Coverage Banker, Global Corporates & SADC Country Representative RSA at Ecobank

JOB PURPOSE

• As a Coverage Banker, the role is to consistently support the growth of the Corporate Bank GC relationships, business and revenue in a profitable and cost-effective manner through parent-level engagement for CIB Affiliates
• Assist the Commercial Bank Affiliates (CMB) Affiliates which ECOBANK CIB exited but where there are still some Global Corporate subsidiary names present.
• Maintain and grow the Mining Business for ECOBANK CIB where most of the coverage (South Africa, Australia, Canada/US) is managed out of the South African Representative Office including coordination for mining conferences yearly attendances.
• Mining Indaba Cape Town 
• PDAC Toronto Canada
• Africa Down Under Perth Australia 
• To deeply understand client needs and objectives and identify opportunities for Corporate Bank to support clients in addressing problems and challenges relating to business into our footprint as well as sustainable growth and profitability. 
• To develop the Payments and Remittances Business for the African Diaspora based in South Africa using the strategic partnerships with South Africa entities.

KEY RESPONSIBILITIES

SALES AND RELATIONSHIP MANAGEMENT 

• Act as Single Point of accountability for a portfolio of globally networked customers headquartered in South Africa (and other selected countries for the mining portfolio) and ensure appropriate face-to-face coverage with key contacts in all regions. This will include travels in Africa and elsewhere as appropriate.
• Conduct joint sales pitches with Group Heads, Product Heads, CB Cluster Head, CB Heads, LAMs and product team with emphasis on cross selling to increase wallet share for Ecobank. 
• Attain targeted sales goals, performance targets and customer satisfaction through the effective management of resources. 
• Build an account profile/executive briefing document for the global team and provide leadership to the Corporate Bank Country CB Heads (CBHs) through regular structured communication via conference calls, online meeting or formal emails, clearly outlining key projects, opportunities, issues, products transitions, pricing etc. 
• Work with the relevant Group, Product, Cluster and CBHs to maintain and document a Global account strategy which should, at a minimum, include the following; 
• Profile of account including key business and financial drivers, geographic profile, business strategy and key executives; 
• Profile of existing customer operations including strategy initiatives, supply chain map and supplier profiles (i.e. relative share of wallet between vendors). 
• Thorough analysis of Ecobank’s strengths, weaknesses, opportunities and threats relative to the individual account, provide a summary of the business opportunities offered, critical success factors and associated risk/resource considerations; 
• Together with LAMs, review Account Plans for all networked customers with a view to enhancing business volumes and earnings 
• Leverage on the network relationships to generate increased revenue across all product spectrums for each client grouping 

 BUSINESS DEVELOPMENT 

• Identify enterprise and alliance opportunities and engage with Corporate Bank Product Group as well as Commercial Bank and Consumer teams to develop joint engagement plan. 
• Identify and implement marketing strategies and business opportunities development and implementation of network sales process to drive pipeline growth and deal execution for the Regional names. 
• Understand customer needs and provide with products and services to satisfy client needs and achieve strategic objectives. 
• Develop executive contact plan and arrange meetings with appropriate Ecobank Group Heads 

CREDIT MANAGEMENT 

• Contribute to the Global  CA application incorporating a risk assessment of the customer group Where appropriate participate into credit restructuring/distressed work outs.
• Obtain approval of limit applications for constituents of customer groups. 
• Agree pricing with LAMs. 
• Ensure that all exposures to all constituents of a customer group are accurately recorded in all Bank credit reporting systems. 
• Ensure that LAMs are aware of and fully understand, all terms of a Group Application or Single CA, including the parental support arrangement relative to the particular relationship. 
• Ensure no loss of valued networked corporate relationships due to inefficiency.

JOB CONTEXT

• The role involves frequent travelling to Middle Africa Affiliates as well as out-of-Africa destinations: Australia, Canada and the US and interaction with Senior and Executive representatives of Global Corporates/ Multinationals. The incumbent should be customer & results focused; highly self-motivated with a professional can do approach. 
• Bilingual speaking (English/ French) is ideal. 
• The role sits in the South-Africa Representative Office. 

JOB SCALE

CIB

• Manage a portfolio of Global Corporates principally SA-based as well as others based in Australia.

OTHERS

Constant interaction with Senior and Executive colleagues from

• Group Head Office/ ETI and Country Managing Directors
• Corporate Bank Heads of Ecobank’s 34 affiliates in Africa
• Cash management
• Trade Finance
• Treasury
• Risk & Credit

JOB PROFILE

Experience

• At least 10-15 years origination & sales experience with good sales track record, preferably in Wholesale/Corporate Banking
• Ability to interact and negotiate with the client organization at the global decision-making level
• Strong credit skills, Lending experience required
• Customer focused & results orientated
• Excellent 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
• Strong leader who can make tough calls
• Inclusive, flexible, internationally savvy and sensitive to client culture. 

Education

• Bachelor’s/Master’s degree in Business Administration, Marketing or related field of study. 

Requirement

• South Africa citizenship and/or SA Permanent Residency Permit is strongly preferred. 

Personal Attributes

• Cooperative working style and strong communication skills are required, in order to develop and maintain effective working relationships both externally and internally, with colleagues on the ground in the affiliate, the Region and the Group Office. 
• Self-starter capable of working on your own initiative with minimal supervision; 
• Strong interpersonal, influencing and communication skills