Transactional Banking Sales Manager at Absa Bank Limited

Job Summary

To provide advice and support in the development and implementation of transactional management planning and associated service delivery processes, methods and techniques.

Job Purpose.

• Assist in articulation, ownership, and execution of the TB Strategy for Large Local Corporates (LLC) and Public Sector (PS) portfolio within CIB.
• To lead and manage senior level client interaction and sales.
• Manage and deliver business objectives for the portfolio of clients assigned in this segment.
• Manage and grow TB business each year across the portfolio of clients.
• Manage the returns while employing sound risk management disciplines.

Key Accountabilities:

Sales - 70%

• Accountable for the delivery of TB revenues from portfolio of clients assigned in LLC & PS within CIB.
• Develop and execute the sales strategy to deliver the revenue ambition through the portfolio of existing and target clients in LLC & PS within CIB.
• Increase client penetration and revenues for the bank by actively promoting the bank’s network and product capabilities (cross selling). Replicate TB solutions and successes within the portfolio.
• Lead the team to achieve quantitative and qualitative performance objectives for your portfolio. Leverage the existing sales tools and techniques to identify opportunities for new/incremental business - account planning and pipeline management to achieve sales/revenue targets.
• Maintain a detailed and up to date knowledge of the bank’s comprehensive products capabilities and their application to clients’ needs and use this knowledge in structuring of solutions.
• Set SMART individual objectives that are in line with and seek to achieve the overall objectives.
• Ensure smooth interaction and communication with Customer Support team, product development and customer services teams within LLC & PS.
• Drive alignment with key stakeholders; TB teams across multiple geographies, LLC & PS, Global Corporates (GC), Business Banking and operations to achieve TB priorities.
• Maintain high performance standards and role model behaviours that demonstrate the bank values.

Service and Operational Rigor - 30%

• Working with the LLC & PS service teams to deliver world class customer service practices and ensure adherence to Absa service standards.
• Work with the LLC & PS coverage teams to develop relationship account plans for their customer portfolios.
• Achieve operational rigor excellence in all aspects of procedures and processes undertaken to ensure 100% compliance.
• Minimize potential for fraudulent applications by following each product criteria.
• Ensuring that pricing is authorized by Transaction Baking Head, agreed with Customer, and properly set up to ensure 100% collection upon product/customer set up.
• Follow the TB end-to-end product set-up process ensuring new set-ups are authorized and properly set up.
• Ensure compliance with operations risk & rigour requirements e.g., Health & Safety standards and security of premises.

Preferred Qualification

• Postgraduate or equivalent academic qualifications
• Over 5 years banking experience, majority of which must be in Cash and Trade.

Preferred Experience

• Cash and Trade product knowledge.

Knowledge & Skills

• Solid and proven frontline transactional sales experience across Working Capital, Trade Finance (documentary trade products i.e., LCs, bonds & guarantees; bank & country risk products), Supply Chain Financing & Cash Management (Regional/Local payments, receipts and liquidity management structures, system infrastructure, etc.)
• Skills for analysing and formatting data provided by Finance and other sources.
• Strong sales management skills and experience, ideally with relevant banking or business/corporate banking background.
• Proven treasury, credit, and country risk exposure
• Open minded, good listener, flexible with ‘think out of the box’ mentality.
• Strong negotiation and presentation skills; ability to communicate with all levels in an organisation
• Disciplined approach to deal execution/client follow-up.
• Strong cross-cultural awareness
• Excellent interpersonal skills
• Team player
• Excellent knowledge of the banking policies, standards, local regulations, and legislation of the prevention of money laundering