Job Summary

The primary objective is to maximize sustainable Economic Profit derived from a portfolio of Large Local Corporates & Institutional Banking via effective Business Development & Risk Management at an individual and team level

Job Description

Key accountabilities/Deliverables/Outcomes

Accountability: Customer Sales and service - 45%

• Identify potential sales opportunities with new & existing Customers and subsequently sell and deliver.
• Identify the opportunity to introduce Product Specialists to Customers and subsequently to ensure delivery and sales.
• Formulate business development strategies and objectives to meet changing market needs.
• Monitor the level of complaints and quality of handling of those complaints.
• Support efforts to research competitive threats/opportunities within the banks marketing/geographical area.
• Communicate all key messages to customers including agreed service standards, negotiated pricing, relationship contact points (including the introduction of new personnel) and new product changes.
• Keep customers advised on the expected ‘delivery date’ for product/credit applications.
• Commitment to understanding customer requirements: striving to ensure requirements are met and taking the responsibility for solving problems.
• Rising to and achieving stretching targets; focus on adding value to the Bank and customers; communicating opportunities for others to achieve results.

Accountability:  Credit and Operational Risk Management - 45%

• Primary responsibility for the control and management of credit risk within own portfolio of corporate customers.
• To maximise economic profit on own customer portfolio and team bases.
• Manage own performance against key financials (risk - adjusted contribution) sales, service and operational targets.
• To ensure service delivery and support functions provided customer-oriented service within the stipulated service level agreements.
• Develop and implement customer relationship plans for all customers.
• Work with Corporate Credit Managers, to assess and recommend credit facilities for customers.
• Collaborating with and assisting others; working as a team; being proud and working in the interest of the Bank.

Accountability:  Developing yourself and others - 10%

• Being receptive to feedback and constantly striving to develop new skills and knowledge.
• Work to enhance the capability of the organisation by getting the best out of people.
• Identify own strengths and weaknesses in skills and attributes, review self-development plans and ensure cleaning and development are accommodated.
• Support the implementation of the AML program amongst the CIB Team and the wider Bank.

Required Performance Imperatives                                                                         

Financials:

• Responsible for directly meeting the business annual revenues, volumes, customer acquisitions, and cross-sell opportunities for the portfolio.
• Responsible for the marketing initiatives, assessment and maintenance of transactions/relationships falling within portfolio.
• Acquisition of new business – new to bank

Customer:

• To develop and build relationships with key customers (both internal and external) at various levels within the customer organization.
• Manage organizational complexities to create a “win-win” situation for the Customer and Absa.  Continue to focus on creating operational dependency with their front/bank-end processes with Absa’s front/back-end processes. 
• To seek and solicit customer views on the customer satisfaction survey and to maintain these at satisfactory levels. 

Target Market:

• To continuously develop and enhance the business focus and target market of the key areas of the business in this sector. 
• To maintain a momentum of calling on existing and prospect customers for the bank. 
• To develop an understanding of areas of business that requires credit focus and maintaining the understanding of industry dynamics of these sectors with a view of keeping cost of credit low.

Controls and Compliance: To ensure that the overall success of the Credits, in terms of ongoing line reviews and audit.  In addition, to ensure that the client portfolio is in line with the expectation of the bank’s AML and KYC policies.

Communications: To ensure effective communications sent to customers on a regular basis to position Absa as a constant force in the provision of banking services to clients

Role/person specification
Preferred Qualification

• University, college degree or other relevant
• (Above 5) years (Technical/Managerial) experience

Preferred Experience

• Experience in understanding the business dynamics especially pertaining to the awareness of Public Sector customer requirements. (Above 5 years)
• Experience in managing Public Sector clients of varied products needs and complexities including Corporate & Project Finance in addition to TB and Markets product set.
• Understand how the various areas of the Bank are positioned to meet the challenges of Public Sector customers.

Knowledge and Skills

• Advanced knowledge of Banking
• Basic knowledge on Bank’s lending criteria in the Business and Personal sectors
• A fair understanding of current issues including macro and micro economic environment.