Senior Dealer - Nairobi Region at Absa Bank Limited

Job Summary

To implement the Market Sales business strategy according to the Head of Market Sales and the Absa Market Sales Strategy and Policies & Procedures, and in line with Group Values.

Job Description

Main Accountabilities and Approximate time split

Market Sales Dealing - 80%

Key actions to include:

• Under the guidance of the Head of Market Sales, actively participating in the implementation of the Market Sales Strategy in line with the Absa Market Sales Strategy and Country sales requirements
• Acting as the primary point of contact for both internal (Corporate, Commercial & Retail) and external Market Sales clients, 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 head of 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
  • 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 Corporate, Commercial and Retail Business Banking
  • 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 head of Market sales in achieving strategic and tactical objectives

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 head of Market sales on the composition, performance and profitability of the client portfolios on a monthly basis
• Assisting the head of Market sales with any ad-hoc reporting requests

Personal Development - 5%

Key actions to include:

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

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)

Risk & 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.”

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 Qualification

Essential

• Bachelor's Degree

Preferred

• ACI Dealing Certificate

Key Issues for the role over the next 12 - 24 months

• 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

Mental Demands, Judgement, Initiative

Most difficult decision that can be taken without referral to the manager:

• All trades up to mandated limits
• Commitments to clients on new products, credit approvals, any other approval inside the dealer mandate

Participation in change:

• Implements and supports change

Education

Higher Diplomas: Business, Commerce and Management Studies (Required)