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TB Segment Head-Trade, LLC and PS at Absa Group

With over 100 years of rich history and strongly positioned as a local bank with regional and international expertise, a career with our family offers the opportunity to be part of this exciting growth journey, to reset our future and shape our destiny as a proudly African group.

Job Summary

To provide advice and support in the development and implementation of transactional management planning and associated service delivery processes, methods and techniques.

• Assist 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 discipines

Job Description

Product Specialisation::
Possesses deep technical expertise in assigned product class;
Provides complex technical advice to coverage bankers and clients as the face of the assigned product class;
Manages and addresses complex technical product queries and problems | Product Relationship Management: : In partnership with coverage, owns the product relationship with key clients in respect of the assigned product class;
As the face of the product class to both client and coverage provides complex advice in respect of the product (may include ensuring appropriate positioning of the product, channel optimisation and cross sell) | Sales enablement and support::
Collaborates effectively with coverage teams to grow revenue by closing and fulfilment of sales and leads including. May including supporting coverage teams in pitching product and channel features, advising clients in respect of the product, installing solutions, training clients to utilise the product and pricing the product optimally) | Control: : Accountable for complying with all risk management, regulatory and compliance frameworks within area of accountability;
| : | : | : | :

Sales Time Split 50%

  • Accountable for the delivery of Trade revenues from CIB clients in the 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 also 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 & rigour 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

Technical skills / Competencies

  • Post graduate or equivalent academic qualifications
  • Over 5 years banking experience, majority of which must be in BB or CIB.
  • Strong people and sales management skills, and experience in banking.
  • Solid and proven frontline Trade Sales, development and structuring
  • A detailed understanding of the sophisticated customers and their requirements
  • Skills for analysing and formatting data provided by Finance and other sources
  • General understanding of Credit Functions  & Excellent Operation Risk analysis skills.
  • Proven treasury, credit and country risk exposure
  • Strong formal presentation skills to gain acceptance to business cases, solutions, both internally and externally
  • Strong sales management skills and experience, ideally with relevant banking or business/corporate banking background
  • Open minded, good listener, flexible with ‘think out of the box’ mentality, enabling creativity and innovation
  • Strong negotiation and presentation skills; ability to communicate with all levels in an organisation
  • Disciplined approach to deal execution/client follow up
  • Strong cross-cultural awareness
  • Excellent interpersonal skills
  • Team player
  • Excellent knowledge of the banking polices, standards, local regulations and legislation of the prevention of money laundering
  • Judgment / Managing  Complexity

Knowledge, Expertise and Experience

  • MBA or equivalent academic qualifications
  • Over 5 years experience in CIB
  • Extensive Trade
  • Strong people and sales management skills experience
  • Frontline Trade Sales experience

Absa Guiding Principles

Approvals

The Absa Values provides a framework for how we in Absa work together and how we serve our customers and the communities we are in

  • We drive high performance to achieve results
  • Our people are our strength
  • We are obsessed with the customer
  • We have an African heartbeat

Agreed by Current Job Holder

Agreed by Line Manager

Co-signed by HR Manager

Sales Time Split 50%

  • Accountable for the delivery of Trade revenues from CIB clients in the 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 also 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 & rigour 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

Technical skills / Competencies

  • Post graduate or equivalent academic qualifications
  • Over 5 years banking experience, majority of which must be in BB or CIB.
  • Strong people and sales management skills, and experience in banking.
  • Solid and proven frontline Trade Sales, development and structuring
  • A detailed understanding of the sophisticated customers and their requirements
  • Skills for analysing and formatting data provided by Finance and other sources
  • General understanding of Credit Functions  & Excellent Operation Risk analysis skills.
  • Proven treasury, credit and country risk exposure
  • Strong formal presentation skills to gain acceptance to business cases, solutions, both internally and externally
  • Strong sales management skills and experience, ideally with relevant banking or business/corporate banking background
  • Open minded, good listener, flexible with ‘think out of the box’ mentality, enabling creativity and innovation
  • Strong negotiation and presentation skills; ability to communicate with all levels in an organisation
  • Disciplined approach to deal execution/client follow up
  • Strong cross-cultural awareness
  • Excellent interpersonal skills
  • Team player
  • Excellent knowledge of the banking polices, standards, local regulations and legislation of the prevention of money laundering
  • Judgment / Managing  Complexity

Knowledge, Expertise and Experience

  • MBA or equivalent academic qualifications
  • Over 5 years experience in CIB
  • Extensive Trade
  • Strong people and sales management skills experience
  • Frontline Trade Sales experience

Absa Guiding Principles

Approvals

The Absa Values provides a framework for how we in Absa work together and how we serve our customers and the communities we are in

  • We drive high performance to achieve results
  • Our people are our strength
  • We are obsessed with the customer
  • We have an African heartbeat

Agreed by Current Job Holder

Agreed by Line Manager

Co-signed by HR Manager

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