Job Details
Transactional Products & Services; This team is constantly working to extend our service capability and product range, consolidating our operations in established markets while expanding and extending in emerging markets. We divide our core capabilities into three product groups – Investor Services, Transactional Banking and International Trade Services.
Job Purpose
To manage client relationships and to maximise cross-selling revenues and client profitability while providing effective client support and relationship development relating to Transaction Banking products
Key Responsibilities/Accountabilities
Financial Performance
Achieve revenue target and growth as agreed
Achieve new sales revenue targets as agreed
Contribute to the formulation of the sales budget/pricing process including concessions
Manage expenses
Responsible for the portfolio financial budget through good client retention and services
Enhancing performance
Development of short term and long term sales and product plans, focusing on customers, competition, profitability, product life cycle and service consideration, in addition to organizing sales programs for growth and product penetration for your portfolio.
Maintain a proficient knowledge of products, services and capabilities across the bank (in all relevant geographies and sectors) to ensure relevant and informed client conversations.
Support the launching of new initiatives, products, developing enhancements, new product concepts and preparing business requirements, either independently or jointly with Group.
Understand the market in terms of size, share, structure, potential, customer segmentation, buyer behaviours and competitor analysis within the region and country, for the relevant product sets. Support the Sales Head with market research as required
Carry out competitor benchmarking exercises to help shape the bank’s sales, marketing, product, pricing and service strategies
People
Attract and retain the best talent
Ensure completed training
Assist in the implement succession strategy for team
Promote diversity and local talent
Client Centricity
Develop in-depth knowledge of the client’s strategy, business, financial performance, working capital cycle, industry outlook/trends, specific segment knowledge and general macroeconomic issues and trends in the country and ensure that this is transferred to the relevant internal stakeholders.
Implement sales performance and effectiveness model comprising of sales methodology and process
Lead the development and execution of strategic client plans (together with the core CST) and manage and drive the implementation of client plans.
Identify and capture cross-sell and up-sell opportunities in a timely manner
Manage and retain key client relationships and focus on building strategic relationships with key decision-makers
Ensure that client information is updated in all the relevant information systems, and when out-dated, liaise with clients to gather the updated information.
Manage and coordinate TPS client engagement efforts across relevant geographies (when applicable) by ensuring that individuals are clear on their contribution and expected outcomes.
Ongoing review of client accounts for potential high risk clients.
Participate in customer surveys (internal and external)
Internal processes
Plan, input, maintain and communicate a view of Transaction Products and services covering your portfolio
Coordinate and assume responsibility for compiling and communicating to all stakeholders, on a regular basis, information relevant to your portfolio.
Develop and prepare appropriate documentation to complete annual credit review in conjunction with the relevant stakeholders within the organisation
Drive and/or support the credit process including annual credit reviews, credit applications, PCC (paper preparation), excess management, compliance related issues to achieve zero write-off of debt , zero operational loss issues and other relevant workflows between TPS, credit and coverage.
Review pricing concessions on an annual basis
Conduct monthly portfolio reviews to identify areas of improvement and tactical plans to work towards achieving the set portfolio targets
Responsible for the implementation and adoption (within Branch, Department or Section) of all Compliance, Anti-Money Laundering and Sanctions related requirements contained in policies, procedures and processes. This includes the consideration and approval of PEP on-boarding and continued business engagement in instances where no adverse information is available
Brand and Culture
Represent Stanbic at sales forums and industry events.
Promote the Stanbic brand
Preferred Qualification And Experience
Bachelors Degree from a recognized University
2 – 10 Years sales experience
Knowledge/Technical Skills/Expertise
knowledge of cash management and trade structures
Knowledge of trade, supply chain and cash management products available globally, their features, applications
Knowledge of the local market, customers and competitors
Comprehensive knowledge of banking operations/SWIFT

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