Value Chain, Manager at Ecobank Kenya

JOB PURPOSE

• To lead synergies between Corporate, Commercial and Consumer Banking in driving and delivering optimal value chain opportunities for overall growth of Ecobank Kenya’s revenue position.

KEY RESPONSIBILITIES

BUSINESS PERFOMANCE

• Delivery of sales, revenue, deposit, risk asset, targets, and efficiency ratio for value chain target market.
• Prepare and deliver on approved value chain budgets for the country value chain initiatives.
• Analyse value chain sales and retention processes, identify, and monitor new business opportunities through the analysis of MIS, industry, and local knowledge.
• Working together with the Head of Brand & Marketing, Develop and Implement a Country Marketing Strategy that will drive value chain fulfilment.
• Ensure processes are nimble and are reviewed from time to time for efficacy from a distribution and delivery perspectives.
• Bid and proposal submission for various value propositions / solutions, in conjunction with the Business Units & Products teams.
• Team lead account planning process for commercial and corporate banking – With the aim of mapping the wallet size of the customer and the eco system.

CUSTOMER SERVICE

• Support the resolution process for escalated customer queries/complaints.
• Establish relationships with key value chain clients and business influencers in the country
• Establish and sustain a customer-centric value chain focused business culture, leveraging on people and technology
• Ensure high customer satisfaction as measured and monitored through Customer Evaluation on Bank Service Survey, Focus Groups and Product Service Performance Information.
• Co- ordination of sale activities from all business units – to ensure the onboarding of client into the bank is smooth and pleasant.

STAKEHOLDER MANAGEMENT

• Work closely with Corporate/Commercial/Consumer Bank Relationship Managers for identifying value chain opportunities
• Support all value chain opportunities with joint visits, and drive for execution closure.
• Train and empower staff to develop sustainable client relationships and prospect within the community for increased value chain business.

PROCESS, CONTROLS & OPERATIONAL PERFORMANCE

• Ensure compliance with operations risk e.g. Health & Safety, Security of premises, KYC, and anti-money laundering measures plus any other Group controls.
• Promote high Ethical and Integrity Standards, and establish a culture within the Bank that establishes and demonstrates to all personnel the importance of Risk Awareness and Controls

STRATEGIC INITIATIVES

• To provide feedback to the Management team on competitiveness of the Ecobank Products against the Competition in Kenya
• Work with product partners and RMs to customize solutions to meet client needs, thus ensuring all business opportunities are onboarded
• Work with business partners to ensure sustainability of business relationships by driving service provision to the “whole client” as opposed to a product based approach.
• Identify new business opportunities/ target market, development of new products together with the product teams, PP developments and implementation of the products.

The role implies :

• Strategic understanding of the business
• Results focused and leadership driven;
• Frequent travelling and interaction with clients, Senior and Executive staff.

The role consist :

• To run the sales effort and represent the sales capabilities of Ecobank
• To highlight areas of opportunity with existing customers for cross selling
• To ensure performance standards on delivery
• To monitor delivery performance and make improvements
• To understand customer needs and to deliver high customer satisfaction
• To build customer loyalty across the network

The role key measurable (not exclusive):

• Retain and grow customer revenues through value chain initiatives
• Improve customer level service quality

JOB PROFILE

Background/experience

• At least 7 years sales and managing experience, preferably in Business, Finance or Strategy;
• Ability to interact and negotiate with the client organizations at the decision-making level;
• Customer focused & results orientated;
• Excellent verbal and written communication skills
• Ability to pull together various resources to sell and deliver customer solutions;

Skills, Capabilities & Personal attributes

• Strong interpersonal, influencing and communication skills
• Strong stakeholder management skills
• Strong credit skills
• Strong understanding of the Banks business across all business lines.