Team Lead, Wholesale Value Chain Management at First Bank

DUTIES & RESPONSIBILITIES

• Relationship management of the value chain of top priority customers for Retail and Commercial.
• Manages the Product Manager and ensures all assigned task are completed before deadlines.
• Performs within the team to ensure adherence to the groups target.
• Identify the potential in new relationships which create strategic alliances consistent with the bank`s commercial objectives, to ensure the bank`s market share of the Key Dealership, Vendor and Contractors business is deepened.
• Work with product partners, analyze, evaluate, and develop a tailored marketing plan or sales strategy for each client or prospect.
• Coordinate all client-facing activities related to the clients, including credit support and other product partners.
• Coordinate timely presentation of monthly performance reports to Line Executives.
• Reviews product papers working with CAP and Legal.
• Facilitate MOU agreements with principals and conduct reviews working with CBG RMs, CAP and Legal.
• Ensures review of the rate on All KD facilities of eligible principal to identify those that exceed the Banks product rate in line with the commercial agreement with all SBU’s.
• Ensures effective monitoring in compliance with group credit policies, standards, and regulatory requirements.
• Cross-sell all applicable products and services to an existing portfolio of business customers and their owners/senior management
• Coordinate market campaigns, sales programs, adopt business strategy and pricing of products to capture required target markets.
• Ensures that the Bank, Principal and Partners reach a mutual agreement (MOU) that is beneficial to all parties.
• Stays abreast of the market, industry, competition, and regulatory developments to contribute to the enhancement of the businesses' products and services.
• Responsible for planning and reviewing of relationship strategy and quarterly relationship review meetings with product partners.
• Escalate risk issues, problem areas & respond to safeguard bank interests.
• Understand competition & formulate counter strategies to safeguard bank position & win new business.
• Ensures and monitor effective proofing of accounts to capture income growth. 
• Identify, evaluate credit worthiness/risk appetite of portfolio clients, and introduce them to bank products/services to maximize portfolio revenue accordingly.
• Ensures strict compliance with the provision of the Commercial Agreement between the various BUs.
• Facilitate and structure complex deals tailored to customer needs in demonstration of the value chain management strategy.  
• Understand competition & formulate counter strategies to safeguard bank position & win new business.
• Imbibe the culture of the team to ensure success of the Bank’s change initiatives.
• Provide insights to aid compelling product updates and proposal developments to the product engine and make presentations (in conjunction with Business) to Principals/Prospects.
• Reviews periodically the profitability of each value chain relationship and make necessary recommendations for management consideration.
• Conduct market intelligence and generation of marketing leads to Business Units via Product Manager.
• Organize a dealership forum to attract existing and prospect distributors of manufacturing CMBG principals to increase our wallet share and collections.
• Introduce the various payment platforms of the bank to principals to capture their collections/deposits to the bank.
• Obtain updated list of top contractors/distributors of the various principals from CMBG and Retail Relationship teams and collate same as marketing leads.
• Provide a platform /web link to upload the prospect list of principals for Business units’ engagement and track conversion.
• Review of product programs tailored for clients of CMBG and Retail.
• Provide forums to engage the Retail end of the Energy Downstream, filling stations of both Major Oil Marketing Association of Nigeria (MOMAN) and Independent Petroleum Marketers Association of Nigeria.
• Attend the various forums organized by the Commercial/Retail Banking Clients to introduce our VCM banking and details of how we run to impact positively on their business.
• Reviews the collated list of CMBG principals recommended as approved VCM Employers/KDF principals to increase the principals’ base.
• Reviews training slides for the sales team (RM/BM/GHs) on the VCM and KDF offerings and anchors the training bank wide.
• Reviews and ensure all approved VCM segments /customers on the various credit platforms for performance reporting.
• Ensures the Product Manager monitors the coding of all facilities booked to prevent income leakages.
• Reviews the monthly list from Lafarge Cement and Coleman Wires and Cable for accuracy, with the status of the customers captured to the Head VCM for managements approval.
• Monitors and reviews the collection report per principal for upward trajectory.
• Reviews on a weekly basis the list of non-borrowing KDs generated for the loyalty scheme.
• Reviews the status of the existing and newly issued Bank Guarantees for customers.
• Coordinate a bi-weekly stakeholders meeting on issues around TAT to meet customers’ expectations.
• Reviews the list of KDs for managements approval in the event of incessant price increase by the CMBG principals.
• Create a forum with Personal Banking Team to capture the salary accounts of staffs of CMBG principals and advise of all consumer loans.

JOB REQUIREMENTS

Education

• Minimum Education: First Degree in any discipline. Higher degrees/Professional Certification (an added advantage).

Experience

• Minimum experience: 10 years relevant experience with significant exposure to at least two cadres of FMCGs and its credit structuring process.