Description
Equity Bank is one of the region’s leading banks
whose purpose is to transform the lives and livelihoods of the people of Africa
socially and economically by availing them of modern, inclusive financial
services that maximize their opportunities. With a strong footprint in Kenya,
Uganda, Tanzania, Rwanda, South Sudan, and now in DRC Congo, Equity Bank is now
home to more than 10 million customers – the largest customer base in Africa.
Equity Investment Bank Limited (EIBL), a subsidiary of Equity Bank Group,
offers strategic insight, in-depth analysis and creative solutions to support
the growth and development of Small and Medium Enterprises (SMEs) and corporate
clients through comprehensive advisory and financial services (corporate
finance, asset management, wealth management and brokerage).
Overall Job Purpose
The overall objective of the role is to drive the
delivery of aggressive incremental Trade & revenues for a retail regions or
a cluster of Supreme branches and drive their day-to-day trade business growth.
The role’s key focus is to lead the country teams to focus on an ambitious
growth of Trade business, building strategic trade relationships globally and
maximizing cross selling opportunities and profitability for FI business.
The role is also responsible for the co-ordination
and management of both the trade & products including putting in place
strategies to increase the various rebates that the Bank receives from the
correspondence relationships with our Key FIs to support our cash & trade
business. The role is also responsible for ensuring that adequate Limits have
been put in place by our various international correspondent bank to support
the local businesses. The holder will act as a liaison between the local and
international Financial institutions.
Key Accountabilities
Accountability: Operational Plan [ 15%]
- Design, development and delivery of the country trade sales
operational plan.
- Formulate own operational plan across the various Trade
products, including sales, products and channel’s needs, customer
proposition and lending approach to FIs.
- Ensure the plan is aligned with the Group Trade Strategy and
the Trade Sale Strategy and is supported by the various partners within
the bank.
- Discover trade relationship opportunities that need to be
explored to increase our products distribution.
Accountability: Financial Performance[30%]
- Overall responsibility for the growth of the Bank’s trade
business revenues & profitability.
- Deliver financial targets for the Trade business in the
countries, whilst positioning the Bank’s trade products revenue growth for
medium term.
- Manage Cost-to income ratios for the business to ensure they
are aligned with the objectives.
- Price deals appropriately in order to ensure the
attractiveness of the deal to FI clients and that the return is
commensurate with the risk and that the bank’s return is maximized.
Accountability: Sales Management [30%]
- Develop in-depth understanding of the trade business [trends
& threats], the local economic/regulatory drivers.
- Build and maintain a productive and strategic trade products
relationship with local trade Customers in our presence /non-presence
market and other parts of the world in order to drive the development and
delivery of trade business for the bank.
- Champion the delivery of consistent, seamless and trusted
customer service to ensure business retention and loyalty from Financial
Institutions.
- Co-ordinate marketing approach and portfolio focus of the
various Trade business to ensure a high-quality customer experience in
order to maximize the Group’s revenues from the trade business.
- Obtain adequate credit facilities and support in set up of
appropriate credit lines for local & foreign banks on best terms
ensuring that the bank achieves a same day TAT for setting up Limits.
- Working with the Group Trade Product Head and the Credit Team
embed a series of Trade products technical tools [including Risk-Return
Calculators, FI Credit scoring etc ] to ensure the customer needs and the
value of the solution to the clients are correctly understood and are
profitable.
- Develop in-depth understanding of trade products for the Bank
(trends, threats, and flows) and the economic/regulatory drivers.
- Participate in external trade forums/seminars to enhance the
bank’s visibility as a “Go To” Trade Bank.
- Responsible for driving all the Trade business tactical
strategies including all the initiatives identified in the Trade Strategy
& the Financial Institution Trade Products Papers.
- Responsible for Trade products reviews and enhancement.
Accountability: Business Delivery [15%]
- Identify impediment to booking trade deals and resolve with
the assistance of interrelated areas in the bank to ensure the deals in
the pipeline are booked
- Proactively build an internal and external network that will
facilitate the generation of Trade client leads (e.g. industry/trade
associations, chamber of commerce, industry seminars etc.)
- On-going cross selling and upselling to the bank’s defined top
Trade customers.
- Negotiate and close “stand alone” sales. Ensure that all
clients follow up activity including call reports, letters, tenders etc
are produced to a high standard in a tight time frame and that all
stakeholders are fully informed
- Provide input to product development and design of marketing
and sales materials founded on understanding of Trade client’s needs.
- Ensure that all sales and performance management measures
(e.g. sales pipeline tool, database, meetings etc) are adhered to.
- Respond to key Trade RFP’s pitch writing and presentation.
- Develop and implement various trade initiatives breakfast
events, workshops, seminars, cocktails etc the objective of which is to
drive sales and improve the bank’s visibility in terms of trade finance.
Accountability: Stakeholders Management [10%]
- Maintain relationships with the relevant internal
stakeholders’ groups within the countries to ensure the embedment of the
Commercialization ethos and drive collaboration.
- Seek out relevant local and global partners to ensure that
trade business delivers the relevant and holistic business proposition.
- Manage skills training and knowledge transfers within the
team, including Intra & inter teams training and knowledge transfer
within the Group.
- Transfer and sharing of the best practice to ensure the teams
receive appropriate training and development opportunities.
- Ensure we adhere to a high
performing organization profile and that the necessary tools are in place
to maximize the ability of our people.
Qualifications
Academic Qualifications
- Degree in Commerce or equivalent
- Post graduate degree preferable
- 5 to 8 years’ experience in banking or Product management
role.
- Proven track record in Financial Institution business either
as a Product Manager or a Relationship Manager.
Knowledge & Skills
- Strong selling and negotiation skills-must be “Deal closer”
- High quality written and verbal communication and presentation
skills
- Excellent interpersonal skills
- Time Management
- Networking
- Enthusiasm and high level of drive
- Competencies
- Personal and interpersonal skills
- Positive attitude
- Technical knowledge
- Commercial effectiveness
- Control Environment
- Management and Leadership
How To Apply