Head Trade, Kenya & EAC at Ecobank Kenya

Job Description

Business and Financial Performance 

• Design and execute strategies to capture more supply chain domestic trade flows
• Develop a Trade Customer Target Market list for each affiliate in the of the EAC Region and wallet size to better understand the flows, players, volumes, and trade corridors and execute marketing initiatives towards improving trade numbers both from a volume perspective and from a P&L standpoint
• Responsible for launching Product Programs (aligned to Group Trade’s) for specific trade solutions
• Capture competitor intelligence and regulatory information and use it to develop or reinforce our competitive advantage
• Ensure appropriate pricing of Trade products with adequate returns and full collection of fees and commissions, whilst growing this revenue line
• Review trade monthly financials and ensure accurate booking of trade loans across the region
• Responsible for managing Trade’s S2 and S3 loans towards driving NPL ratios to a maximum of 3%

Client Centricity

• Ensure pristine trade customer’s experience with strong quality of service in coordination with RPC
• Negotiate key trade terms with clients/resolving issues between product and client
• Provide expert trade advisory services to customers and RMs
• Development and delivery of client trade sales materials, presentations, proposals, brochures and product awareness campaign
• Establish and maintain critical relationships with trade stakeholders in the local market, and with stakeholders in the wider Ecobank Group 
• Continually drive and ensure consistent and superior client-oriented culture and high-quality service delivery to trade customers including differentiated service where revenue justifies. Strong engagement of Operations, Technology and Risk is required
• Support launch and successful client onboarding on new trade platforms are required

Leadership and People Management 

• Coordination with FI towards on confirmation lines and increased LCs volumes through EBI SA
• 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
• Provide Relationship Managers & Customers continuous trade product knowledge through training, workshop and forums to maximum trade opportunity identification/solutions
• Be the lead on all Operations and Technology projects that have an impact on the Trade Business and solutions.

Process, Control and Operational Performance              

• Achieve a minimum of 5 documented join sales calls/PM and improve trade lines utilization rate
• Drive Trade pipeline management for the region and push on timely execution of transactions
• Originate, structure and close trade deals against customer opportunities sourced either directly or jointly with Relationship Managers (LAMs, RAMs, GAMs) both for Commercial and Corporate Bank clients
• Draw up weekly customer calling plan for trade customers to drive trade business
• Actively initiate & support new product development, roll-out and implementation
• Engage in risk approvals for trade deals and provide risk management of trade portfolio and structured solutions to mitigate risk
• 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 
• Responsible for ensuring robust risk management of trade products and loans (including RCSA) in coordination with Trade middle office, Risk management and Group Trade
• 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.

Strategic initiatives 

• Formulate and articulate a trade business roadmap for the Region aligned to the Group Trade strategy
• Understand the dynamics of international and regional trade flows within the Region with a view to assess market trends, identify new business opportunities or competitive threats across the region;
• Devise and execute strategies and solutions to capture key imports and exports within each affiliate
• Define a strategy for launching e-trade in high LC volume countries and onboarding clients
• Be engaged in industry developments and continuously migrate best practices within the region
• 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.