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Relationship Manager – Large Local Corporates & Institutional Banking
Job Summary
- The primary objective is to maximize sustainable Economic Profit derived from a portfolio of Large Local Corporates & Institutional Banking via effective Business Development & Risk Management at an individual and team level
Job Description
Key accountabilities/Deliverables/Outcomes
Accountability: Customer Sales and service – 45%
- Identify potential sales opportunities with new & existing Customers and subsequently sell and deliver.
- Identify the opportunity to introduce Product Specialists to Customers and subsequently to ensure delivery and sales.
- Formulate business development strategies and objectives to meet changing market needs.
- Monitor the level of complaints and quality of handling of those complaints.
- Support efforts to research competitive threats/opportunities within the banks marketing/geographical area.
- Communicate all key messages to customers including agreed service standards, negotiated pricing, relationship contact points (including the introduction of new personnel) and new product changes.
- Keep customers advised on the expected ‘delivery date’ for product/credit applications.
- Commitment to understanding customer requirements: striving to ensure requirements are met and taking the responsibility for solving problems.
- Rising to and achieving stretching targets; focus on adding value to the Bank and customers; communicating opportunities for others to achieve results.
Accountability: Credit and Operational Risk Management – 45%
- Primary responsibility for the control and management of credit risk within own portfolio of corporate customers.
- To maximise economic profit on own customer portfolio and team bases.
- Manage own performance against key financials (risk – adjusted contribution) sales, service and operational targets.
- To ensure service delivery and support functions provided customer-oriented service within the stipulated service level agreements.
- Develop and implement customer relationship plans for all customers.
- Work with Corporate Credit Managers, to assess and recommend credit facilities for customers.
- Collaborating with and assisting others; working as a team; being proud and working in the interest of the Bank.
Accountability: Developing yourself and others – 10%
- Being receptive to feedback and constantly striving to develop new skills and knowledge.
- Work to enhance the capability of the organisation by getting the best out of people.
- Identify own strengths and weaknesses in skills and attributes, review self-development plans and ensure cleaning and development are accommodated.
- Support the implementation of the AML program amongst the CIB Team and the wider Bank.
Required Performance Imperatives
Financials:
- Responsible for directly meeting the business annual revenues, volumes, customer acquisitions, and cross-sell opportunities for the portfolio.
- Responsible for the marketing initiatives, assessment and maintenance of transactions/relationships falling within portfolio.
- Acquisition of new business – new to bank
Customer:
- To develop and build relationships with key customers (both internal and external) at various levels within the customer organization.
- Manage organizational complexities to create a “win-win” situation for the Customer and Absa. Continue to focus on creating operational dependency with their front/bank-end processes with Absa’s front/back-end processes.
- To seek and solicit customer views on the customer satisfaction survey and to maintain these at satisfactory levels.
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Target Market:
- To continuously develop and enhance the business focus and target market of the key areas of the business in this sector.
- To maintain a momentum of calling on existing and prospect customers for the bank.
- To develop an understanding of areas of business that requires credit focus and maintaining the understanding of industry dynamics of these sectors with a view of keeping cost of credit low.
Controls and Compliance: To ensure that the overall success of the Credits, in terms of ongoing line reviews and audit. In addition, to ensure that the client portfolio is in line with the expectation of the bank’s AML and KYC policies.
Communications: To ensure effective communications sent to customers on a regular basis to position Absa as a constant force in the provision of banking services to clients
Role/person specification
Preferred Qualification
- University, college degree or other relevant
- (Above 5) years (Technical/Managerial) experience
Preferred Experience
- Experience in understanding the business dynamics especially pertaining to the awareness of Public Sector customer requirements. (Above 5 years)
- Experience in managing Public Sector clients of varied products needs and complexities including Corporate & Project Finance in addition to TB and Markets product set.
- Understand how the various areas of the Bank are positioned to meet the challenges of Public Sector customers.
Knowledge and Skills
- Advanced knowledge of Banking
- Basic knowledge on Bank’s lending criteria in the Business and Personal sectors
- A fair understanding of current issues including macro and micro economic environment.
Education
- Bachelor`s Degrees and Advanced Diplomas: Business, Commerce and Management Studies (Required)
Relationship Manager – Public Sector
Job Summary
- The primary objective is to maximize sustainable Economic Profit derived from a portfolio of Public Sector Customers via effective Business Development & Risk Management at an individual and team level
Job Description
Key accountabilities/Deliverables/Outcomes
Accountability: Customer Sales and service – 45%
- Identify potential sales opportunities with new & existing Customers and subsequently sell and deliver.
- Identify the opportunity to introduce Product Specialists to Customers and subsequently to ensure delivery and sales.
- Formulate business development strategies and objectives to meet changing market needs.
- Monitor the level of complaints and quality of handling of those complaints.
- Support efforts to research competitive threats/opportunities within the banks marketing/geographical area.
- Communicate all key messages to customers including agreed service standards, negotiated pricing, relationship contact points (including the introduction of new personnel) and new product changes.
- Keep customers advised on the expected ‘delivery date’ for product/credit applications.
- Commitment to understanding customer requirements: striving to ensure requirements are met and taking the responsibility for solving problems.
- Rising to and achieving stretching targets; focus on adding value to the Bank and customers; communicating opportunities for others to achieve results.
Accountability: Credit and Operational Risk Management – 45%
- Primary responsibility for the control and management of credit risk within own portfolio of corporate customers.
- To maximize economic profit on own customer portfolio and team bases.
- Manage own performance against key financials (risk – adjusted contribution) sales, service and operational targets.
- To ensure service delivery and support functions provided customer-oriented service within the stipulated service level agreements.
- Develop and implement customer relationship plans for all customers.
- Work with Corporate Credit Managers, to assess and recommend credit facilities for customers.
- Collaborating with and assisting others; working as a team; being proud and working in the interest of the Bank.
Accountability: Developing yourself and others – 10%
- Being receptive to feedback and constantly striving to develop new skills and knowledge.
- Work to enhance the capability of the organization by getting the best out of people.
- Identify own strengths and weaknesses in skills and attributes, review self-development plans and ensure cleaning and development are accommodated.
- Support the implementation of the AML program amongst the CIB Team and the wider Bank.
Required Performance Imperatives
Financials:
- Responsible for directly meeting the business annual revenues, volumes, customer acquisitions, and cross-sell opportunities for the portfolio.
- Responsible for the marketing initiatives, assessment and maintenance of transactions/relationships falling within portfolio.
- Acquisition of new business – new to bank
Customer:
- To develop and build relationships with key customers (both internal and external) at various levels within the customer organization.
- Manage organizational complexities to create a “win-win” situation for the Customer and Absa. Continue to focus on creating operational dependency with their front/bank-end processes with Absa’s front/back-end processes.
- To seek and solicit customer views on the customer satisfaction survey and to maintain these at satisfactory levels.
Target Market:
- To continuously develop and enhance the business focus and target market of the key areas of the business in this sector.
- To maintain a momentum of calling on existing and prospect customers for the bank.
- To develop an understanding of areas of business that requires credit focus and maintaining the understanding of industry dynamics of these sectors with a view of keeping cost of credit low.
Controls and Compliance: To ensure that the overall success of the Credits, in terms of ongoing line reviews and audit. In addition, to ensure that the client portfolio is in line with the expectation of the bank’s AML and KYC policies.
Communications: To ensure effective communications sent to customers on a regular basis to position Absa as a constant force in the provision of banking services to clients
Role/Person Specification
Preferred Qualification
- University, college degree or other relevant
- (Above 5) years (Technical/Managerial) experience
Preferred Experience
- Experience in understanding the business dynamics especially pertaining to the awareness of Public Sector customer requirements. (Above 5 years)
- Experience in managing Public Sector clients of varied products needs and complexities including Corporate & Project Finance in addition to TB and Markets product set.
- Understand how the various areas of the Bank are positioned to meet the challenges of Public Sector customers.
Knowledge and Skills
- Advanced knowledge of Banking
- Basic knowledge on Bank’s lending criteria in the Business and Personal sectors
- A fair understanding of current issues including macro and micro economic environment.
Education
- Bachelor`s Degrees and Advanced Diplomas: Business, Commerce and Management Studies (Required)
Area Sales Manager(Various Locations)
Job Summary
- To build and develop a high-performing team through embedding performance development and coaching. Ensure that the team member receives coaching and feedback in order to develop and achieve their maximum potential, meet and exceed sales targets.
Job Description
Key accountabilities/Deliverables/Outcomes
SUPERVISION OF LEAD GENERATORS – TIME SPLIT 40%
- Act as enabler to the Lead Generators under supervision by providing them with the tools and information to optimize sales
- Through delegation to the Lead Generators, achieve set annual sales targets. Monitor the performance of the Lead Generators on a daily, weekly, quarterly and annual basis and provide coaching and feedback on how to improve performance
- Agree individual targets with the team members for products, assets, liabilities and campaigns.
- Manage daily attendance levels within the team in compliance with the relevant HR policies, including the management and approval of leave within the team.
- On a daily basis, monitor the movement of the Lead Generators to ensure that planned meetings or activities are being carried out in the field
- Motivate staff and ensure they are recognized through the Absa Bank PLC recognition schemes
- Identify training needs of the team and arrange for these needs to be met through on-the-job coaching and formal training
- Communicate a summary of the training needs to the Regional Sales Managers at least annually. Ensure that the planned learning interventions take place particularly for compulsory training
- Sit for Lead Generator interviews based on shortlist provided by Regional Sales Managers, HR and Resource Coordinator.
- Induct new Lead Generators and ensure that they participate in formal induction as well as the compulsory compliance training courses
- Sit for disciplinary hearings for misconduct or incapacity charges together with HR
- Ensure that Lead Generators understand the compensation plans in place
SUPERVISION OF SALES ACTIVITIES – TIME SPLIT 30 %
- Supervise product promotion campaign aspects by distributing material to Lead Generators. Cascade key messages, including training for products to staff members, including training on new application forms
- Monitor sales performance on a daily, weekly and monthly basis and provide results to the Regional Sales Managers
BUSINESS EXPANSION – TIME SPLIT 10 %
- Work with Regional Sales Managers to unlock sales in companies through sales activations and financial trainings
- Work with the sales teams and Regional Sales Managers to bring leads on new company sign ups
OPERATIONAL RIGOUR, COMPLIANCE AND CONTROLS – TIME SPLIT 10 %
Ensure that all activities and duties are carried out in full compliance with regulatory requirements, Enterprise-Wide Risk Management Framework and internal Absa Policies and Policy Standards. Understand and manage risks and risk events (incidents) relevant to the role.”
- Ensure accuracy of each new account application, loan document, Barclaycard application and all other customer documents. Lead Generators are held personally accountable for accuracy and quality of these and supporting documents that they complete and submit.
- Achieve operational rigour excellence in all aspects of procedures and processes personally undertaken to ensure green audit.
- Comply with general Absa operational risk & rigour requirements e.g. Health & Safety standards and security of premises, KYC and anti-money laundering regulations.
- Effective leave management of LGs in the team to manage branch costs
- Effective management of reporting of LGs and prompt notification of any unexplained absences
- Effective exit management
- Effective management of performance records and use of LG Management tools to monitor performance and sales activities
CONTRIBUTE TO THE DEVELOPMENT OF THE TEAM – TIME SPLIT 5%
- Share knowledge and experience with other Sales Managers in the team.
- Provider cover for other Sales Managers in case of excessive workload or absence.
- Share knowledge and experience and best practice with team members, Lead Generators and the broader business
Deputize for the Regional Sales Manager when required.
PERSONAL DEVELOPMENT – TIME SPLIT 5%
- Agree annual performance objectives with the Regional Sales Manager, including specific sales targets.
- Pursue continued improvement in personal development by participating in development programs and training.
Education
- Further Education and Training Certificate (FETC): Business, Commerce and Management Studies (Required).