Job Summary
- To manage and sustain a portfolio of Commercial customers, building
long term relationships founded on efficient and reliable support for
their business. This is achieved particularly through quick risk decisions
and managing consistency and quality of operational service.
- The primary objective is to maximize risk-adjusted portfolio
contribution.
- The jobholder will be responsible for business development both with
new customers and with existing customers where they are expected to
increase “wallet share”.
- Executing sales growth tactics and targets in collaboration with the
key business partners (Transactional Banking, Global Markets, Asset Based
Finance, Commercial Property Finance, Ecosystem, Bancassurance,
Agribusiness, and any other product / solution functions).
Job Description
Key accountabilities / Deliverables / Outcomes:
Sales
and Service Time split 65%
- Achievement of the portfolio’s annual financial targets: –
- Balance Sheet Growth,
- Revenue and Profitability,
- Growth in share of market, and
- Portfolio At Risk kept within set limits to minimize potential NPL.
- Driving customer satisfaction (NPS score), developing and growing
relationships with existing and potential customers, identifying
opportunities for business development and guiding product development.
- Maintain Customer Account Plans for all customers in the portfolio
such that contact with customers is prioritized.
- Conduct Annual and, if appropriate, Interim Reviews of Borrowing
customers facilities.
- Where applicable, conduct Annual and/or Interim Reviews of
Non-borrowing customers.
- Determine the key messages, e.g., agreed service standards,
negotiated pricing, relationship team contact points, and new product
changes, deciding upon the most appropriate communication method.
- Deal with and find solutions to 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.
- Research, create, and follow up a target list for potential new
business.
Business
Management Time split 30%
- Research, create, and follow up on a target list for potential new
business.
- Identify priority customers using the relationship Customer Account
Planning templates to assess their present and potential contributions.
- Gather all the required information that is needed to prepare and
assess credit applications. The role holder will be expected to input
certain key information such as judgmental information. (They will work
with Assistant Relationship Manager, Business Development Manager for
relevant product, and the Corporate Credit Manager resources to construct
credit applications).
- Adherence to approved policies and procedures and providing feedback
on the same so as to keep them competitive;
- Audit issues closed with Nil repeat findings, and
- 100% SLA Adherence to agreed turnaround times.
- Control and quality of the portfolio, using available triggers and
adherence to Risk management guidelines and policies.
Staff
Management Time split 5%
- Day-to-day coaching and development of the portfolio Assistant
Relationship Managers (ARM’s).
- Performance tracking and periodic reviews of the supporting ARM.
- Making the bank a great place to work (360o feedback)
Qualification:
- A relevant business-related degree from a recognized university.
- Additional professional / advanced qualifications are an added
advantage.
Preferred
Experience:
At
least 5 years in relationship management in Business / Corporate Banking.
Knowledge
and Skills
- A detailed knowledge of the Commercial and Corporate set of products
as well as a broad understanding of the products available in Absa.
- For Complex products, will have a detailed knowledge of the
requirements of the more sophisticated customers.
- Introduce the product and coordinate the introduction of the
relevant Group product specialist.
- A broad understanding of policies and strategies within the country
as they relate to the demands of the customer base.
- A detailed understanding of Country and Group guidelines and
policies relating to Credit Risk and related management.
How to Apply
