SENIOR LOCAL ACCOUNT MANAGER (LAM)

JOB PURPOSE

 

• To oversee and lead business development initiatives in collaboration with Heads of Units, Corporate Banking Heads, (Global Account Managers), and (Regional Account Managers), aimed at expanding and nurturing affiliate’s Corporate Banking relationships. 

• The primary goal is to drive revenue growth in a profitable and efficient manner. Additionally, the role involves comprehensively understanding and fulfilling client needs and objectives by identifying opportunities for Corporate Banking business to proactively address or escalate issues and challenges related to sustainable growth and profitability.

   

KEY RESPONSIBILITIES

 

BUSINESS DEVELOPMENT

• Execute marketing strategies to enhance the existing portfolio and cultivate new prospects. Gain insight into customer requirements and deliver products and services to meet client needs and attain business goals.
• Formulate an executive contact plan and coordinate meetings with relevant Heads of Units, GAMs, and RAMs.

• Collaborate with GAMs and RAMs to devise local account plans and determine suitable credit grades to optimize returns aligned with the business strategy.

   

SALES AND RELATIONSHIP MANAGEMENT

• Provide backup for respective business unit heads in the management of local relationships. 
• Oversee the local relationship to ensure the seamless operation of the account.
• Formulate, propose, and provide guidance on service development initiatives and improvements within the organization.
• Assist the GAM in implementing the globally agreed-upon customer strategy. Achieve targeted sales objectives, performance metrics, and customer satisfaction through efficient resource management.
• Collaborate with Heads of Units, GAMs, and RAMs to review Account Plans for all networked customers, aiming to boost business volumes and earnings.

• Conduct collaborative sales efforts with GAMs, RAMs, and the product team, emphasizing cross-selling to increase Ecobank's wallet share.

   

CREDIT MANAGEMENT

• Evaluate the risk and business strategies of the local subsidiary/associate/affiliate and ensure adherence to local regulatory standards.
• Maintain full awareness and understanding of all terms within a Group Application or Single CA, including the parental support arrangement concerning the relationship.
• Furnish details regarding Single CA applications.
• Negotiate pricing with GAMs/RAMs for Business names.
• Safeguard valuable local corporate relationships to prevent any loss.

• Provide regular updates to GAMs/RAMs on local developments that could affect the credit standing of the group.

   

 

JOB CONTEXT

 

• The role requires a customer-centric and network-oriented mindset, with the capability to handle and elevate issues to accountable heads to uphold excellent service standards.

• The individual is expected to frequently provide information and report on local Customer/ CB business.

   

 

JOB PROFILE

 

Experience & Qualifications

• Bachelor’s/ Master’s degree in Business Administration, Marketing or related field of study.
• Minimum 5 – 7 years sales experience with good sales track record 
• Previous people management experience and high-level relationship building are assets.
• Ability to drive synergies to sell and deliver customer solutions. 
• Good organizational skills are highly desirable; Result driven team player. 

• Inclusive, flexible, business savvy, and sensitive to client culture. 

   

   

Skills, Capabilities & Personal attributes 

• Team player and results driven. 
• Self-starter capable of working on your own initiative.
• Strong interpersonal, influencing and communication skills.
• Planning & Problem solving Strong analytical, presentation and documentation skills.
• Ability to draw information from various sources, including people.

• Excellent teamwork skills and the ability to lead and motivate others.