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Job Summary

To manage, grow and sustain a portfolio of Public Sector, Local Large and Regional Corporate customers and building long-term relationships founded on efficient and reliable support for their business through quality relationship management. This is achieved particularly through quick turnaround on credit decisions, managing consistency and quality of service delivery.

Job Description

The job holder will be responsible for business development for existing and new public sector, local large and regional corporate customers through relationship management.

A primary objective is to cross sell the full suite of the bank’s product set to corporate customers.

Consistent with value-based management, the job holder will be measured on a risk adjusted portfolio consistent with value-based management. The job holder will be measured on risk adjusted portfolio contribution as well as other performance metrics including customer satisfaction and living the Absa values.

Sales and Service: – (75%)

Outputs:

• Spend a minimum of 75% of available time visiting existing and new to bank customers
• Develop an account relationship plan for key customers including sales, account plans, hunting list and contact strategy
• Work with specialist product teams like Trade Finance, Debt, Cash and Treasury to maximize sale of these products to corporate customers:
• Be instrumental in ensuring effective collaboration across local, regional, and global stakeholders in driving business growth
• Achieve agreed sales targets for liabilities, assets, and income
• Develop and implement proactive calling programme (both face to face and telephonic for existing and potential customers)
• Create a lead base of external target market through business networking through attending relevant social events, seminars, trade shows and industry events
• Timelessly deal with, and find, resolutions for corporate customer complaints
• Determine the products that are most effective in meeting customers’ needs and be able to sell these, at short notice, both reactively and proactively
• Monitor and ensure adherence to risk service standards
• Produce all reports on Salesforce for scheduled significant business meetings and ensure all deals are loaded and timeously updated on the Global Pipeline Tool
• Actively engage borrowing corporate customers in obtaining relevant documentation for annual and/or interim review of their credit facilities
• Pricing and negotiation of the bank’s products with existing and potential customers

Business Management: – (15%)

Outputs:

• Manage and control portfolio within agreed credit limits
• Maintain a high standard of operational control including adherence to Risk Management Control Document (RMCD) guidelines, KYC and STM procedures and other bank policies
• Work in partnership with Corporate Credit Manager’s (CCM) partner on new and existing credit applications, providing guidance on credit appetite and consulting with Credit team as appropriate
• Develop commercial awareness of the performance of the portfolio and the wider global corporate business
• In the event of credit quality deterioration, the responsible Relationship Manager will be required to produce the classification/ special memo and associated updates. The relationship manager will also be the primary contact in the remedial management of the situation
• Report all incidents within policy guidelines and follow through to closure
• Meet deadlines for all low, medium, and high-risk reviews
• Ensure proper segmentation and contract codes are applied against assigned portfolio of corporate customers
• Ensure correct interest rates are marked on customer accounts and avoid income leakage
• Ensure all accounts within portfolio are linked on CID and data held complies with Basel II standards
• Research, create and follow up on a target list for potential new business
• Identify priority customers using the customer prioritization guidelines to assess their present and potential contribution
• Actively engage in understanding global corporates business performance through pipeline calls and monthly business reviews.

Staff Management (10%)

Outputs:

• Day-to-day coaching and development of coverage support managers and provision of consistent service quality to corporate customers.

Risk and Control (Governance):

• Ensure that all activities and duties are carried out in full compliance with regulatory requirements, Absa operational risk framework and internal Absa policies and standards.

Management of colleagues: – (10%)

Outputs:

• Meet personal training and development needs through relevant professional and commercial training and networking activities
• Champion own performance development
• To provide line management support to the Head FDS by facilitating administration of Performance Development, leave and absence management
• Focus on financial skills evolution and remaining relevant
• Peer responsibility: Coach, inspire, engage, mentor, and develop finance and business savvy leaders. Develop and maintain own knowledge, expertise, and professionalism
• Ensure deep personal understanding of income statement, balance sheet, margin returns, variance analysis, capital and liquidity requirements, revenues, assets, liabilities and capital, expenses, and other key ratios through relevant business engagement.

Person Specific skills:

• Relationship skills
• Sales and negotiation skills
• Credit risk and structuring skills
• General corporate skills
• Team player
• Product skills
• Communication and leadership skills
• Excellent communication skills dash written, oral and presentation.

Essential Experience Required

• Detailed knowledge of the bank’s products, credit assessment, account opening and other processes
• A working knowledge and understanding of relevant legislation e.g., KYC, anti-money laundering, banking code, sanctions, service standards, health and safety standards ETC
• A sound knowledge of the bank’s internal departments, system and procedures
• Awareness and understanding of Absa’s products and services to best satisfy customer needs
• A good knowledge of the products and services available in retail and markets is also required to satisfy the individual financial needs of business owners/key individuals
• The job holder will require a broad understanding of policies and strategies across the group as they relate to the demands of the customer base

Preferred Experience:

• Customer relationship management
• Credit skills
• People management/ leadership
• Good communicator
• Target, marketing, and sales skills
• Negotiation skills
• A suitable qualification to be held [i.e. degree, ACCA or alternative]

Education

Bachelor`s Degrees and Advanced Diplomas: Business, Commerce and Management Studies (Required)