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 stakeholdersIii. Key ResponsibilitiesThese covers Financial, Customer Sales, Process, Risk and overall business development as follows:BUSINESS DEVELOPMENTFormulate and articulate a trade business strategy for the Cluster aligned to the Group strategyUnderstand the dynamics of trade finance within the Cluster with a view to assess market trends, identify new business opportunities or competitive threats across the regionDevelop a Trade Customer Target Market list for each affiliate and carry out wallet sizing exercise to better understand the flows, players, volumes, and trade corridorsEnsure appropriate pricing of Trade products and ensure full collection of fees and commissions, whilst growing this revenue lineReview trade monthly financials and MIS processSALES AND RELATIONSHIP MANAGEMENTActively initiate & support new product development, roll-out and implementationOriginate, structure and close trade deals against customer opportunities sourced either jointly with LAM, RAM, GAM or directlyDevelop 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 sustainedDraw up weekly customer calling plan for trade customers to drive trade businessNegotiate key trade terms with clients/resolving issues between product and clientProvide expert trade advisory services to customersMonitor and drive customer approved trade credit facility utilizationChampion risk approvals for trade deals and provide risk management of trade portfolio and structured solutions to mitigate riskProvide Relationship Managers & Customers continuous trade product knowledge through training, workshop and forums to maximum trade opportunity identification/solutionsDevelopment and delivery of client trade sales materials, presentations, proposals, brochures and product awareness campaignDrive overall client satisfaction and service benchmark of trade offering and build customer loyaltyEnsure that the processes, structures and systems required to effectively service existing clients and develop new clients are in place and continuously reviewed using SLA’sDevelop 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 clientEstablish and maintain critical relationships with stakeholders in the local market, and with stakeholders in the wider Ecobank GroupContinually drive and ensure consistent and superior client orientated culture and high quality service delivery to trade customers. Strong engagement of Operations, Technology is requiredELECTRONIC BANKINGEnsure 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 productsRISK MANAGEMENT/AUDIT&COMPLIANCE/OPERATIONSReview and sign-off of all Trade Transaction to approve the structure and the various terms and conditionsWork 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 CONTEXTThis 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 ManagerThe 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 PROFILEExperience/CompetenciesAt least 5 years Trade Finance experience 3 of which must be in market facing/business development functionSound Trade Products knowledge with ability to package simple and complex trade transactions Ability to interact and negotiate with customers at a senior levelGood organizational and time management skills are highly desirableStrong networks within the corporate marketExperience in high level relationship building and maintenanceEducationBachelor’s/Master’s degreePersonal AttributesTeam player and results driven.Self-starter capable of working on your own initiativeStrong interpersonal, influencing and communication skills.Planning & Problem solving
