Head of International Sales & Distribution at Ecobank Nigeria

Ref No: 18000016
Reports to: Group Head, Securities Wealth & Asset Management (SWAM)

Job Purpose

• To sell securities products such as DCM/Private Placement across all countries in Ecobank footprint by implementing sales plans and supervising country sales managers.
• To be in charge of International Distribution efforts for securities transactions (primary placement, capital raising, secondary market sales, balance sheet sell down, and others)

Key Responsibilities
Sales (DCM/Private Placement)

• Determines annual sales plans by implementing marketing strategies.
• Establishes sales objectives by forecasting and developing annual sales targets for countries; projecting expected sales volume and profit for existing and new products.
• Implements sales programs by developing field sales action plans.
• Maintains sales volume, product mix by keeping current with market potential, changing trends, economic indicators, and competitors.
• Works closely with country sales managers on achieving sales targets.
• Maintains sales staff results by counseling and disciplining sales managers; planning, monitoring, and appraising job results.
• Contributes personally to team effort by accomplishing personal sales targets.

Distribution:

• Fully involved in the CIB Distribution Vertical
• Works closely with Securities Business to distribute all transactions (primary and secondary) with Internal (Ecobank affiliates) or External investors (Banks and Non-Bank Financial Institutions).
• Partner with Investment Banking business in syndication and distribution efforts for all transactions
• Assist Corporate Bank for all syndication/secondary sales/balance sheet sell-down efforts.

Selection Criteria

• Meeting Sales Goals, Negotiation, Selling to Customer Needs, Motivation for Sales, Sales Planning, Building Relationships, Coaching, Managing Processes, Market Knowledge, Developing Budgets, Staffing.
• Ability to proactively manage and motivate sales staff.
• Understanding of sales cycles and customer service and the ability to transfer that knowledge into business plans.
• Ability to develop benchmarks and measurements that will support the business plan.
• Understanding of the Securities and Banking industry, product knowledge, investment management, and client-service strategies.

Qualifications

• A strong track record gained including a minimum of 7-10 years' business development experience in Securities & Asset Management business and/or within Financial Institutions (FI) departments in the banking industry.
• Excellent communication and presentation skills and a sales-oriented character.
• Good academic background, minimum university degree or equivalent qualification.
• Excellent command of written and spoken French and English.
• Think like an entrepreneur - Action driven
• Earn the client's trust and act with Integrity
• Make-It-happen and Can-Do attitude