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Offer 2236 Details : HEAD, TRADE, VALUE CHAIN & LIABILITY PRODUCTS, COMMERCIAL BANK
Reference : AFS/BT/HTVCLPCB
Position : Other
Deadline: 12/01/2019
Location : West Africa (Togo)
Industry : Banking/Finance/Insurance
Job Description / Role / Responsibilities :

JOB OBJECTIVE

Responsible for setting up the Commercial Banking (CMB) Trade, Value Chain & Liability Products
overall strategy and ensure disciplined execution across the network.
To develop and manage Trade, value chain and Liability Products for Commercial Banking Group
to drive revenue growth and to ensure that clients are serviced in an effective and efficient
manner.
Overall responsibility for revenue growth and market share growth of the vanilla trade and
Structured Trade & commodity financing business in CMB
To plan and deliver an effective strategy to fully extract value along the value chain of our
corporate clients resulting in customer acquisition across the entire value chain (anchors,
suppliers, distributors, employees etc.), retention of deposits within the system and increase in
transactional income.
Achieve real synergy by fostering close collaboration with and among all internal stakeholders,
especially the coverage teams of CIB, CMB and Personal Banking, to ensure goal alignment and
congruence that will result in enhanced profitability for the Bank.
To ensure a strategic and coordinated product development & sales focus, servicing the Trade &
Cash product needs of both existing and new business clients as well as the reporting of all trade
& cash activities to relevant stakeholders.
To design and manage deposit gathering programs to drive liability growth.

KEY RESPONSABILITIES

Business & Financial


? Will have oversight over all 3 businesses within CMB but with special focus on the local
corporate business
? Responsible for development of regional trade
? Responsible for looking out for risk sharing opportunities with DFIs and other agencies,
monitoring and ensuring optimal utilisation of these facilities
? To deliver CMB products to customers in the most efficient and cost-effective way using
appropriate technology, whilst closing product gap versus competitors.
? Lead Liability product development and sales focus on payments & collections to expand
the CMB customer base and grow market share of deposits, generating a significantly
enhanced base of low-cost liabilities for the CMB business.
? Develop and execute an innovative product origination, implementation and delivery plan
that positions CMB’s payment & collection products in a leading stance in the
marketplace.
? Develop innovative based Trade Products to ensure a leading trade proposition for
clients.
? Lead gap analysis and ensure a high cross-sell of CMB Products and Solutions.
? Developing close and effective contacts with key clients.
? Develop value chain origination capacity in key sectors of industry and work with CB and
CMB coverage teams to coordinate value chain initiatives
? Identify and evaluate potential revenue opportunities in existing and new markets
? Develop and continually expand the target market of Trade & Liability Products, working
actively with CIB- Trade & Cash, Account Managers and IT & Ops.
? Ensure efficient and accurate product management financials, volume, trend and
variance analysis.
? Actively update and monitor the deal pipeline for growth.
? Ensuring effective cross sell with product partners and specialists in driving trade services
& Liability Products revenue
? Overall management of the Trade Business (Vanilla & STCF) sales and revenue
momentum across our platform with a support to the affiliates
? Sales of eGov solutions to grow deposits.


Client-Centricity
? Identify customer needs based on customer interaction and interface with Account
Managers.
? Drive customer service excellence Initiatives
? Drive and sustain a customer-centric business culture, leveraging on people and
technology
? Ensure Implementation of all action plans from Customer perspectives


People Management & Development
? Motivating and managing the Team to generate business for new accounts and develop
them to achieve consistent profitability through a clear process of target settings.
? Supervise and direct the team to deliver value proposition, including platform, credit,
Trade, Value Chain & Liability Products
? Encourage and foster a congenial working environment to enable the Team to achieve
through teamwork and operational efficiency.
? Govern direct reports with account strategies and account problem resolution


Process, control and operational performance


? Identification and marketing strategies/opportunities that will assist in the CMB sales process
? Run weekly & monthly sales process, account planning and pipeline reporting
? Prepare reporting and financial returns as required with Finance partner
? Conduct periodic strategy, surveys, collate and analyse results, draft and implement
action plans for sales
? Provide overall Trade & Cash Business updates to the GE CMB and all stakeholders

 

Candidate profile :

Experience & Qualifications
? At least 15 years sales and managing experience, preferably in CMB/ CIB/ with an
experience in the Trade Services & Finance and Liability Products.
? Ability to structure transactions.
? Ability to interact and negotiate with the client organization at the global decisionmaking level;
? 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;
? Results and Leadership driven;
? Inclusive, flexible, internationally savvy and sensitive to client culture.
? Bachelor’s/Master’s degree in Business Administration, Marketing or related field of
study.
? Strategic mindset – decision making ability to consider both short term and long term
objectives
? Dynamic, innovative self-starter with a personal ambition to succeed
? Bilingual (English/French) as an advantage


Personal Attributes
? Strong interpersonal, influencing and communication skills
? Results oriented and driven.

Additional information :

Reports to:  Group Executive, Commercial Bank