JOB SUMMARY:
The overall purpose of this role is to drive workplace banking
business through sign up of scheme companies and proactively grow and deepen
relationships with the existing workplace banking market.
KEY RESPONSIBILITIES:
Business – 55%
- Work with the
Manager Scheme in fulfilling the set annual target as outlined in Retail
Business plan by signing up of scheme companies within the identified
market.
- Grow the WPB
balance sheet through signing up new scheme companies and driving up the
existing scheme book balances through regular interaction with company’s
key contacts and driving business through the sales team.
- Ensure
strategic directives are translated into feasible sales/sales support for
the local market, and the risk/cost elements are managed effectively.
- Prepare
strategic product presentations that demonstrate an exceptional value
proposition to the respective companies that will enable them to sign up
during on site activation in order to increase sales.
- Manage the
schemes profitability through continuous management of arrears below 4%
within allocated portfolio while ensuring no attrition.
- Provide
direction and strong leadership to the team to facilitate business
management and a productive working environment that fosters growth.
- Drive work
place banking business by ensuring there is 100% transaction account
funding for Accounts opened and 80% penetration activities within
allocated schemes.
- Plan for and
attend service open days within selected scheme companies to handle
queries.
- Oversee schemes
and ensure each has a signed agreement/signatories and an allocated credit
limit.
- Prepare
material and conduct training on the processes and procedures pertaining
schemes to avert fraud. Identify and communicate to credit of risky trends
within allocated schemes such as high job losses, cash flow constrains
etc.
- Deliver a
Credit Loss Ratio below 4% for all the allocated portfolios. Identify
risks owing to changes within allocated schemes in good time and escalate
to credit and sales teams.
- Provide the
business with necessary information and statistics pertaining to sales
activities on a weekly basis. Identify and follow up on all leads and
cross selling opportunities for the sales team.
- Work jointly
with products to structure customers offering based on need analysis,
recommend and defend price change requests. Generate liabilities through
cheap fixed deposits from the scheme companies and individuals.
- Analyse the
potential customer’s financial position and prepare a credit paper for
facilities approval. Management of the arrears within their portfolio to
be below 4% of total book.
- Follow up for
timely submission of company’s monthly payments by the 10th of every
month.
Relationship Management – 15%
- Maintain a
stable relationship with the companies’ key contacts by providing quality
service and maintaining high visibility through regular courtesy calls and
business lunches. Maintain an updated record on the scheme portfolio at
all times to prevent lost sales.
- Liaise with
business development teams to identify opportunities within their
portfolios and to deepen relationships with the existing bank customers.
Develop and manage relationships with decision makers and key opinion
leaders within the scheme portfolio.
- Engage the
sales teams regularly to drive sales activities.
- Manage customer
relationships and deliver exceptional service experience by providing
feedback on products, approval criteria per scheme and queries as well as
carry out courtesy calls in all allocated schemes within the agreed SLAs.
- Plan for and
attend service open days within selected scheme companies to handle
queries.
Compliance – 10%
- Ensure complete
disclosure to the customers in terms of accreditation and total credit.
- Ensure that all
signed companies have allocated limits and dully signed check-off
agreements as well as follow up on any breach of agreement with the Legal
team.
Business Management – 10%
- Utilize MIS to
monitor operational activity, progress and results-taking actions where
required.
- Monitor and
manage business, ensuring that the sales activities and tactics are
monitored and adjusted as needed to remain competitive and to secure an
increasing market share.
Human Resource – 10%
- Facilitate and
manage the work context for best practice and knowledge sharing to achieve
business objectives.
- Encourage open
communications with team members and escalate issues where necessary as
well as maintain active team engagement.
- Direct,
motivate and manage assigned team of Relationship Officers, senior
relationship officers and Relationship managers.
KEY RELATIONSHIPS:
Customers of this Position
- All staff &
External WPB customers.
Knowledge; Skills and Experience required for this Role
Job Knowledge:
- Excellent
understanding and interpretation of financial information
- Working
knowledge of the Bank’s products, services
- Good
understanding of the banking industry trends, regulation, banks processes
& operating procedures
Job Experience:
- At least 3
years’ successful experience in sales and acquisition preferably in the
banking industry.
Education:
- A Bachelor’s
degree in marketing or related Business ,statistics or a related field
Competencies required for this Role
- Delivering
results and meeting customer expectations
- Entrepreneurial
and commercial thinking
- Relating and
networking
- Persuading and
influencing
- Achieving
personal work goals and objectives
- Working with
people
- Presenting and
communicating information
- Planning and
organizing
How to Apply
