Growth Manager, Ecosystems & Strategic Partnerships at I&M Bank

Job Purpose:

• Drive growth by unlocking and monetizing ecosystems around existing corporate clients (“anchor clients”). 
• The role is responsible for identifying value chain opportunities and converting them into revenue-generating relationships across suppliers, distributors, and SMEs.
• This position combines business development, ecosystem design, and execution, with a strong focus on maximizing wallet share from the corporate book.
• The incumbent builds and strengthens internally anchored ecosystems by expanding cross-sell opportunities, increasing product adoption, and mobilizing cross-functional teams to deliver sustainable revenue growth and deeper wallet share penetration.

Key Responsibilities:
Financial:

• Drive revenue growth from existing corporate relationships by identifying and activating ecosystem/value chain opportunities linked to anchor clients. 
• Increase value per client relationship by onboarding and monetizing suppliers, distributors, and SMEs within identified ecosystems. 
• Track and drive performance of ecosystem pipelines, including onboarding volumes, conversion rates, transaction activity, and revenue realized. 
• Support structuring and execution of commercially viable deals within ecosystems to improve profitability and return on deployed capital. 
• Deepen wallet share within anchor clients by embedding the bank across payments, financing, and collection flows within their value chains. 
• Monitor ecosystem performance metrics (client activation, facility utilization, transaction flows) and take corrective action to drive uptake. 
• Identify and prioritize high-potential anchor clients and actively build scalable ecosystem pipelines around them.
• Deliver against assigned revenue, portfolio growth, and ecosystem penetration targets through consistent pipeline conversion and client engagement.

Customer:

• Drive customer growth within anchor-led ecosystems by acquiring and activating suppliers, distributors, and SMEs linked to existing corporate clients. 
• Improve onboarding, activation, and retention performance across ecosystem participants to ensure sustained transaction activity and revenue contribution. 
• Identify and activate high-potential anchor clients and expand solution adoption across their full value chains (suppliers, distributors, employees). 
• Collaborate with Corporate, SME, and Sales teams to deepen client engagement, increase penetration, and convert opportunities within the corporate book.
• Monitor ecosystem adoption and utilization trends and refine engagement approaches to improve product uptake, stickiness, and wallet share.

Internal Processes:

• Support execution of ecosystem and value chain business models by translating strategy into actionable client pipelines and commercial opportunities. 
• Drive commercialization of ecosystem solutions through active client engagement, deal structuring, and coordination with product, credit, and operations teams. 
• Align internal stakeholders (Corporate, SME, Risk, Product) to ensure timely delivery and conversion of ecosystem opportunities into booked business. 
• Track and optimize client journeys within ecosystems (onboarding, activation, utilization) to improve conversion rates and revenue realization.
• Leverage performance data and pipeline insights to identify bottlenecks, prioritize high-impact opportunities, and accelerate ecosystem growth.

Enablers:

• Drive data-informed opportunity identification through monthly reviews of Corporate and SME client portfolios, proactively identifying value chain and ecosystem opportunities linked to anchor clients. 
• Facilitate cross-functional collaboration (Corporate, SME, Risk, Product, Operations) to convert identified opportunities into executable deals and onboard ecosystem participants. 
• Continuously refine ecosystem execution approach based on portfolio insights, client behavior, and market dynamics to maximize revenue extraction from the corporate book.
• Track and act on pipeline performance from monthly reviews, ensuring timely follow-up, deal progression, and conversion into funded assets and transaction flows.

Responsibilities:

• Convert ecosystem and value chain opportunities into funded deals and active clients, driving revenue from the corporate book. 
• Execute acquisition and activation of ecosystem participants (suppliers, distributors, SMEs) to grow transaction flows and wallet share. 
• Translate Corporate and SME portfolio insights into actionable pipelines, with clear ownership of opportunity follow-through and conversion. 
• Track and improve onboarding, utilization, and conversion metrics to maximize ecosystem penetration and performance.
• Coordinate across Corporate, SME, Risk, Product, and Operations teams to ensure timely execution and closure of opportunities.

Academic Qualifications:
Bachelor’s degree in business, Finance, Economics, Marketing, or related discipline.
Professional Qualifications:

• Demonstrated expertise in traditional and digital lending ecosystems, embedded finance, or Banking-as-a-Service (BaaS) models
• Relevant professional certifications (e.g., CFA, ACCA, PMP, Prince2, Digital Banking or Fintech certifications) will be an advantage.

Work Experience Required:

• 4–8 years’ experience in Value Chain Finance, Trade Finance, Workplace Banking, Corporate Banking, or Corporate Sales within financial services. 
• Proven track record in ecosystem banking, including identifying, building, and monetizing value chains around corporate clients. 
• Demonstrated success in driving revenue growth, client acquisition, and portfolio expansion across corporate and SME segments. 
• Strong experience identifying and converting opportunities within corporate and SME client portfolios into funded assets, transaction flows, and ecosystem relationships. 
• Demonstrated ability to structure and execute value chain / ecosystem financing solutions (e.g., supplier finance, distributor finance, working capital).
• Experience working cross-functionally with Corporate, SME, Risk, Product, and Operations teams to deliver and close deals efficiently.

Competencies:

• Strong commercial and growth mindset, with ability to identify and convert ecosystem opportunities into revenue. 
• Solid analytical capability, able to interpret portfolio performance data and translate insights into actionable opportunities. 
• Good understanding of ecosystem/value chain business models and how to monetize partnerships around corporate clients. 
• Strong stakeholder management and cross-functional collaboration skills, with ability to drive execution across teams. 
• Results-driven with high execution discipline, balancing growth objectives with risk and compliance requirements.