GENERAL JOB INFORMATION
Job Title
Local Account Manager-Regional Corporates
Reporting Lines
Head, Regional Corporates (Direct)
Head, Client Coverage (Functional)
Job Grade
4B
JOB PURPOSE
To oversee and lead business development initiatives in collaboration with Head of Unit, Client Coverage (CC) Head, and RAMs aimed at expanding and nurturing affiliate’s Client Coverage relationships.
Drive revenue growth profitably and efficiently by understanding client objectives, identifying Client Coverage opportunities, and proactively resolving or escalating issues that may affect sustainable growth and profitability.
Success in this role is demonstrated by sustainable revenue growth, increased wallet share across assigned clients, improved service delivery outcomes, and timely escalation and resolution of issues impacting client satisfaction and profitability.
The role requires a customer-focused, network-minded approach and the ability to resolve or escalate issues to Heads of Units, Country Heads, and RAMs to maintain strong Client Coverage relationships and high service quality.
The incumbent is frequently requested to provide information and reporting on local Client Coverage (CC) business.
SALES AND RELATIONSHIP MANAGEMENT
Manage local relationships under the guidance and supervision of Heads of Units, CC Heads, GAMs, and RAMs.
Manage the in-country relationship to ensure the smooth running of the account.
Ability to generate asset deals and understand all the key components that goes into deal structuring from initiation, documentation, disbursement etc
Develop and propose service development initiatives.
Advise on local service enhancement opportunities and coordinate implementation of agreed improvements.
Implement locally agreed service and process improvements in coordination with relevant stakeholders.
Regularly review country performance and identify actions to improve service, risk outcomes, and profitability.
Support the Regional Account Manager in implementing the agreed regional customer strategy locally.
Attain targeted sales goals, performance targets, and customer satisfaction through effective resource management.
Review account plans with Heads of Units and /RAMs for all networked customers to enhance business volumes and earnings.
Conduct joint sales with Unit Head, RAMs and product teams, emphasizing cross-selling to increase Ecobank wallet share.
BUSINESS DEVELOPMENT
Execute marketing strategies to grow the existing portfolio and develop new opportunities.
Understand customer needs and match products and services to meet client requirements and business objectives.
Develop an executive contact plan and arrange meetings with appropriate Heads of Units and GAMs/RAMs.
Prepare and agree the local account plan and appropriate credit grade with /RAMs, maximizing returns in line with business strategy.
CREDIT PROCESS
Evaluate the risk and business strategies of local subsidiary/associate/affiliate, and ensure compliance with local regulatory requirements
To be aware and fully understand, all terms of a Group Application or Single CA, including the parental support arrangement relative to the particular relationship.
Provide information on Single CA application
Negotiate pricing with Unit Heads and RAMs for Regional names.
Ensure no loss of valued local relationships.
Keep Unit Head and RAMs regularly appraised of any local developments that may impact credit standing of the group.
JOB PROFILE
QUALIFICATIONS & EXPERIENCE
Bachelor’s/master’s degree in business administration, Marketing, Banking or related discipline.
At least 3–5 years’ sales experience in Corporate Banking, Commercial Banking or Business Development within the Financial Service Sector
Experience and deep understanding of Regional Corporate Business, Large Local Corporates, or Multinational Client’s with distinct advantage
Ability to interact and negotiate with the client organization at the Local decision-making level; Customer focused & results orientated
Good verbal and written communication skills in relevant languages to the accounts assigned
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, and savvy, with sensitivity to regional corporate client culture.
PERSONAL ATTRIBUTES AND SKILLS
Strong business acumen with analytical and selling skills to assess and translate client needs into solutions.
Strong communication and negotiation skills to deliver mutually beneficial outcomes with clients.
Ability to influence internal stakeholders and drive alignment across teams.
High ethical standards, credibility, and commitment to best practices.
Collaborative team player who works openly and respectfully with others.
