Job Purpose
The Asset Finance Unit is a function, intended to deliver high-quality support to Corporate, Business Banking and SME’s teams, by providing Asset Finance expertise, sales advice, and administration of three new core products – FlexiBuy, FlexiRent, and FlexiLease.
Business Development Manager will primarily be responsible for setting up car schemes and revolving credit lines with existing Barclay’s major customer groups. Ultimately increasing sales of Asset Finance products as a whole.
The key responsibility will be driving ongoing sales within the customer groups. Barclays has a strong customer base and the Business Development Manager is expected to have a high penetration within the customer base.
Main accountabilities and approximate time split
Accountability: Sales, service and customer relationship management
Time split%: 60%
Managing and leading customer relationships
Managing new and existing Asset Finance customer relationships, dealing with issues proactively and reactively
Working in close cooperation with Relationship Teams, to provide a world-class Asset Finance offering to customer groups
Management of Barclay’s Asset Finance customer relationships
Making product presentations to prospective customer groups
Deal structuring
Supporting Relationship Teams, structuring deals according to tax position to best advantage the Bank and customers
Sales
Delivering excellence in sales, developing new leads from within the Bank’s current customer base.
Using the existing corporate network to maximize sales to Bank customers
Performing to plans as agreed, to drive profitability and increase market share
Developing the profile of Asset Finance in Kenya
Developing and maintaining a leads database
Liaison with Relationship Teams
Support Corporate and Business Teams in the development and implementation of new Asset Finance products and services
Hosting customer meetings to sell Asset Finance, to ensure maximum taxation and structuring benefits are achieved
Training and development, coaching of corporate staff to ensure awareness of Asset Finance
Accountability: Business Management:- 30%
Risk Management
Managing the portfolio of the Asset Finance Unit, ensuring that risk profiles (book mix) are managed by sales of the correct products within approved risk management criteria
Working in close relationship with CRM’s and Relationship Teams in drafting credit applications
Accountability: Operational management (25% weighting)
Administration
Overall responsibility for the Asset Finance administration pertaining to these customers.
Monitoring functions to ensure smooth running of day-to-day operations
Complaints procedures, queries, escalation dealt with effectively
Reporting
Adherence to monthly reporting requirements and deadlines
Identifying issues and escalating appropriately
Profitability
Overall responsibility and accountability for the profitability of within the portfolio
Documentation
Overall responsibility for the preparation of documentation, ensuring documentation is completed correctly and all procedures have been adhered to
Overall responsibility for the filing and safe custody systems
KYC
Adherence to KYC policy
Monthly reporting on conformance to KYC
Checks
Overall responsibility for adherence to Policy & Procedures
Asset Register maintained and correct
Reconciling records with registration documents
Undertaking periodic checks to ensure adherence with Policy & Procedures
Verification that correct deal procedures are undertaken
Overall responsibility for adherence with IT security procedures
Arrears – overall responsibility for:
Reporting arrears to Relationship Managers
Processing arrears and payment defaults on IFS
Monitoring arrears outstanding
Collection of arrears
Ensure that all activities and duties are carried out in full compliance with regulatory requirements, Enterprise Wide Risk Management Framework and internal Barclays Policies and Policy Standards. Understand and manage risks and risk events (incidents) relevant to the role.”
Technical skills / Competencies
Personal Attributes:
Personal organisation
Strong operational management skills
Initiative, self-motivated, able to work accurately under pressure
Meeting customer needs
Managing relationships
Service driven
Strong communication skills
Sales experience, preferably in the financial services industry
Leadership skills
Skills required to undertake the role:
Strong numeracy
Excellent sales and relationship management skills
Strong communication skills
Leadership skills
Negotiation and structuring
Risk assessment skills
Sound IT proficiency, in MS Office, especially Word and Excel (spreadsheet building)
Sound understanding of taxation and VAT
Sound understanding of leasing.
Entrepreneurial thinking
Coaching
Knowledge of the bank’s products, services and policies required to undertake the role:
Team player
Development of excellent communication skills, external and internal
Sales and customer relationship management
Expertise in corporate products, lending, and the risk assessment procedure
Strong structuring and negotiation skills
Detailed knowledge of local taxation laws and practice, including VAT
Knowledge, Expertise and Experience
Although personal characteristics and skills are more important than technical qualifications, the following may assist the holder in their day-to-day role:
Marketing qualification
Business or Accountancy qualification
MBA will be an advantage
Training likely to assist effectiveness in the role, and which may have been completed prior to undertaking this role:
Relationship Management
Communication
Presentation
Negotiation
Sales
Performance management
Specific Asset Finance training
Additional details of exceptional aspects of the demands of the role:
Required to form relationships with customers, therefore minimum tenure will be 2 years.
The jobholder will need to be able to communicate in such as way as to ensure their ongoing credibility when dealing with financial controllers of companies, in addition to owner-managers.
The jobholder’s portfolio will consist of a full range of Business Banking customers, including the more challenging customers, who will often be subject to competitive approaches from other banks.
Business development activity will be similarly demanding.
Barclays Guiding Principles
Approvals
The guiding principles provides a framework for how we in Barclays work together and how we serve our customers and the communities we are in
Respect
Integrity
Service
Excellence
Stewardship
Agreed by Current Job Holder
Agreed by Line Manager
Co-signed by HR Manager
