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: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.
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