II JOB PURPOSE

✓ Overall responsibility for revenue growth and market share growth of the Trade business in the cluster in line with set targets

✓ To develop traditional and non-traditional and innovative Trade products to position Ecobank as the preferred Trade Bank

✓ To ensure a strategic and coordinated product development and sales focus servicing the Trade product needs of both existing and new business clients as the reporting of all Trade related activities to relevant stakeholders

Iii. Key Responsibilities

These covers Financial, Customer Sales, Process, Risk and overall business development as follows:

BUSINESS DEVELOPMENT

Formulate and articulate a trade business strategy for the Cluster aligned to the Group strategy

Understand the dynamics of trade finance within the Cluster with a view to assess market trends, identify new business opportunities or competitive threats across the region

Develop a Trade Customer Target Market list for each affiliate and carry out wallet sizing exercise to better understand the flows, players, volumes, and trade corridors

Ensure appropriate pricing of Trade products and ensure full collection of fees and commissions, whilst growing this revenue line

Review trade monthly financials and MIS process

SALES AND RELATIONSHIP MANAGEMENT

Actively initiate & support new product development, roll-out and implementation

Originate, structure and close trade deals against customer opportunities sourced either jointly with LAM, RAM, GAM or directly

Develop and manage a trade deal pipeline and manage end to end deal conversion working closely with LAMs, RAMs, GAMs and Group Trade Head to ensure revenue momentum is sustained

Draw up weekly customer calling plan for trade customers to drive trade business

Negotiate key trade terms with clients/resolving issues between product and client

Provide expert trade advisory services to customers

Monitor and drive customer approved trade credit facility utilization

Champion risk approvals for trade deals and provide risk management of trade portfolio and structured solutions to mitigate risk

Provide Relationship Managers & Customers continuous trade product knowledge through training, workshop and forums to maximum trade opportunity identification/solutions

Development and delivery of client trade sales materials, presentations, proposals, brochures and product awareness campaign

Drive overall client satisfaction and service benchmark of trade offering and build customer loyalty

Ensure that the processes, structures and systems required to effectively service existing clients and develop new clients are in place and continuously reviewed using SLA’s

Develop a client development and retention plan for every existing client, using the banks tool to optimise our cross-selling and deep selling opportunities with the client

Establish and maintain critical relationships with stakeholders in the local market, and with stakeholders in the wider Ecobank Group

Continually drive and ensure consistent and superior client orientated culture and high quality service delivery to trade customers. Strong engagement of Operations, Technology is required

ELECTRONIC BANKING

Ensure Ecobank’s Trade Electronic Banking Platforms meet customer needs in-country.

Ensure Ecobank’s Trade Electronic Banking products are positioned as a leader in the market and grow acquisitions aggressively.

Ensure a high adoption rate of our Trade Electronic products

RISK MANAGEMENT/AUDIT&COMPLIANCE/OPERATIONS

Review and sign-off of all Trade Transaction to approve the structure and the various terms and conditions

Work with local Risk Management to ensure that all Trade transactions are processed within the defined risk mitigation parameters.

Interface with Compliance and Audit functions and manage incidents and issues raised within the Transaction Banking domain.

Work with Operations and Technology to ensure that all issues relating to the Trade Electronic platform are resolved as swiftly as possible.

Be the Transaction Banking lead on all Operations and Technology projects that have an impact on the Trade Business and solutions.

IV. JOB CONTEXT

This is Cluster role covering all affiliates within the designated cluster. The role involves constant interaction with customers to originate and structure transactions and internal stakeholders mainly LAMs, RAMs, GAMs, Group Trade Product Manager, Risk and other stake holders for business development and reviews.

The role may require management of a trade finance team where there is in-country Trade Finance Manager

The incumbent should be customer & results focused; highly self-motivated with a professional can do approach. Bilingual speaking (English/ French) is an added advantage.

V. JOB PROFILE

Experience/Competencies

At least 5 years Trade Finance experience 3 of which must be in market facing/business development function

Sound Trade Products knowledge with ability to package simple and complex trade transactions Ability to interact and negotiate with customers at a senior level

Good organizational and time management skills are highly desirable

Strong networks within the corporate market

Experience in high level relationship building and maintenance

Education

Bachelor’s/Master’s degree

Personal Attributes

Team player and results driven.

Self-starter capable of working on your own initiative

Strong interpersonal, influencing and communication skills.

Planning & Problem solving