Job Summary
Support in articulation, ownership, and execution of the Trade Strategy for the bank.
To lead and manage senior level client interaction and sales.
Manage and deliver Trade business objectives through the coverage team and TB Sales.
Manage and grow Trade business each year across the CIB clients.
Manage the returns while employing sound risk management discipline.
Job Description
Key accountabilities/ Deliverables/Outcomes
Trade and Working Capital Sales:50%
Accountable for the delivery of Trade revenues from CIB clients in Kenya.
Develop and execute the Trade sales strategy to deliver the revenue ambition through a portfolio of existing and target list in CIB.
Increase client penetration and revenues for the bank by actively promoting the bank’s network and product capabilities (cross selling). Replicate TB solutions and successes within the portfolio.
Maintain a detailed and up to date knowledge of the bank’s comprehensive products capabilities and their application to clients’ needs and use this knowledge in structuring of solutions.
Ensure smooth interaction and communication with the Customer Support team, product development and customer services teams within CIB team. Drive alignment with key stakeholders; TB teams across multiple geographies, CIB, and operations to achieve TB priorities.
Lead client insight events and industry forums to showcase Absa’ leadership in Transaction Banking and to build the brand awareness.
Maintain high performance standards and role model behaviours that demonstrate the bank values.
Formulate strategies to ensure required level of specialist support is extended to Large Corporate and Business Banking that will ensure we meet business development strategies and objectives.
Monitor conformance of product team for operational performance
Monitor results of customer surveys against target product & service standards
Proactively research competitive threats/opportunities in relation to our trade products offering (together with the strategic development of competitor, market, and legislative knowledge.
Communication to relationship teams on (new) products knowledge and product changes
Keep relationship teams advised on the expected ‘delivery date’ for anticipated new product developments/solutions delivery.
Monitor and ensure adherence to credit and operational risk management.
Service, Product Management Development and Operational Rigor: 30%
Working with CIB service and Trade Operations, ensure delivery of world class customer service practices and ensure adherence to Absa service standards.
Lead the team in assisting the CIB coverage teams develop relationship account plans for their customer portfolios.
Achieve operational rigor excellence in all aspects of procedures and processes undertaken to ensure 100% compliance.
Minimize potential of fraudulent applications by following each product criteria.
Ensuring that pricing is authorized by as per mandate Business Banking Director and Transactional Baking Director, agreed with Customer, and properly set up to ensure 100% collection upon product/customer set up.
Continuous improvement of product features & /or offering by identifying new and existing systems/product potential and realise these through revitalisation & modification, introduction of new products and new promotion initiatives in accordance with the Bank’s strategy.
Follow the Bank’s end-to-end product set-up process ensuring new set-ups are authorized and properly set up.
Ensure compliance with operations risk & rigor requirements e.g., Health & Safety standards and security of premises.
Team Management: 20%
Set SMART individual objectives that are in line with and seek to achieve the teams’ overall objectives. Review and drive performance of the team against the objectives on a regular basis,
Lead the Team using a team-based management approach.
Identify and develop talent.
Identify training needs and recommend training plans to satisfy those needs for the CSAs.
Lead the team to achieve quantitative and qualitative performance objectives for your portfolio. Leverage the existing sales tools and techniques to identify opportunities for new/incremental business – account planning and pipeline management to achieve sales/revenue targets.
Reward and recognize team.
Role/person specification
Preferred Qualification
MBA or equivalent post graduate academic qualifications
Preferred Experience
Over 10 years banking experience, majority of which must be in Corporate and Investment Banking
Knowledge and Skills
Extensive Trade and Working Capital Final expertise.
Strong people and sales management skills experience
Frontline Trade Sales experience
Education
Bachelor`s Degrees and Advanced Diplomas: Business, Commerce and Management Studies (Required)
Apply via :
absa.wd3.myworkdayjobs.com
