Non Bank Financial Institutions Senior Sales Dealer at Absa Bank Limited

Job Summary

To implement the NBFI Markets sales strategy according to the Director Market Sales and the Absa Market Sales Strategy and Policies & Procedures, and in line with Group Values.

Knowledge, Expertise and Experience

Essential

• Knowledge of Market products
• Knowledge of Sales Techniques
• Understanding of interest rate and foreign exchange markets
• Understanding of the mathematic of pricing for FX and Money Markets
• Understanding of interest rate risk, foreign exchange risk and credit risk
• Understanding of the policies, procedures and ethical requirements of a Market environment
• Understanding of Market back office operations
• Communication skills
• Strong understanding of the Kenyan and Global Foreign Currency Markets.
• Strong understanding of foreign currency portfolio management.
• Strong product management capabilities.
• Highly developed analytical skills, problem solving and planning abilities
• Communication skills both written and oral.
• Strong numerical and analytical skills for calculation of statistics, figures and targets and understanding of product profit drivers
• Strong team player, innovative- sell new ideas, build and maintain key relationships and with the ability to influence
• Self-motivated and results orientated
• Strong business awareness
• Ability to work under minimal supervision and deliver under tight deadlines
• Excellent Stakeholder management

Preferred

• Understanding of Risk Management Products across the various asset classes
• Understanding of political and economic activity and the impacts on exchange rates and interest rates
• Understanding of industry, advisory, regulatory and professional bodies
• Knowledge of Absa products and systems that support them, and a good understanding of Absa Group products
• Knowledge of Absa Governance processes

Experience and Qualifications

Essential

• Bachelors Degree

Preferred

• ACI Dealing Certificate

KEY ISSUES FOR THE ROLE OVER THE NEXT 12-24 MONTHS – COUNTRY SPECIFIC

• Grow number of Customer Dealing through both new to Bank and Re- Activations
• Aim to maximize value of existing clients
• Assist in the growth the Risk Management Product (RMP) book
• Look for Elephant Deal opportunities

Responsibilities

Job Description

Main accountabilities and approximate time split

Accountability: Markets Sales Dealing - 80%

Key actions to include:

• Under the guidance of the Director, Market Sales actively participating in the implementation of the NBFI Markets Sales Strategy in line with the Absa Market Sales Strategy and Country sales requirements.
• Acting as the primary point of contact for NBFI Markets sector (Asset managers, Pension funds, Insurance companies ,Hedge funds and Stockbrokers) while ensuring regular face-to-face engagement with the respective teams to promote teamwork.
• Manage one’s client portfolio, to include:
• Daily contact with clients who have completed the Terms of Business (TOB)
• Regular face-to-face interaction with clients in one’s portfolio
• Regular contact with principle Relationship Manager
• Managing one’s allocated client portfolio and support the team in the management of the other client portfolios where needed
• Under the direction of the Director Market sales achieving a leading position in the chosen products, markets and segments by:
  • Spending at least 50% of one’s time meeting with existing and identified new clients.
  • Drive Money Market Sales revenue – Vanilla (Eurobonds) and Structured MM (CLDs, loan distribution).
  • FX origination – both flow and structured for NBFI sector.
  • Giving superior customer service
  • Presenting the full Absa product set to clients whilst managing the product portfolio to suit client needs
  • Expanding the customer base to financial institutions and investors as is appropriate
  • Undertaking customer visits and joint customer visits with the NBFI coverage team.
  • Actively participating in client events with Absa Capital Economics unit and Corporate, including training and seminars, and Entertaining clients as permitted under the bank and group compliance policies
• Managing one’s client portfolio to generate strong growth and sustainable returns over the business cycle with special focus on Customer Service and Financial Performance
• Ensure that Counterparty credit limits are not exceeded.
• Assisting the Director Market sales in achieving strategic and tactical objectives.

Accountability: Reporting - 5%

Key actions to include:

• Providing weekly reporting on client growth, volume and profitability in one’s own portfolio
• Providing detailed Management Information to the Director, Market sales on the composition, performance and profitability of the client portfolios on a monthly basis
• Assisting the Director Market sales with any ad-hoc reporting requests

Accountability: Personal Development - 5%

Key actions to include:

• Actively managing one’s own technical and soft skills development in conjunction with the Director, Market sales.
• Researching, identifying and proposing training solutions for own development to the Director, Market sales.

Accountability: Risk Management - 10%

Key actions to include:

• Maintaining a strong compliance culture.
• Adhering to all the policies and procedures of the bank.
• Ensuring that all deals are dealt within dealer limits (market risk limits, counterparty limits, dealer’s mandate)
• Ensuring high quality of service to all clients (reputational risk).

Accountability: Risk and Control Objective

“Ensure that all activities and duties are carried out in full compliance with regulatory requirements, Enterprise Wide Risk Management Framework and internal Absa Policies and Policy Standards. Understand and manage risks and risk events (incidents) relevant to the role.