Vacancies at Ecobank Kenya

KEY RESPONSIBILITIES

SALES AND MARKETING MANAGEMENT 

• Put in place annually, an approved target market document with complete information on customer segmentation, target names, products, services, revenues and profitability. 
• Deliver set targets for deposits, risk assets, transactions and revenue and the effective management of clients. 
• Target assigned customer segments within allocated time and call frequency to generate profitable sales.  Ensure proper booking of all transactions of customers including deposits, loans, revenues and costs. 
• Continually seek new opportunities to market services and bring in new customers by thoroughly understanding the marketing and economic environment. 
• Maximum NPL of 3% of portfolio. 
• Track and maintain allocated performance records including sales tracker, deposits, risk assets, provisions, incomes, costs and all relevant performance indicators on a daily, weekly, monthly, quarterly and annual basis. 

RELATIONSHIP MANAGEMENT & CUSTOMER SERVICE 

• Deliver agreed customer and product sales, wallet share and profitability targets. 
• Create and monitor customer sales program. 
• Achieve minimum of 5 products per customer. 
• Responsible for keeping self and supervisors up to date on competitor data and feedback provided for product and service changes or development. 
• Achieve minimum customer satisfaction rating of ‘very satisfied’. 
• Deliver appropriate product solutions and services to customers in order to deliver at least 75% of customer’s wallet. 
•  Develop strong internal relationships to support the successful servicing of customers and the delivery of sales targets. 
• Build a strong local profile for self and bank through positive involvement in community activities. 
• Own customer complaints and resolution process in portfolio and collect all past due obligations. 
• Advice/update customers on all tariffs, policies, procedures and any other changes to products or accounts. 
• Ensure proper authorisation and contact customers with regard to confirmation limits and any other account management issues. 

RISK & COMPLIANCE 

• Ensure all credit transactions and credit files in portfolio comply with the spirit and the letter of all applicable laws, regulations and institutional policies. 
• Ensure compliance with operations risk e.g. KYC and anti-money laundering measures plus any other Group controls. 
• Ensure all credit lines are current and all credit transactions are duly approved per policy within acceptable TAT. 
• Constantly monitor credit portfolio to ensure maximum of 3% NPL. 
• All files with PDO/Arrears position of over 30 days will be submitted to Remedial Unit with forwarding memo and copy signed by Remedial and kept in the branch 
• Operate within the set expense budget on a customer by customer basis. 

ADMINISTRATION & TEAMWORK 

• Follow up on all pending transactions and ensure completion. 
• Maintain customer profiles and files 
• Submit the following in a timely manner; daily planner, call memos, sales plans, forecasts, expense refunds etc. 
• Provide feedback on performance of service providers. 
• Provide feedback to various sectors on the performance of staff e.g. IT, Operations etc. 
• Provide cover for other account managers or sales Managers when necessary 
• Provide honest feedback on performance of colleagues 
• Share knowledge and best practice with team members 

JOB PROFILE JOB SKILLS & EXPERIENCE REQUIRED 

• Education - Bachelor’s Degree and above 
• Preferred Education - Degree in Sales and Marketing or Commerce 
• Skills & Experience - Minimum 2 Years of Experience at Account Relationship Officer level 
• Preferred Skills & Experience - Sales Experience in Financial Environment

Apply Before
06/29/2023

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KEY RESPONSIBILITIES

BUSINESS PERFORMANCE

• Put in place annually, an approved business plan document with complete information on customer segmentation, target names, products, services, revenues and profitability.
• Deliver set targets for deposits, risk assets and revenue and the effective management of customers.
• Target assigned customer segments within allocated time and call frequency to generate profitable sales.
• Ensure proper booking of all transactions of customers including deposits, loans, revenues and costs. 
• Continually seek new opportunities to market services and bring in new customers by thoroughly understanding the marketing and economic environment.
• Track and maintain allocated performance records including sales tracker, deposits, risk assets, provisions, incomes, costs and all relevant performance indicators on a daily, weekly, monthly, quarterly and annual basis. 
• To ensure that the branch/business unit is profitable. 

RELATIONSHIP MANAGEMENT & CUSTOMER SERVICE

• Deliver agreed customer and product sales, wallet share and profitability targets.
• Create and monitor customer calling program using the CRM platform. 
• Cross sell bank products to customers as spelt out in the KPI. 
• Responsible for keeping self and supervisors up to date on competitor data and feedback. 
• To gather information to improve existing product offering. 
• Achieve the set NPS (Net Promoter Score) target. 
• Deliver appropriate product solutions and services in order to capture the target customer share of wallet. 
• Develop strong internal relationships to achieve key deliverables. 
• Build a strong local profile for self and bank through positive involvement in community activities.
• Own customer complaints and resolution process in portfolio. 
• Advice/update customers on all tariffs, policies, procedures and any other changes to products or accounts.
• Ensure proper authorisation  of Customer Transactions within approved limits.
• Prudent Management of the portfolio as per set target i.e. NPL and PAR.

RISK, GOVERNANCE & CONTROL

• Follow up on all pending transactions and ensure completion.
• Maintain customer profiles and files.
• Robust management of ticklers under your portfolio  i.e call memos, insurances, collateral inspections, valuations and annual reviews of Credit Applications   
• Provide feedback on performance of service providers. 
• To comply with the GCPPM – Group Credit Policy and Procedure Manual. 
• To comply with the PDO – Past Due Obligations Policy. 
• To comply with the set guidelines set by the CISG – Credit Infraction Sanction Grid. 
• To carry out ARA – Annual Risk Assessment, RCSA – Risk Control Self –Assessment, DCFC – Department Control Function Checklist as per set timelines. 

PEOPLE MANAGEMENT 

• Performance Review/self - assessment and discussion with Line Manager as per set timelines. 
• Maintain and develop a culture of high performance, mutual respect, values and reputation in the branch. 
• Actively work with Head Office departments to identify any operational and resource gaps (people, budget and equipment).
•  Understand and communicate clearly the business strategy of branch/business Unit and bank. 
• Motivate and engage the team to deliver on the branch set targets.
• Ensure competent back-up at all times and compliance with Leave Roster.
• Provide honest feedback on performance/support of colleagues/other units. 
• Share knowledge and best practice with team members and other Unit heads

Apply Before
06/28/2023, 02:05 PM

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KEY RESPONSIBILITIES

SALES AND RELATIONSHIP MANAGEMENT 

• Manage existing relationships under segment heads guidance and supervision. 
• Devise and propose service development initiatives 
• Advise on areas such as service enhancement within the sector 
• Implement any public sector improvements agreed. 
• Regularly review individual public sector portfolio performance 
• Attain targeted sales goals, performance targets and customer satisfaction through the effective management of available resources. 
• Together with Heads of Local NGO’s and Public Sector, review Account Plans for all sector customers with a view to enhancing business volumes and earnings 
• Conduct joint sales with CMB Relationship team and product team with emphasis on cross selling to increase wallet share for Ecobank 

BUSINESS DEVELOPMENT 

• Implement marketing strategies to develop existing portfolio and development of new opportunities. Understand customer needs and provide with products and services to satisfy client needs and achieve business objectives. 
• Develop executive contact plan and arrange customer meetings with segment head or head of CMB. 
• Prepare and agree with the segment head on account plan as well as appropriate credit grade, and maximize returns in line with overall CMB business strategy

CREDIT PROCESS 

• Assess risk and business strategies of local NGO”s and Public sector players in line with the bank’s target market and risk appetitive agreed with credit risk. 
• To be aware and fully understand, all terms and conditions required to facilitate good credit origination, processing and relationship management. Provide financial information for use in preparation of credit facilities. Maintain financial records for all borrowing customers. 
• Ensure no loss of existing public sector relationships. Ensure any advance effects noted on any credit facilities advanced is promptly escalated and addressed as per the credit policy.

EDUCATION & EXPERIENNCE

• Bachelor’s/Master’s degree in Business Administration, Banking, Economics, Marketing or related field of study
• At least 3 years sales experience with good sales track record, preferably in Commercial, Institutional or Corporate Banking; 
• Ability to interact and negotiate with the clients. 
• Customer focused & results orientated; Good verbal and written communication skills. 
• Ability to pull together various resources to sell and deliver customer solutions; 
• Good organizational and time management skills are highly desirable; 
• Result driven team player; 
• Inclusive, flexible, savvy and sensitive to client culture.

Apply Before
06/30/2023, 04:00 PM

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Job Description
KEY RESPONSIBILITIES

• To manage the development of prudently priced assets, cost-effective long-term liability with reputable companies and organizations to ensure Bank’s maximum profitability. 
• To identify and develop a target pipeline and aggressively market for new profitable status customers from the identified target sectors. 
• Manage key customer relationships through regular contacts and visits by ensuring the effective call program is maintained on all assigned and prospect customers. 
• Maintain high professional standards and strive to provide quality services and competitive pricing to clients e) Cultivate good rapport with Local Corporate clients and ensure, the bank becomes the choice for their banking requirements. 
• Continuously identify and exploit cross selling opportunities that embed the bank and its products with customer needs 
• Establish quality profit earning customer relationship within the target market 
• Ensure compliance to Know Your Customer (KYC) and Anti Money laundering (AML) requirements in all dealings with existing and potential customers.

Risk Management & Operational Control 

• Maintain a high standard of operational control including adherence to Risk Management and Compliance guidelines. 
• Keeping updated with Ecobank’s guidelines for its internal policies and procedures to mitigate financial loss and fraud within the bank.
• Gathering information that is needed to prepare and assess credit applications to manage customer expectations. 
• Identifying areas of improvement with internal processes in place. 
• Report to Management/ Board the status of Business leads, customer complaints, pending issues in respect of the clients

Qualifications & Experience

•  Degree in a business-related field
•  5 years' experience in a relationship management role in a corporate banking environment.

Personal Attributes

• Good people management skills 
• Good written and spoken skills in English and Swahili 
• Strong credit analysis, documentation, and relationship management skills 
• Ability to assess customer needs and develop products that suits their needs 
• Experience in structured trade finance, syndication and project financing will be an added advantage 
• Possess in-depth understanding and knowledge of Corporate Banking Products 
• Proven sales experience in a client relationship role within corporate banking 
• Ability to work to deadlines with proven time management skill

Apply Before
06/30/2023, 04:00 PM

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KEY RESPONSIBILITIES

BUSINESS DEVELOPMENT & IMPLEMENTATION 

• Overall management of the Receivables P&L for Kenya 
• Ensure effective delivery of Receivables products to CIB and Commercial banking customers. 
• Lead end to end from the affiliate integration of receivables and digital solutions with client Receivables & Collections systems. 
• Manage the collections channels effectively – Bank collect. 
• Represent Ecobank at internal and external forums to promote thought leadership and encourage active industry engagement as it relates to Receivables. 
• Support the growth of local currency liabilities (NIB/IBCAs) of the bank ensuring growth and product innovation.
• Identify and evaluate potential revenue opportunities in new and diverse markets including Public Sector, CIB, Commercial Bank. 
• Ensure Ecobank’s Receivable Electronic Channels are positioned as a leader in the affiliate market and grow acquisitions aggressively for both product information and transaction initiation systems. 
• Maximize penetration of client wallet, including delivering against individual client segments and sub segments (including the various Corporate & Investment Bank, Commercial Bank, Public Sector, Financial Institutions and International Organizations). 
• Oversee the implementation of innovative and tailored Receivables Products. 
• Manage Financials (Revenue and Expenses) for Receivables Product for the affiliate. 
• Design and execute direct initiatives to meet revenue and balance sheet goals, and work with senior sales representatives to manage pipeline and identify new strategies for revenue growth/acceleration. 
• Lead marketing and communication efforts. 
• Define and deliver the Receivables strategy including client events and webinars, press releases, contributions to internal and external publications.

PEOPLE MANAGEMENT AND DEVELOPMENT 

• Establish and maintain internal communication to Operations and Technology, Corporate Bank and FI group to support the enhancement of sales knowledge as it related to payments. 
• Partner with the sales team and geographies in originating and structuring solutions for key / high value clients, including direct client interaction on a regular basis. 
• Develop and continually expand the target market of Cash Management Receivables products, working actively with TSG and sales Heads as well as Relationship Managers in the affiliate 
• Strategic partnerships with RMs, Technology, Operations, Legal, Finance, Treasury and other local and regional peer groups necessary for the successful delivery of the above accountabilities. 
• Direct regular internal training programs (e.g. for sales teams, coverage, cluster partners, etc.) 
• Actively interface with Cash Management Sales, Payments and Liquidity Product Managers for effective marketing, acquisition and product X-sell.

PROCESS AND REPORTING 

• Ensure efficient and accurate receivables product management financials, volume and trend analysis 
• Direct and support the preparation and presentation of sales proposals to account prospects. 
• Develop a Cash Management Receivables Product Implementation & Sales plan in line with the group objectives working in collaboration with the Cash Management Heads. 
• Ensure onboarding of Billers using our Digital Receivables products (Mobile, Branches, Agency, etc.). 
• Ensure compliance of Receivables products with local and global regulations, and Ecobank policies: 
• Follow Ecobank Group requirements for new product deployment within the affiliate. 
• Ensure proper controls are included into all risk management tools for Receivables products. 
• Commercialization of new product launches for client impact and flow of new business. 
• Tracking of receivables linked balances regularly and collection volumes 
• Support and actively develop digital propositions for the bank.

CUSTOMER CENTRICITY 

• Define and execute the client solution and engagement strategy 
• Provide senior client “advisory” and solutioning support, helping clients structure the appropriate 
• Receivables solution and bring best practices and Ecobank’s deep Africa experience to the table. 
• Utilize above interaction to act as an oversight between the client and internal organizations in the effective service delivery of payment products. 
• Drive the effective distribution of receivables products to clients through continued enhancement to the value proposition and appropriate positioning.

JOB CONTEXT

The role requires: 

• Strong working knowledge of processes and practices pertaining to treasury management including cash management, liquidity management, risk management and treasury operations as well as exposure to the different structural models within large corporates including RTCs, SSCs, trading hubs, in-house banks, etc. 
• Excellent communication and presentation skills including a strong command of PowerPoint and public speaking 
• Exceptional relationship management skills including strong ability to manage and effectively influence multiple stakeholders 
• Good interpersonal skills with great emphasis on teamwork. Able to work effectively in cross-cultural, cross-geographical teams and maximize team efforts 
• High level of responsiveness and ability to operate with a high degree of urgency and work in a pressurized environment 
• Strong drive for results, able to plan, track and follow through to capture solutions and revenues

KNOWLEDGE & EXPERIENCE

• The candidate should have 2 -5 years of product development/ management, excellent interpersonal skills, strong execution, and technical skills 
• Experience in building/training motivating and managing a team 
• Experience in interacting with and influencing key decision makers within corporate / CMB clients which fit our target market.
•  Strong client focus and external orientation with the ability to understand client needs and stay abreast of macro-economic trends and contemporary finance and treasury practices 
• High strategic, consultative and solution orientation with the ability to assess client needs at a relationship level and to package the banks products in response Excellent English (French- added advantage); 
• A proven track record in a cash product environment within a financial services organization in Sub Saharan Africa. 
• Understanding of Bank’s balance sheet gained from working in a Finance unit - Financial reporting/Analysis/Product Control or working in Treasury business. 
• Knowledge of cash management - Receivables products. nowledge of credit, risk management and KYC in respect of CIB/Commercial Bank clients. 
• Forward looking strategic thinker; Creative, innovative, high energy; Strong planning and execution skills; Committed, team player.

EDUCATION

• Higher education in Finance, MBA, technical degree is a plus.

PERSONAL ATTRIBUTES

• Strong Interpersonal and selling skills 
• Ability to work on own initiative and meet tight deadlines. 
• An efficient and confident communicator with strong presentation skills 
• Ability to demonstrate a strong commercial acumen and attention to detail 
• Language: English & French, other language skills related to countries covered will be a plus 
• Can-do attitude and focus on delivery and execution 
• Must be prepared to travel extensively to build the cash management business in the group. 
• Ability to work on own initiative 
• Organized and disciplined, ability to handle demands and priorities 
• Team player, Strong technical skills; Strong analytical skills; Strong communication skills; Strong planning and execution skills; Customer service orientation.

Apply Before
06/30/2023, 04:00 PM