Growth Manager, Ecosystems & Strategic Partnerships at I&M Bank

Job Purpose:


Drive growth by unlocking and monetizing ecosystems around existing corporate clients ("anchor clients").
The role is responsible for identifying value chain opportunities and converting them into revenue-generating relationships across suppliers, distributors, and SMEs.
This position combines business development, ecosystem design, and execution, with a strong focus on maximizing wallet share from the corporate book.
The incumbent builds and strengthens internally anchored ecosystems by expanding cross-sell opportunities, increasing product adoption, and mobilizing cross-functional teams to deliver sustainable revenue growth and deeper wallet share penetration.


Key Responsibilities:
Financial:


Drive revenue growth from existing corporate relationships by identifying and activating ecosystem/value chain opportunities linked to anchor clients.
Increase value per client relationship by onboarding and monetizing suppliers, distributors, and SMEs within identified ecosystems.
Track and drive performance of ecosystem pipelines, including onboarding volumes, conversion rates, transaction activity, and revenue realized.
Support structuring and execution of commercially viable deals within ecosystems to improve profitability and return on deployed capital.
Deepen wallet share within anchor clients by embedding the bank across payments, financing, and collection flows within their value chains.
Monitor ecosystem performance metrics (client activation, facility utilization, transaction flows) and take corrective action to drive uptake.
Identify and prioritize high-potential anchor clients and actively build scalable ecosystem pipelines around them.
Deliver against assigned revenue, portfolio growth, and ecosystem penetration targets through consistent pipeline conversion and client engagement.


Customer:


Drive customer growth within anchor-led ecosystems by acquiring and activating suppliers, distributors, and SMEs linked to existing corporate clients.
Improve onboarding, activation, and retention performance across ecosystem participants to ensure sustained transaction activity and revenue contribution.
Identify and activate high-potential anchor clients and expand solution adoption across their full value chains (suppliers, distributors, employees).
Collaborate with Corporate, SME, and Sales teams to deepen client engagement, increase penetration, and convert opportunities within the corporate book.
Monitor ecosystem adoption and utilization trends and refine engagement approaches to improve product uptake, stickiness, and wallet share.


Internal Processes:


Support execution of ecosystem and value chain business models by translating strategy into actionable client pipelines and commercial opportunities.
Drive commercialization of ecosystem solutions through active client engagement, deal structuring, and coordination with product, credit, and operations teams.
Align internal stakeholders (Corporate, SME, Risk, Product) to ensure timely delivery and conversion of ecosystem opportunities into booked business.
Track and optimize client journeys within ecosystems (onboarding, activation, utilization) to improve conversion rates and revenue realization.
Leverage performance data and pipeline insights to identify bottlenecks, prioritize high-impact opportunities, and accelerate ecosystem growth.


Enablers:


Drive data-informed opportunity identification through monthly reviews of Corporate and SME client portfolios, proactively identifying value chain and ecosystem opportunities linked to anchor clients.
Facilitate cross-functional collaboration (Corporate, SME, Risk, Product, Operations) to convert identified opportunities into executable deals and onboard ecosystem participants.
Continuously refine ecosystem execution approach based on portfolio insights, client behavior, and market dynamics to maximize revenue extraction from the corporate book.
Track and act on pipeline performance from monthly reviews, ensuring timely follow-up, deal progression, and conversion into funded assets and transaction flows.


Responsibilities:


Convert ecosystem and value chain opportunities into funded deals and active clients, driving revenue from the corporate book.
Execute acquisition and activation of ecosystem participants (suppliers, distributors, SMEs) to grow transaction flows and wallet share.
Translate Corporate and SME portfolio insights into actionable pipelines, with clear ownership of opportunity follow-through and conversion.
Track and improve onboarding, utilization, and conversion metrics to maximize ecosystem penetration and performance.
Coordinate across Corporate, SME, Risk, Product, and Operations teams to ensure timely execution and closure of opportunities.


Academic Qualifications:
Bachelor's degree in business, Finance, Economics, Marketing, or related discipline.
Professional Qualifications:


Demonstrated expertise in traditional and digital lending ecosystems, embedded finance, or Banking-as-a-Service (BaaS) models
Relevant professional certifications (e.g., CFA, ACCA, PMP, Prince2, Digital Banking or Fintech certifications) will be an advantage.


Work Experience Required:


4 - 8 years' experience in Value Chain Finance, Trade Finance, Workplace Banking, Corporate Banking, or Corporate Sales within financial services.
Proven track record in ecosystem banking, including identifying, building, and monetizing value chains around corporate clients.
Demonstrated success in driving revenue growth, client acquisition, and portfolio expansion across corporate and SME segments.
Strong experience identifying and converting opportunities within corporate and SME client portfolios into funded assets, transaction flows, and ecosystem relationships.
Demonstrated ability to structure and execute value chain / ecosystem financing solutions (e.g., supplier finance, distributor finance, working capital).
Experience working cross-functionally with Corporate, SME, Risk, Product, and Operations teams to deliver and close deals efficiently.


Competencies:


Strong commercial and growth mindset, with ability to identify and convert ecosystem opportunities into revenue.
Solid analytical capability, able to interpret portfolio performance data and translate insights into actionable opportunities.
Good understanding of ecosystem/value chain business models and how to monetize partnerships around corporate clients.
Strong stakeholder management and cross-functional collaboration skills, with ability to drive execution across teams.
Results-driven with high execution discipline, balancing growth objectives with risk and compliance requirements.