Regional Trade Sales Manager (Coast)

Role Overview

The overall objective of the Regional Trade Sales Manager is to drive the delivery of aggressive incremental Trade revenues for Supreme branches and manage their day-to-day trade business growth. The role focuses on leading teams to achieve ambitious growth in trade business, building strategic global trade relationships, and maximizing cross-selling opportunities and profitability for the Financial Institution (FI) business. The holder will act as a liaison between local and international financial institutions.

Key Accountabilities

Operational Planning (15%)

• Design, develop, and deliver the country trade sales operational plan.
• Formulate own operational plans across various Trade products, including sales, product and channel needs, customer propositions, and lending approaches to FIs.
• Ensure plans are aligned with the Group Trade Strategy and supported by internal partners.
• Identify trade relationship opportunities to expand product distribution.

Financial Performance (30%)

• Take overall responsibility for the growth of the Bank’s trade business revenues and profitability.
• Deliver financial targets for the Trade business in the countries, while positioning trade products for medium-term growth.
• Manage cost-to-income ratios for the business in alignment with country objectives.
• Price deals appropriately to ensure attractiveness to FI clients and ensure returns are commensurate with risk.

Sales Management (30%)

• Develop in-depth understanding of trade business trends, threats, and local economic/regulatory drivers.
• Build and maintain productive, strategic relationships with local trade customers in presence/non-presence markets globally.
• Champion the delivery of consistent, seamless, and trusted customer service to ensure business retention and loyalty.
• Coordinate marketing approaches and portfolio focus to maximize Group revenues.
• Establish adequate credit facilities and support the setup of appropriate credit lines for local and foreign banks.
• Embed technical tools (Risk-Return Calculators, FI Credit scoring) to ensure profitable solutions.
• Participate in external trade forums/seminars to enhance the Bank’s visibility.

Business Delivery (15%)

• Identify and resolve impediments to booking trade deals to ensure the pipeline is successfully converted.
• Proactively build internal and external networks (industry associations, chambers of commerce) to generate leads.
• On-going cross-selling and upselling to defined top Trade customers.
• Negotiate and close "stand alone" sales; manage follow-up activity including call reports and tenders.
• Provide input to product development and design of marketing materials based on client needs.
• Ensure all sales and performance management measures (pipeline tools, databases) are adhered to.
• Respond to key Trade RFPs, pitch writing, and presentations.

Stakeholder Management (10%)

• Maintain relationships with internal stakeholders to drive collaboration and commercialization.
• Seek out local and global partners for holistic business propositions.
• Manage skills training and knowledge transfer within the team, focusing on branches and subsidiaries.
• Share best practices to ensure team development opportunities.

Requirements

Academic Qualifications & Experience

• Degree in Commerce or equivalent.
• Post-graduate degree is preferable.
• 5 to 8 years of experience in banking or a Product Management role.
• Proven track record in Financial Institution business as either a Product Manager or a Relationship Manager.

Knowledge & Skills

• Strong selling and negotiation skills (Must be a "Deal closer").
• High-quality written and verbal communication and presentation skills.
• Excellent interpersonal and networking skills.
• Strong time management abilities.
• Enthusiasm and high level of drive.

How to Apply

Interested and qualified candidates should apply online via the Equity Bank recruitment portal. To apply, visit: Equity Bank Kenya on equitybank.taleo.net