Job Description

Job Title: Receivables Product Manager

Group/Department Cash Management

Reports to Cash Management Director, Kenya & EAC

JOB OBJECTIVE

• To position Ecobank with our corporate clients as a leader in cash management services in Africa. This includes supporting companies expanding into Africa from Europe, US and Asia with relevant treasury advice and solutions, as well as helping African companies as they expand across Africa and into other regions leveraging the partnerships with Nedbank (South Africa) and QNB (Middle East, North Africa and Turkey). Ensuring that policies supporting the Risk management framework are kept always updated.


• Designing receivables product strategy capable of capturing new customer collections


• Review current process of cash and cheque collections and create digital solutions that are cheap and less risky


• Implementation of Product Plans which encompasses: Product Offering Definition, Development, Testing and Launch, Marketing strategies, Pricing Strategies, Training, Operations and Tech Roadmap, Pricing Models, Sales and Distribution, Delivery Channels, Metrics and Performance Management., Capacity Planning etc.


• Ensuring that the Bank complies with regulatory reporting requirements.

KEY RESPONSIBILITIES

BUSINESS DEVELOPMENT & IMPLEMENTATION

• Overall management of the Receivables P&L for Kenya


• Ensure effective delivery of Receivables products to CIB and Commercial banking customers.


• Lead end to end from the affiliate integration of receivables and digital solutions with client Receivables & Collections systems.


• Manage the collections channels effectively – Bank collect.


• Represent Ecobank at internal and external forums to promote thought leadership and encourage active industry engagement as it relates to Receivables.


• Support the growth of local currency liabilities (NIB/IBCAs) of the bank ensuring growth and product innovation.


• Identify and evaluate potential revenue opportunities in new and diverse markets including Public Sector, CIB, Commercial Bank.


• Ensure Ecobank’s Receivable Electronic Channels are positioned as a leader in the affiliate market and grow acquisitions aggressively for both product information and transaction initiation systems.


• Maximize penetration of client wallet, including delivering against individual client segments and sub segments (including the various Corporate & Investment Bank, Commercial Bank,


• Public Sector, Financial Institutions and International Organizations).


• Oversee the implementation of innovative and tailored Receivables Products.


• Manage Financials (Revenue and Expenses) for Receivables Product for the affiliate.


• Design and execute direct initiatives to meet revenue and balance sheet goals, and work with senior sales representatives to manage pipeline and identify new strategies for revenue growth/acceleration.


• Lead marketing and communication efforts.


• Define and deliver the Receivables strategy including client events and webinars, press releases, contributions to internal and external publications.

PEOPLE MANAGEMENT AND DEVELOPMENT

• Establish and maintain internal communication to Operations and Technology, Corporate Bank and FI group to support the enhancement of sales knowledge as it related to payments.


• Partner with the sales team and geographies in originating and structuring solutions for key / high value clients, including direct client interaction on a regular basis.


• Develop and continually expand the target market of Cash Management Receivables products, working actively with TSG and sales Heads as well as Relationship Managers in the affiliate


• Strategic partnerships with RMs, Technology, Operations, Legal, Finance, Treasury and other local and regional peer groups necessary for the successful delivery of the above accountabilities.


• Direct regular internal training programs (e.g. for sales teams, coverage, cluster partners, etc.)


• Actively interface with Cash Management Sales, Payments and Liquidity Product Managers for effective marketing, acquisition and product X-sell.

PROCESS AND REPORTING

• Ensure efficient and accurate receivables product management financials, volume and trend analysis


• Direct and support the preparation and presentation of sales proposals to account prospects.


• Develop a Cash Management Receivables Product Implementation & Sales plan in line with the group objectives working in collaboration with the TSG Heads.


• Ensure onboarding of Billers using our Digital Receivables products (Mobile, Branches, Agency, etc.).


• Ensure compliance of Receivables products with local and global regulations, and Ecobank policies:


• Follow Ecobank Group requirements for new product deployment within the affiliate.


• Ensure proper controls are included into all risk management tools for Receivables products.


• Commercialization of new product launches for client impact and flow of new business.


• Tracking of receivables linked balances regularly and collection volumes


• Support and actively develop digital propositions for the bank.

Customer Centricity

• Define and execute the client solution and engagement strategy


• Provide senior client “advisory” and solutioning support, helping clients structure the appropriate


• Receivables solution and bring best practices and Ecobank’s deep Africa experience to the table.


• Utilize above interaction to act as an oversight between the client and internal organizations in the effective service delivery of payment products.


• Drive the effective distribution of receivables products to clients through continued enhancement to the value proposition and appropriate positioning.

JOB CONTEXT

The role requires:

• Strong working knowledge of processes and practices pertaining to treasury management including cash management, liquidity management, risk management and treasury operations as well as exposure to the different structural models within large corporates including RTCs, SSCs, trading hubs, in-house banks, etc.


• Excellent communication and presentation skills including a strong command of PowerPoint and public speaking


• Exceptional relationship management skills including strong ability to manage and effectively influence multiple stakeholders


• Good interpersonal skills with great emphasis on teamwork. Able to work effectively in cross cultural, cross-geographical teams and maximize team efforts


• High level of responsiveness and ability to operate with a high degree of urgency and work in a pressurized environment


• Strong drive for results, able to plan, track and follow through to capture solutions and revenues

JOB PROFILE

Knowledge/Experience:

• The candidate should have 2 -5 years of product development/ management, excellent interpersonal skills, strong execution, and technical skills


• Experience in building/training motivating and managing a team


• Experience in interacting with and influencing key decision makers within corporate / CMB clients which fit our target market.


• Strong client focus and external orientation with the ability to understand client needs and stay abreast of macro-economic trends and contemporary finance and treasury practices


• High strategic, consultative and solution orientation with the ability to assess client needs at a relationship level and to package the banks products in response


• Excellent English (French- added advantage);


• A proven track record in a cash product environment within a financial services organization in Sub Saharan Africa.


• Understanding of Bank’s balance sheet gained from working in a Finance unit – Financial reporting/Analysis/Product Control or working in Treasury business.


• Knowledge of cash management – Receivables products.


• Knowledge of credit, risk management and KYC in respect of CIB/Commercial Bank clients.


• Forward looking strategic thinker; Creative, innovative, high energy; Strong planning and execution skills; Committed, team player

Education

• Higher education in Finance, MBA, technical degree is a plus.


• Personal Attribute


• Strong Interpersonal and selling skills


• Ability to work on own initiative and meet tight deadlines.


• An efficient and confident communicator with strong presentation skills


• Ability to demonstrate a strong commercial acumen and attention to detail


• Language: English & French, other language skills related to countries covered will be a plus


• Can-do attitude and focus on delivery and execution


• Must be prepared to travel extensively to build the cash management business in the group.


• Ability to work on own initiative


• Organized and disciplined, ability to handle demands and priorities


• Team player, Strong technical skills; Strong analytical skills; Strong communication skills; Strong


• planning and execution skills; Customer service orientation