Head, Products and Transaction Banking at HF Group

Principle Accountabilities

Financial

• Come up with strategies aimed at cost minimization whilst ensuring service standards are not compromised.
• Ensure new revenue generation through opening up the markets for business opportunities for all HFC Bank products. Overall Retail profitability improvement and cost management. 
• Ensure that working capital product and ABC channels revenues and profitability targets are met and exceeded.
• Ensure Inputs to departmental budgets are submitted on a timely manner.
• Ensure departmental financial targets are monitored and managed monthly, with reporting on variances against set targets.
• Offer structured and need based solutions to meet the specific cash management and trade services requirements of our customers and prospects.
• Develop action plans for corrective action in all incidents of negative variance.
• Maximize business performance and achieve “Best in Class” profitability. 
• Manage costs including all product-related costs.
• Manage the Fee Structure, revenue generation, NPLs and minimize revenue leakage.
• Negotiate terms and conditions with customers to maximize revenue and profitability.
• Monitor, track and report on sales activity on a periodic basis and to ensure action is taken to meet sales targets.
• Identify opportunities for cross selling and referrals to other HFC business lines through developing a good understanding of client needs.

Strategy

• Launch and Manage new and innovative products and cash management solutions
• Conduct joint calls to ensure sales targets are met, new revenue opportunities are identified and customer feedback is obtained.
• Ensure smooth deal implementation and while maintaining high levels of service quality.
• Management & portfolio optimization strategies in Retail to achieve goal of maximizing Product Contribution.
• Build and oversee business development and engagement model with external business partners critical to strengthening product offering value proposition and revenue growth of product portfolio. 
• Manage & optimize portfolio risks in conjunction with Risk department.
• Manage and maintain the development of strong and differentiated product propositions for Retail Lending and Deposit propositions for both Business and Personal Banking segments.
• Manage development of suitable customer value propositions to ensure sustained competitive advantage on a continuous basis for Business customers, emerging affluent and affluent customers.
• Ensure the implementation of appropriate systems and operational procedures to support sales, track MIS and profitability.
• Through regular trainings align frontline to focus products and revenue optimization.
• Manage the card product proposition including revenue ownership for interchange
• Selectively broaden product offerings to maximize “Share of Wallet” for Retail customers
• Manage the development and implementation of strategies to cover Customers & Segments, Channels and Processes.
• Drive the system towards service quality standards in an efficient operation where risks are well controlled (through product process re-engineering)
• Plan and implement long and short-term direct and indirect promotions and account management strategies to perform different types of sales programs to achieve the annual targets of specific target segments and products.
• Champion the evaluation and maintenance of credit approval criteria so as to maximize customer enrolment, properly balanced against credit risks and NPLs
• Formulate and implement Business and Marketing Strategies in line with overall Retail Banking Business Goals. Conduct competitor analysis to ensure profitability of retail business is optimized
• Ensure effective Internal Control systems are in place and related procedures and techniques are developed and implemented so as to minimise credit and other operational losses.

Acquisition

• Create a formal and informal feedback systems to analyse product and transaction banking solutions performance.
• Set business performance standards for acquisition and upsell, retention and profitability
• Support all sales efforts by the sales teams to be the “Best in the Market” in terms of sales strategy development, In-branch / direct acquisition model and sales campaigns
• Initiate development of strategies for cross sell existing customers.
• Understand the needs Support where necessary, via joint customer calls and identify potential customers.
• Plan and coordinate marketing and promotional initiatives (in liaison with Marketing Department) for the acquisition of new business

People Management

• Providing overall leadership of the department and defining a framework for developing them into a high performing and engaged workforce, through managing their performance, motivating, coaching and training them accordingly.
• Maintain a high performance at an average half yearly performance rating of 70% for the team.
• Leave management for self, direct reports and cluster staff.
• Level of own development plan maintenance.
• Employee Engagement score.
• Ensure training for self and direct reports as per policy

Key Competencies and Skills

• Ability to multi-task and cope with tight deadlines in a high-pressure environment
• Must be a self-starter and have an appreciation of business growth and priorities
• High Leadership Skills
• Problem solver
• Good presentation skills.
• Technology orientation
• Ability to manage and implement change initiatives.
• Strong inter-personal skills and leadership ability - encourages enthusiasm and team spirit.
• Capacity to define problems; gather data, establish facts and draw valid conclusions
• Analyze and interpret statistical data, focus on details, correlate various pieces of information, identify trends, and understand the reasons behind problems as well as successes
• Generate effective solutions to problems while considering all aspects of situations
• Strong interpersonal skills highly motivated and well organized; excellent oral and written communication skills
• Ability to handle multiple tasks while prioritizing the importance of items in a fast paced environment
• Flexible and adaptable - Ability to quickly adjust to new changing trends and remain effective when faced with new challenges and responsibilities.  
• Personal Ethics - Must be honest, fair, just but firm with self, and of high integrity
• Pragmatic thinker - Ability to be practical and relate new ides to actual rational results

Minimum Qualifications, Knowledge and Experience

• Bachelor’s degree from a recognized accredited university.
• Master’s degree in strategic management or business administration, or other similar relevant qualification.
• At least 5 years banking experience in cash management, transactional banking or product management at least 2 years should be at Senior Management level
• In-depth knowledge of Retail products (SME and Personal Banking solutions).
• Experience in business planning relating to sales, distribution and service.
• Strong appreciation of banking operations, corporate, treasury, retail and transaction banking.