution. 

4. Encourage and foster a convenient working environment to enable the Team to achieve and exceed budget through teamwork and operational efficiency. 

5. Supervise and direct the Team to deliver customer solutions including credit, treasury and transaction/cash banking products. 

6. Conduct regular appraisals to review performance and address promotion, recruitment and recommendation for training of the Team; plus, incentive/rewards awards.    

PROCESS AND REPORTING 

1. Ensure credit risk transactions are appropriately structured and approved with issue resolutions as required. 

2. Manage, Monitor and track Credit Transactions ensuring facilities are appropriately aligned to Group Risk Policies/ Local Risk Policies and duly monitored to ensure facility remains sound and risks are mitigated.

3. Ensure credit risk transactions are appropriately approved with issue resolutions as required. 

4. Conduct periodic strategy, surveys, collate and analyze results, draft and implement action plans for sales. 

5. Identification and marketing strategies/opportunities that will assist in the sales process. 

6. Run monthly sales process, account planning and pipeline reporting. 

7. Provide monthly sales updates to the Line Managers including estimates revenues and customers migration/acquisition grid.          

Other key responsibility will include: – Perform all other duties as reasonably assigned.

JOB PROFILE

Experience & Qualifications

a) At least 15 years banking experience, 10 of which must be in Sales/Client Relationship 

b) Management preferably in Wholesale/Corporate/ Investment Bank at a management level. 

c) Ability to interact and negotiate with the client organization at the Regional decision-making level.

d) Bachelor’s/Master’s degree in Business Administration, Marketing or related field of study. Ideally executive training records. 

e) Language (English &/ or French)

 Skills, Capabilities & Personal attributes

f) Excellent customer service orientation

g) Customer focused; Results & Leadership driven; 

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

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

j) Inclusive, flexible, internationally savvy and sensitive to client culture.