Job Summary
To develop a functional banking management operating model and framework in a broadly defined business functional strategy; enabling horizontal implementation and adoption.
Job Description
Head of SME
Job Summary / Purpose:
To directly lead a relationship team(s) covering a portfolio of SME Banking customers
To be a key member of the Business Banking & SME Leadership Team, driving business performance within that specific business segment.
Performance management and coaching of members of the SME team.
The primary objective is to maximize risk-adjusted portfolio contribution, while balancing the requirements for lending to state corporation’s vis a vis Reputational risk for the bank.
The jobholder will be responsible for business development both with new customers and with existing customers where they are expected to increase “wallet share”.
The job holder will be expected to develop an intimate knowledge of the SME sector regulatory framework.
Key Accountabilities/Deliverables/Outcomes
Sales and Service (40%)
Grow the SME team’s portfolio profitability by identifying new and existing customer potential including sales opportunities and new product promotion initiatives.
Formulate business development strategies and objectives for the industry to meet changing market needs
Monitor conformance of industry team using new relationship development procedures
Monitor results of customer surveys for the industry against target service quality standards
Monitor levels of complaints and quality of handling for the industry portfolio
Proactively research competitive threats/opportunities within the team’s market and geographical area.
Communicate all key messages to customers including agreed service standards, negotiated pricing, relationship team contact points (including introductions to new personnel) and new product changes
Conduct annual and if appropriate, interim reviews of customers borrowing facilities
Conduct annual and if appropriate, interim reviews with non-borrowing customers
Determine the products that are most effective in meeting customers’ needs and be able to sell these at short notice both reactively and proactively
Business Management (30%)
Manage performance of the industry team against key financial (risk-adjusted contribution) sales, service and operational targets.
Champion, manage and monitor implementation of change impacting the SME team and arising from central and local Commercial change programmes
Consult customer owners/managers on financial/ credit issues and general business practice/ideas.
Work closely with the Head of Business Banking & SME in driving and delivering business performance in the country
Research, create and follow up on a target list for potential new business
Identify priority customers using the Customer Relationship Planning templates to assess their present and potential contribution.
Control the quality of the portfolio, using available triggers and adherence to Risk management guidelines and policies.
Staff Management (30%)
Lead the Area Managers and RMs within the SME team using a team- based management approach.
Help team members to identify strengths and weakness in their own skills and attributes, review their self-development plans and ensure training and development needs are accommodated.
Coach team members on relationship development, service quality and risk
Assess managers on performance against contract. Review and input Performance Development Reviews.
Role/person specification
Preferred Qualification
Degree from a Recognized University
Essential
Detailed knowledge of the Core set products
For Complex products, will have a detailed knowledge of the requirements of the more sophisticated customers.
Introduce the product and co-ordinate the introduction of the relevant Group product specialist.
A good knowledge of the products and services available in the SME/Local Business Sector is also required.
A broad understanding of policies and strategies within the country as they relate to the demands of the customer base.
Detail understanding of Country and CBRM guidelines and credit risk policies.
Ability to negotiate/influence at senior level.
Preferred
Knowledge of the Absa Africa & Middle East Change Governance Framework
Solid understanding of value-based management principles
Application Deadline – 9th May 2024
Education
Bachelor’s Degree: Business, Commerce and Management Studies (Required)
Apply via :
absa.wd3.myworkdayjobs.com
