Manager, Home Loans at Standard Bank Group

Job Purpose;

• To ensure overall accountability for acquiring home loans business via the external channels i.e. (Estate Agencies, Developers, Aggregators and Mortgage Originators, etc.). To provide senior-level relationship management, support, coordination and technical expertise to critical, high value external business partners as well as direct line management to the external channel home loans sales and key account management teams within the provincial structures.

Outputs;

Mortgage product planning (strategic and operational)

• Develops, coordinates and implements long, medium- and short-term strategies (aligned to CHNW and BCC Mortgage strategy) to maximize growth and profitability across the business
• Forecasts market and product growth on a long-, medium- and short-term basis as may be required by the business from time to time
• Formulates, allocates and communicates value propositions and strategies to the whole of CHNW and BCC teams
• Monitors trends, identifies areas of opportunities and seeks feedback to facilitate improvements in all aspects of the product, sales, service, operations efficiency, and volume and value growth
• Works with the Segments and Branch Network in order to understand and identify key business drivers, key influences and competitor activity and ensure that we offer solutions that are locally relevant
• Identifies competitive threats and issues; and liaises with other members of CHNW and BCC to develop effective solutions to counter the prioritized issues and threats
• The job holder will be responsible for the following deliverables in alignment with the Rest of Africa (RoA) Product Management Framework:

Generates Product Insights for Mortgage product covering

• Economic Outlook and landscape
• Competitor activity and analysis
• Customer needs analysis for the target market and customer segments

Develops product plan and requirements for Mortgage product for

• Features and Functionality
• Match features and functionality with the Competition & the Segment CVPs and address any gaps.
• Distribution, Servicing & Marketing strategy
• Risk Appetite
• Regulatory Compliance

Optimizes price by

Setting the pricing of Mortgage products using the ROE models to optimize profitability of the products

• Develops, coordinates and implements long, medium- and short-term strategies (aligned to CHNW and BCC Mortgage strategy) to maximize growth and profitability across the business
• Forecasts market and product growth on a long-, medium- and short-term basis as may be required by the business from time to time
• Formulates, allocates and communicates value propositions and strategies to the whole of CHNW and BCC teams
• Monitors trends, identifies areas of opportunities and seeks feedback to facilitate improvements in all aspects of the product, sales, service, operations efficiency, and volume and value growth
• Works with the Segments and Branch Network in order to understand and identify key business drivers, key influences and competitor activity and ensure that we offer solutions that are locally relevant
• Identifies competitive threats and issues; and liaises with other members of CHNW and BCC to develop effective solutions to counter the prioritized issues and threats
• The job holder will be responsible for the following deliverables in alignment with the Rest of Africa (RoA) Product Management Framework:

Generates Product Insights for Mortgage product covering

• Economic Outlook and landscape
• Competitor activity and analysis
• Customer needs analysis for the target market and customer segments

Develops product plan and requirements for Mortgage product for

• Features and Functionality
• Match features and functionality with the Competition & the Segment CVPs and address any gaps.
• Distribution, Servicing & Marketing strategy
• Risk Appetite
• Regulatory Compliance

Optimizes price by

• Setting the pricing of Mortgage products using the ROE models to optimize profitability of the products
• Price Implementation: Get the pricing approved through the Pricing Committee Ensures that it is correctly implemented on the system/IT platforms.
• Price Monitoring: Monitor the interest rates & fees offered to new customers against the approved pricing. Review concession management process. Review portfolio yields & margin report on a monthly basis
• Identifying and curbing any revenue leakage in the products.

Launches products through

• Managing the governance process around new product launches.
• Providing input and support into the marketing campaigns

Measures:

• Performing Mortgage portfolio delivering budget ROE
• Competitive product offering compared to the market
• Meets budget on Balance sheet and

Product Fulfilment

• Ensure that all customers receive a consistently high-quality service by effectively managing the HL post approval process and developing all available resources (staff, systems, processes).
• Ensure that service levels, both to external and internal customers, and work processes are maintained and run both efficiently and effectively in line with customer value propositions to achieve business growth & market share targets, risk management and cost management objectives.
• Together with other stakeholders both external and internal ensure that all queries for existing Mortgage customers are dealt within SLA

Measures:

• Deliver drawdown budgets
• Maintain healthy mortgage pipeline
• Process and SLA are met and adhered to
• Deliver exceptional client experience

Products Management;

Manages the whole CHNW and BCC Mortgage value chain to maximize revenues and profitability in line with CHNW and BCC objectives

Manages the governance process around new product launches, right from drawing up the Business case, Competitor scan, New Product Committee (NPC), ALCO, Pricing committee and EXCO presentation. Manage stakeholders along the NPC value chain, Staff training on new product and Go to market strategies. Provides support for the execution of campaigns for promotion of existing products as well as new product launches.

• Reviews, prioritizes and manages product performance against targets by tracking all recorded performance and activity measures
• Provides regular assessments of product team’s productivity and effectiveness through daily product portfolio tracker, weekly product profitability and monthly watch list assessments,
• Holds regular meetings with Credit, Operations, Pricing and Capital Management as well as segment heads to review the performance of CHNW and BCC Mortgages
• Prepares and presents product performance management reports to the business on a regular basis.
• Represents the CHNW and BCC business on all product related matters at different forums within and beyond Stanbic Bank
• Identifies alliances and partnerships through which to extend the organization’s capability to innovate, incubate and market innovative products and solutions

The job holder will be responsible for the following deliverables in alignment with the Rest of Africa (RoA) Product Management Framework:

Origination

• Streamlines processes to enhance customer experience and maintain competitive turnaround times for the Mortgage products
• Maximizes the approvals and take up rates for the products in order to minimize cost of origination
• Trains the frontline sales staff (in collaboration with Learning and Development) on Mortgage products

Monitors new accounts in order to take corrective actions based on key account drivers by

• Tracking and monitoring new disbursement to ensure they are in line with the Budget
• Monitoring the credit vintage loss rates for the new portfolio
• Tracking and monitoring any customer queries and complaints on the products

Monitors mature accounts in order to take corrective actions based on key account drivers by

• Monitoring the performance of the portfolio with respect to:
  • Balance Sheet Growth
  • Sales number and volume
  • Prepayments and run offs
  • Margins
  • Credit Loss rates
  • Product profitability and ROE

Measures:

• Robust product features and functionality
• Versatile risk appetite that delivers required service standards and  ROE above budget
• Well Priced book with competitive margins

Financial and Risk Management;

• Manages expenses of the Mortgage Products area within budget.
• Establish and monitor operating expenditure budget control measures for the team, ensuring that revenue and expenditure is accounted for in a systematic manner
• Manages product organization within defined regulatory and compliance tolerance levels.
• Ensures that the operational affairs of CHNW and BCC Mortgage are administered effectively

The job holder will be responsible for the following deliverables in alignment with the Rest of Africa (RoA) Product Management Framework:

• Sets the product level budget for the year covering Balance Sheet Growth, NII, NIR, Expenses, CLR
• Reviews sales targets to align with the Balance Sheet Growth forecasted
• Sets the risk appetite for the products
• Reviews the CRMC papers before submission.
• Addresses any audit findings that pertain to the Mortgage products
• Tracks and monitors the actual performance vis a vis the budget set.

Measures:

• Deliver a performing CHNW and BCC Mortgage book within the required CLR

Have “green” audit rating

Stakeholder Management;

• Maintains a visible and active presence across all the businesses to establish and support new and existing relationship platforms from which to support the product team to rollout financial solutions, which are able to attract new business and grow market share
• Builds strong relationships with key stakeholders within and outside the bank, to ensure synergies and teamwork needed to optimize revenue growth and profitability.
• Ensures credibility across all relevant functions in CHNW and BCC which is vital for the successful co-ordination and integration of product development and management activities

Measures:

• Performing CHNW and BCC Mortgage book within set risk appetite CLR
• Robust Mortgage framework

People Management;

• Responsible for inspiring, motivating, leading and managing the team.
• Responsible for the recruitment, development and retention of relevant skills in order to meet the business need.
• Ensures the effective selection of staff by matching the skills and competencies to the requirements of the job.
• Builds organisational capabilities through evaluating likely future requirements and ensuring that individuals are provided with best possible development opportunities in line with these.
• Creates an environment in which learning, and development are emphasised and valued.
• Takes personal responsibility for coaching and mentoring others.
• Effectively delegates authority and responsibility, in line with business objectives, to ensure the empowerment, motivation and effectiveness of all direct and indirect reports.
• Promotes a culture where the values of the Bank are “lived”.
• Ensures the implementation of the leadership promise and employee engagement programme.
• Facilitates the views of team members, resolves issues raised by the team, escalates issues if required, and provides feedback to teams on an on-going basis.
• Develops and maintains an open communication channel with direct reports and supports staff to foster teamwork.
• Monitors and manages the performance and development of staff within the area. This includes regular one-on-one feedback sessions, conducting mid-year and final performance appraisals, as well as the moderation of all appraisals for the team.
• Ensures staff are appropriately and consistently rewarded and recognised for their achievements and outputs.

QUALIFICATIONS
Minimum Qualifications

• Type of Qualification: First degree Business Commerce
• Field of Study: Business Commerce
• Advanced Excel; ACCA; Risk Management; and a qualification in Business Intelligence will be an advantage

Experience Required

• Main Market Clients
• Consumer & High Net Worth
• 5-7 years
• Experience in the field of home loans and related products, specifically in managing sales teams. Experience in developing and managing senior and executive level relationships with external parties and business partners is absolutely essential.

ADDITIONAL INFORMATION
Behavioral Competencies:

• Challenging Ideas
• Conveying Self-Confidence
• Convincing People
• Directing People
• Embracing Change
• Exploring Possibilities
• Following Procedures
• Generating Ideas
• Making Decisions
• Meeting Timescales
• Resolving Conflict
• Team Working

Technical Competencies:

• Agile Concepts
• Analysing and Interpreting Information
• Application Knowledge for Support
• Financial Acumen
• Risk Identification
• Risk Management
• Risk Reporting