Summary
Date Posted: Saturday, May 04 2024, Base Salary: Not Disclosed

JOB DETAILS:
Job Description
Key Responsibilities
• Aligned with the Group, devise a strategic direction for the cash management business in country
• Ensuring a strategic and co-ordinated product development, innovation & sales focus, enhancing and customizing the Cash Management Product family to meet the needs of both existing and new clients
• Deliver Cash Management solutions to our commercial banking customers in the most efficient and cost effective way using appropriate technology
• Draw up a plan to implement and execute the cash management strategy within agreed time frame, leading to effective solution deployment, deal conversion, deposit growth, current account balance and non-interest income growth
• Develop a cash management sales pipeline working with Head of Corporate and Head of Commercial Banking and ensure effective deal pipeline management and conversion to meet cheap liability and e-payment targets
• Take full ownership of the pipeline management and deal conversion process.
• Through consultative partnership with Corporate and Commercial Banking team, develop innovative, competitive and value added solution working with e-channel and client delivery team as well as all internal stakeholders and external solution providers to grow our share of client’s cash management wallet (payment and collection).
• Interface with Product teams and external service providers to ensure that any product gaps that impair our customer value proposition are timely addressed
• Be the central point of coordination for Public Sector collection initiative within Corporate and Commercial Bank and Group Reporting
• Act as the single focal point for all cash management opportunities and solutions, and be the escalation point for all cash management related needs
• Ensure all Cash Management Champions are effectively trained and follow the standard sales methodology for all complex and regional cash management deals
• Develop product support framework and marketing materials ranging from generic proposals, presentations, FAQ, internal and external awareness materials
• Develop sector specific market and customer insight through effective market segmentation, relationship and client’s consultative partnership for effective understanding of customers and sector’s needs, competitors, global best practices and industry trends
• Positively impact customer’s experience by ensuring we exceed client expectations at every touch point through customer focused consultative sales, timely solutions, deal delivery/implementation and customer service
• Ensure all products and solutions are complaint with local rules and regulations and compliant with group standard, policies, coordinate the bank relationship with CBN, National Payment System on cash management related issues
• Adopt a Customer Centric Relationship Selling Skills, train LAM/RAM on same while building, developing and maintaining relationship with senior client decision makers,
• Understanding of client’s business operational flows in order to perform problem identification, solution customization, sizing of opportunities, solution fit and maximize cross sell of Transaction Banking and other bank products,
• Ensure adequate and proactive calling plan of key relationships is maintained working closely with Commercial Bank
• Lead the preparation and presentation of cash management led sales proposals to strategic accounts and prospects across the target market
• Prepare the country weekly and monthly cash management performance reports and ensure submission to Head of Corporate and Commercial Bank Head, Cash Management team and Group
• Ensure efficient and accurate report of product management financials, volume, value, number of customers, utilization, variance analysis and continuously assess strategy to cover variances to plans
• Ensure adequate pricing of Cash Management products and ensure full collection of fees and commissions, whilst growing this revenue line and reducing/eliminating any revenue leakage
• Follow and review processes and procedures to support the delivery of quality products and services
• Monitor all deliverables and dependencies related to effective delivery of cash management solutions, deals, strategic initiatives and communicate regularly with the client regarding progress against milestones
• Migrate best practices from the Group and affiliates
• Provide leadership for the effective delivery and growth of cash management business in country
• Own the performance levels of all cash management products
• To actively participate in various client and industry functions, conducts client forum and focus groups to gain market intelligence, increase Ecobank share of customer’s mind and communicate findings to Head Corporate Bank Products & Group Head Cash Management
• To resource, lead, motivate and develop a cash management and sales manager
• To agree development plans for all direct reports
• To articulate a clear successor for the role of Head Cash Management & Sales (In Country)

CONTRIBUTES TO
• Customer Service through
• Quality of value added cash management products and solution packaging
• Customer centric and consultative sales
• Cost effective and timely solution and deal delivery
• Staff training, grow internal skills set and knowledge base and support
• Revenues, through
• Increased transaction volumes, collection/deposit, low cost liability based, payment, non-interest income, customer acquisition and product utilization
• Ensure effective coordination of cash management client value proposition for shorter implementation cycles, leading to faster realization of revenues
• Sales, by
• Growing share of collection and payment wallet and ensure customer retention and acquisition
• Being a door opener for customer acquisition by increasing Ecobank Kenya customer value proposition and enhancing client experience
• Developing structured and competitive solutions through customer consultative sales working with LAM, RAM
• Be up to date with Global, Regional and local best practices, develop market insight and local benchmark

LEARNING & KNOWLEDGE
• Possess a superior knowledge of Wholesale Cash Management and Delivery Channels
• Leverage performance by delegating and managing through others
• Ability to operate and perform in a diverse environment under general direction, guidelines and rules
• Superior negotiation skills cross functionally and externally
• Superior communication skills both interpersonal and for communicating broad messages across and up and down levels
• Be reflective of own performance and seek out the counsel of peers, subordinates, seniors and external reviewers to enhance performance devoid of defensiveness
• Develop leadership and talent within the organization with associated performance management on an immediate, one year, three year basis
• Hold meetings with direct reports and assess their performance as well as the department’s overall performance on a regular basis

REQUIRED SPECIAL SKILLS
• Excellent knowledge of Cash Management business and best practices and ability to understand customer’s business requirements
• Proven sales track record and ability to innovative, design, customize and deploy value added solutions to a wide range of customers and sectors
• Excellent exposure to technology and application of technology to business in general and banking in particular
• Proven track record of successfully managing a cash management business and product P&L in Kenya
• Ability to sell to Corporates at all level
• Excellent oral and written communication skills in English and French (but not essential for French)
• Excellent oral and written communication, client presentation and negotiation skills in English and French a plus
• Knowledge of banking products and operations, deposits and other liability instruments
• Transaction Banking Product management expert
• People-management techniques and skills
• Understanding of country fund flows and regulatory requirements
• Results oriented, strong analytical, problem solving skills, excellent knowledge of corporate electronic banking processes and systems
• Familiar with performance measurement and management and the balanced scorecard approach
• Good adaptability to multinational environment, with wide exposure to various cultures and customs
• Ability to manage a variety of groups, each with their own objectives to achieve a common goal.
• Thorough Operations and Systems exposure
• Ability to work in a culturally diverse environment and lead, motivate a team

THINKING REQUIREMENTS AND WORK COMPLEXITY
• Expected to formulate unique solutions based on knowledge and customer challenges
• Gain access to major Corporates and establish credibility at senior levels
• Maintain close relationship with e-channels and client delivery team, LAM, RAM, GAM, support, implementation, IT and operational units to ensure optimum client solution delivery
• Follow up on the implementation team and clients to ensure that solution sold and implemented match previously set customer’s expectations
• Initiative and Innovative thinking
• Product knowledge: has in-depth understanding of how products/solutions interface with other areas in the bank and is able to identify new business and cross sell opportunities based on that in-depth understanding
• Problem solving: searches for client information and analyses client business operating cycle and value chain in order to prepare effective and customized client orientated proposals and presentations with buy in of the solution delivery from key internal and external stakeholders


Education Requirement: No Requirements

Job Experience: No Requirements

Work Hours: 8

Experience in Months:

Level of Education:

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