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Regional Accounts Manager Job in Nairobi, Kenya

Regional Accounts Manager (RAM) – Kenya

A regional commercial bank operating in a number of African countries is looking an experienced Regional Account manager Head to work in their offices in Kenya.

Duties:

Sales and Relationship Management

  • Act as Single Point of accountability for a portfolio of regionally networked customers and ensure appropriate face-to-face coverage with key contacts in all regions
  • 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 dispersed Local Account Managers 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 Heads and CB Heads to maintain and document a Regional account strategy which should, at a minimum, include the following:
1.   Profile of account including key business and financial drivers, geographic profile, business strategy and key executives;
2.   Profile of existing customer operations including strategy initiatives, supply chain map and supplier profiles (i.e. relative share of wallet between vendors).
3.   Thorough analysis of the organizations 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
  • Conduct joint sales with Group Heads, CB Cluster Head, CB Heads, Local Account Managers (LAMs) and product team with emphasis on cross selling to increase wallet share
Business Development
  • Identify enterprise and alliance opportunities and engage with Corporate Bank Product Group as well as the organizations 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 Global 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 Group Heads
Credit Management
  • Collate a Single CA application incorporating a risk assessment of the customer group
  • 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
Requirements:
  • Bachelor’s/Master’s degree in Business Administration, Marketing or related field of study
  • At least 8-10 years 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;
  • 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;

If you are interested and fulfill the requirements please send your CV to kay@thecareerhub.co.za

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