LOCAL ACCOUNT MANAGER (LAM)

The Role holder oversees and leads business development initiatives in collaboration with Head of Unit, Client Coverage (CC) Head, GAMs, and RAMs to expand and nurture affiliate Client Coverage relationships.

Drive revenue growth profitably and efficiently by understanding client objectives, identifying Client Coverage opportunities, and proactively resolving or escalating issues that may affect sustainable growth and profitability.

Success in this role is demonstrated by sustainable revenue growth, increased wallet share across assigned clients, improved service delivery outcomes, and timely escalation and resolution of issues impacting client satisfaction and profitability.

• The role requires a customer-focused, network-minded approach and the ability to resolve or escalate issues to Heads of Units, Country Heads, and GAMs/RAMs to maintain strong Client Coverage relationships and high service quality.

• The incumbent is frequently requested to provide information and reporting on local Client Coverage (CC) business.

  
  

SALES AND RELATIONSHIP MANAGEMENT 

• Manage local relationships under the guidance and supervision of Heads of Units, CC Heads, GAMs, and RAMs.
• Manage the in-country relationship to ensure the smooth running of the account.
• Develop and propose service development initiatives.
• Advise on local service enhancement opportunities and coordinate implementation of agreed improvements.
• Implement locally agreed service and process improvements in coordination with relevant stakeholders.
• Regularly review country performance and identify actions to improve service, risk outcomes, and profitability.
• Support the Global Account Manager in implementing the agreed global customer strategy locally.
• Attain targeted sales goals, performance targets, and customer satisfaction through effective resource management.
• Review account plans with Heads of Units and GAMs/RAMs for all networked customers to enhance business volumes and earnings.
• Conduct joint sales with GAMs/RAMs and product teams, emphasizing cross-selling to increase Ecobank wallet share.

BUSINESS DEVELOPMENT 

• Implement marketing strategies to grow the existing portfolio and develop new opportunities.
• Understand customer needs and match products and services to meet client requirements and business objectives.
• Develop an executive contact plan and arrange meetings with appropriate Heads of Units and GAMs/RAMs.
• Prepare and agree the local account plan and appropriate credit grade with GAMs/RAMs, maximizing returns in line with business strategy.

CREDIT PROCESS 

• Assess risk and business strategies of local subsidiary/associate/affiliate, and ensure compliance with local regulatory requirements 
• To be aware and fully understand, all terms of a Group Application or Single CA, including the parental support arrangement relative to the particular relationship. 
• Provide information on Single CA application 
• Agree pricing with GAMs/RAMs for Global/Regional names. 
• Ensure no loss of valued local relationships. 

• Keep GAM/RAMs regularly appraised of any local developments that may impact credit standing of the group.

  
  

Experience & Qualifications

• Bachelor’s/Master’s degree in Business Administration, Marketing or related field of study.
• At least 2–5 years’ sales experience with a strong sales track record, preferably in Wholesale/Corporate Banking.
• Ability to interact and negotiate with the client organization at the Local decision-making level; Customer focused & results orientated
• Good verbal and written communication skills in relevant languages to the accounts assigned
• Ability to pull together various resources to sell and deliver customer solutions
• Good organizational and time management skills are highly desirable
• Result driven team player

• Inclusive, flexible, and savvy, with sensitivity to global corporate client culture.

  
  

Personal Attributes and Skills

• Strong business acumen with analytical and selling skills to assess and translate client needs into solutions.
• Strong communication and negotiation skills to deliver mutually beneficial outcomes with clients.
• Ability to influence internal stakeholders and drive alignment across teams.
• High ethical standards, credibility, and commitment to best practices.
• Collaborative team player who works openly and respectfully with others.