About Ecobank :
Incorporated in Togo, Ecobank Transnational Inc (ETI) is the parent company of the leading independent pan-African banking group. The Group currently has a presence in 35 African countries and is also represented in France by its affiliate EBI SA with representative offices in Dubai and London. Listed on three stock exchanges (Lagos, Abidjan and Accra), the Group is owned by over 600,000 local and international institutional and individual shareholders including the International Finance Corporation and the Public Investment Corporation of South Africa. The Group has 19,200 employees from 40 different countries and 1250 branches and offices. Ecobank is a full service bank providing wholesale, retail, investment and transaction banking services to governments, multinationals, financial institutions, international organisations, medium, small and micro businesses and individuals.
Corporate Bank Head
- 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.
Key responsabilities:
Business development & implementation :
- 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.
- 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 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, 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 (jointly with Group Head, RC) 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 of 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 CB Heads’ 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.
Qualifications
Experience :
- At least 10 years banking experience, 10 of which must be in Sales/Client Relationship Management preferably in Wholesale/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.
- Ideally Management training records
Personal Attributes:
- Leadership and people development skills are required, in order to develop and maintain effective working relationships both externally and internally, with colleagues and direct reports.
- Strong interpersonal, influencing and communication skills.
