Head, Affluent Segment at PricewaterhouseCoopers (PwC)

Reference Number: 130-PEO00772
Department: People & Change Nigeria
Job Type: Permanent
Reports to: Head, Retail Banking Directorate

Job Summary

• The Segment Head has full P&L accountability for the products and customers within the segment and is responsible for implementing the value proposition strategies for customer acquisition, engagement and retention.
• Also responsible for end-to-end management of the product portfolios in the segment, business development, and profitability of the segment.
• The Segment Head is in charge of overall coordination of people, resources and ideas to achieve the objectives of the segment and manage the products that serve the segment.

Key Responsibilities
Segment and Product Ownership:

• Coordinate the development and deployment of value propositions, product offerings, target segment strategy, and business plan for customer acquisition, engagement and retention.
• Direct the development of product sales and marketing strategy to ensure achievement of product sales and volume budget across all Areas
• Oversee mapping of existing and new products to value propositions
• Drive the overall definition of product requirements such as (segment needs, channel preferences, high-level product characteristics) to product managers and all stakeholders.
• Oversee preparation of product budget and business plans including target sales, volume, marketing strategy, consumer segmentation, product positioning, objectives and life cycle recommendations to achieve overall business goals.
• Monitor specific sales & marketing campaigns to leverage market opportunities that generate new sales/volumes and increase market share.

Segment, Product & Market Research:

• Coordinate product & market research to determine product sales / market penetration potential across Areas; develops and proposes best course of action for management consideration & improve performance.
• Regularly review market & consumer trends to uncover new product opportunities across Areas, disseminates identified insights in a timely manner for execution
• Identify new market opportunities, directing Area Managers, Segment Executives & Retail Analysts appropriately to ensure these are fully leveraged to grow sales and volume
• Coordinate the review and analyses of existing product portfolio to identify new cross sell opportunities.
• Assess market competition by comparing the segment offerings to competitors' offerings.
• Drive engagement within the segment to ensure robust communication on product performance, product / market changes and relevant product, market insights.
• Coordinate activities of Product Managers to ensure identified Area opportunities are presented

Product Analytics & Management Reporting:

• Coordinate relevant report preparation to monitor customer acquisition, engagement and retention across Branches, Areas, and Directorates.
• Coordinate regular reporting to Head, Consumer Banking and Executive management on the segment and product performance
• Liaise with FINCON to extract relevant segment and product related performance data for budgeting, monitoring, and reporting.
• Disseminate segment based performance reports & offers performance improvement insights & strategies for poorly performing Areas.

Risk & Compliance:

• Coordinate engagement with Risk Management and Compliance unit to monitor and ensure product offerings are in compliance with the bank’s policies and regulatory requirements
• Ensure delinquency management on all products in liaison with retail risk management (where applicable).

Qualifications & Experience

• A University Degree in any relevant discipline with a minimum of Second Class Lower Division (2.2). Masters in a Business/Finance discipline will be an added advantage.
• Minimum of 10 years relevant experience in Segment Management and Product Marketing with at least 4 years in a leadership role.
• Experienced in managing relationships at a senior level and managing a diverse (in terms of skill base and experience) team of people.
• Extensive business and consumer/retail leadership experience in the banking sector.
• Must possess a track record of increasing and sustaining sales growth and profitability in challenging market conditions such as the current economic climate
• Must demonstrate a proven ability to motivate, coach and develop people

Other Requirements:

• Proficiency in the use of Microsoft Suite
• In-depth knowledge of the Banking industry and relevant operations
• Must stay abreast of latest industry trends in the Consumer Banking space

Skills Required:

• Analytics and financial management
• Product and portfolio management
• Leadership, relationship management, negotiation, marketing and networking
• Innovation and ability to think strategically
• Business writing, communication and presentation
• Project management and time management.