Career Opportunities at Absa Group Limited

Job Summary

1. Assist in articulation, ownership and execution of the TB strategy for Business Banking in the commercial banking segment
2. To lead and manage senior level client interaction and sales.
3. Manage and deliver business objectives through the BB sales team in the commercial banking segment.
4. Manage and grow TB business each year across the BB clients in the commercial banking segment.
5. Manage the returns while employing sound risk management disciplines

Job Description

Sales Time Split; 50%

1. Accountable for the delivery of TB revenues from Business Banking clients in the commercial banking segment.
2. Develop and execute the sales strategy to deliver the revenue ambition through a portfolio of existing and target list in BB.
3. 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.
4. 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.
5. 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.
6. Ensure smooth interaction and communication with the Customer Support team, product development and customer services teams within Business Banking team. Drive alignment with key stakeholders; TB teams across multiple geographies, Business Banking and operations to achieve TB priorities.
7. Lead client insight events and industry forums to showcase ABSA’s leadership in Transaction Banking and also to build the brand awareness
8. Maintain high performance standards and role model behaviors that demonstrate the bank values.

Service and Operational Rigor; 30%

1. Working with the BB service team ensure delivery of world class customer service practices and ensure adherence to ABSA Service standards.
2. Lead the team in assisting the BB coverage teams in the commercial banking segment develop relationship account plans for their customer portfolios.
3. Achieve operational rigor excellence in all aspects of procedures and processes undertaken to ensure 100% compliance.
4. Minimize potential of fraudulent applications by following each product criteria.
5. Ensuring that pricing is authorized by as per mandate Business Banking Director and Transactional Baking Director, agreed with Customer, and properly set up to ensure 100% collection upon product/customer set up.
6. Follow the TB end-to-end product set-up process ensuring new set-ups are authorized and properly set up.
7. Ensure compliance with operations risk & rigour requirements e.g. Health & Safety standards and security of premises.

Team Support  and Management; 20%

1. Set SMART individual objectives that are in line with and seek to achieve the teams overall objectives. Review and drive performance of the team against the objectives on a regular basis,
2. Identify training needs and recommend training plans to satisfy those needs for the CSAs

Technical skills / Competencies

1. Post graduate or equivalent academic qualifications
2. Over 6 years banking experience, majority of which must be in BB or CIB.
3. Strong people and sales management skills, and experience in banking.
4. 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.)
5. Skills for analyzing and formatting data provided by Finance and other sources
6. Strong sales management skills and experience, ideally with relevant banking or business/corporate banking background
7. Proven treasury, credit and country risk exposure
8. Open minded, good listener, flexible with ‘think out of the box’ mentality
9. Strong negotiation and presentation skills; ability to communicate with all levels in an organization
10. Disciplined approach to deal execution/client follow up
11. Strong cross-cultural awareness
12. Excellent interpersonal skills
13. Team player
14. Excellent knowledge of the banking polices, standards, local regulations and legislation of the prevention of money laundering
15. Judgment / Managing  Complexity

Education

1. Bachelors Degree and Professional Qualifications: Business, Commerce and Management Studies (Required)

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Job Summary

To support the growth of Commercial Cash Management to a by driving & delivering local & global payables & receivables product development & management, working closely with the cash management teams in the Emerging Market Cash Management and International Cash & Trade Centres.

Job Description

Development of Product strategy 25%

1. Evaluate the current competitive environment for payables & receivables products in BB , identify market opportunities & work with the Propositions team to develop strategic roadmap & solutions to grow revenue or gain market share

Delivery of Product Enhancements 25 %

1. Evaluate, plan, optimize & deliver product design enhancements taking end-to-end responsibility for the quality of service that is delivered to customers across the product set
2. Ensure that the legal and contingency requirements of the product set are established
3. Work closely with all areas to secure development support, appropriate systems prioritization and to develop testing plans
4. Ensure effective product launches ensuring all aspects are managed by the relevant specialist areas including marketing communications, training, systems and operations availability and contingency
5. Monitor Service Level Agreements (internal and external) and relevant KPIs
6. Develop and produce business cases to support enhancements and New Product Approval governance process

Product Performance Management 25%

1. Responsible for maintaining product scorecard including:
2. Profitability of Product
3. Service Performance
4. Risk Performance
5. Sales Volumes
6. Complaints
7. Proposed enhancements
8. Identifying top users of products
9. Identify and deliver product cost reductions/service enhancements being accountable for achieving cost reduction/service enhancement targets for Cash Management
10. Understand the end to end customer experience of the product: maximize “customer delight” through optimizing the product-customer interface and resolution of customer service issues
11. Support in forecasting product demand volumes & monitoring that demand 

Sales Support and Deal Accountability  15%

1. Support the Commercial team & Sales teams (e.g. Cash Sales Managers, RDs, and RMs) in;
2. The evaluation & delivery of new product developments/enhancements
3. Deal structures
4. Pricing decisions
5. Product maintenance, compliance responses 
6. Customer query and complaint resolution

Other responsibilities 15%

1. Support strategic work e.g. GPU, channel strategy, Flexcube
2. Support Local Market Payment and Receivables initiative in partnership with the Central Bank, Payment Associations and other local organizations
3. Ensure membership of Local Payment Associations, committees, etc that influence or determine the market direction and position Barclays as a market leader by drawing on Global expertise.

Critical competencies:

1. Strategic Thinking/Thought Leadership – intermediate
2. Planning & organization – intermediate
3. Communications and influence – highly effective in both operational and customer arenas 
4. Relationship/ partnership approach – intermediate
5. Problem solving/ decision making – intermediate.
6. Financial analysis – intermediate

Education

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

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Job Summary

1. To achieve profitability of the assigned supplier and distributor finance portfolio within PBB and CIB ecosystem through identifying opportunities for providing finance solutions related working capital finance, asset finance, term loans etc.
2. To deliver value and growth for distributor and supplier financing, by driving and integrating the operational plans and strategic sales directives in alignment with the Business Banking strategy

Job Description

Profitability and revenue management

1. Responsible for the achievement of overall operation, achievement of sales targets and ROE for the assigned distributor and supplier chain finance portfolio.
2. Evaluates ways to optimize revenue streams and focus market management efforts to increase revenue through the ecosystem.
3. Identify the value chain of key large corporates (distributors and suppliers – ecosystem) and targets these clients to sell finance solutions and improve profitability for the bank.
4. Provide input related to the design and development; and pricing of products aimed at providing finance solutions to distributors and suppliers based on market research and understanding of customer needs.
5. Present proposed finance solutions to distributors and suppliers to the Business Assessment and Credit Committees respectively for approval.
6. Works with relationship bankers to present proposals for finance solutions (loans and advances, new product proposals, additions and modifications) to credit committees at all levels as necessary, to ensure the business and other stakeholders understand and are able to make a decision on key requirements
7. Keep abreast of local market dynamics in order to identify changes, risks and opportunities; and collates and reports information about market conditions and competitor activity.
8. Utilizes MIS to monitor operational activity, progress and results in order to take action where required.
9. Monitors the cost-to-income ratios to ensure maximum profitability and efficiency in accordance with budget objectives. Monitors all unit costs for the area.

Sales and Service

1. Leverage and optimizes people, resources, channels, business and risk controls in line with market potential to maximize business growth, retention and profitability targets.
2. Develop and drive measures and manages the sales plan in support of the Business Banking sales strategic objectives.
3. Identify leads within the ecosystems and direct to the relevant Business Banking relationship bankers and work with them to convert the leads to profitable business for the bank.
4. Identify business opportunities and develops tactics/ sales plan to leverage these; and keep abreast of market developments and market potential, adjusting sales targets and tactics accordingly.
5. Implement processes to monitor and manage Distributors and Suppliers’ capacity to leverage market potential.
6. Manage the proactive sales calling programs’ for distributors and suppliers, i.e. contact key clients (top 20 distributors and suppliers) in collaboration with the relationship bankers in order to understand customer needs, offer finance solutions with view to increasing volumes of business written as well as strengthening relationships.
7. Utilize MIS and work with Finance to review performance and profitability and to work with the relationship bankers in completing the CVCA and Sales Force tools in order strengthen the selling process.
8. Drive a culture of service excellence by planning, monitoring and managing the implementation and continuous enforcement of service level agreements internally with interdependent business areas (e.g., credit, account maintenance etc., service standards and service initiatives) when servicing customers.
9. Develop strategies and tactics to retain market share through improvement of existing service level standards and by ensuring that service tactics support the sales strategy.
10. Attend to the resolution of customer complaints escalated through the relationship bankers as related to distributors and suppliers; resolve or direct customer queries accordingly (e.g. service, pricing etc.).
11. Work with relationship manager to conduct root cause analysis to address and resolve customer issues; and to prevent recurrence.
12. Conduct upskilling to relationship bankers about distributor and supplier market in order ensure the development of the required sales and service competencies.

Risk and compliance management

1. Adheres to internal risk management requirements and external regulatory requirements (e.g. distributor license requirements) as per predefined requirements
2. Conducts Know Your Customer (KYC) as per defined procedures and compliance requirements.
3. Conducts a needs analysis to identify customer needs effectively when selling advances or giving product advice, in line with regulatory requirements.
4. Completes disclosure to the customers in terms of accreditation, service fees, and commission, in accordance with the KYC guidelines
5. Conducts a needs analysis prior to opening new accounts or providing finance solutions recommendations.
6. Adheres to all internal risk related policies and guidelines, including KYC.
7. Keeps proper records in terms of local financial legislation and regulatory requirements.
8. Facilitates a sound working partnership with Credit to stimulate business growth without compromising the quality of lending and risk.
9. Ensures that the distributors and suppliers are informed in the general knowledge and application of bank credit principles and practices.
10. Provides input and arbitration of credit decisions where required.

Education

1. Bachelors Degree and Professional Qualifications: Business, Commerce and Management Studies (Required)

go to method of application »

Job Summary

1. To achieve profitability of the assigned supplier and distributor finance portfolio within PBB and CIB ecosystem through identifying opportunities for providing finance solutions related working capital finance, asset finance, term loans etc.
2. To deliver value and growth for distributor and supplier financing, by driving and integrating the operational plans and strategic sales directives in alignment with the Business Banking strategy

Job Description

Profitability and revenue management

1. Ensured continuous clarity and timely co-ordination of the end-to-end processes to both Suppliers and Distributors and buyers.
2. Manage the on boarding strategy to achieve the highest possible revenue results
3. Build on and streamline the documentation of on boarding processes.
4. Manage the buyer relationship and the intermediation between Suppliers and Distributors and the buyer on all Suppliers and Distributors finance related matters.
5. Coordinate with Suppliers and Distributors banks to ensure that the clients received required priority interest in asset financing.
6. Track and manage Suppliers and Distributors activity within the internal systems and oversight dashboards
7. Coordinate and execute the on-boarding of Suppliers and Distributors for various Suppliers and Distributors finance programs.
8. Proactively reach out to Suppliers and Distributors to promote the various supply chain finance programs and maintain program utilization.
9. Handhold Suppliers and Distributors on the program to maturity.
10. Successfully coordinate with back office teams (Operations) to ensure timely Suppliers and Distributors setups.
11. Regularly work on Suppliers and Distributors analysis and other materials for client presentations.
12. Manage daily buyer communication for important Suppliers and Distributors
13. Conduct market research to identify potential clients.

Sales and service

1. Leverage and optimizes people, resources, channels, business and risk controls in line with market potential to maximize business growth, retention and profitability targets.
2. Develop and drive measures and manages the sales plan in support of the Business Banking sales strategic objectives.
3. Identify leads within the ecosystems and direct to the relevant Business Banking relationship bankers and work with them to convert the leads to profitable business for the bank.
4. Identify business opportunities and develops tactics/ sales plan to leverage these; and keep abreast of market developments and market potential, adjusting sales targets and tactics accordingly.
5. Implement processes to monitor and manage Distributors and Suppliers’ capacity to leverage market potential.
6. Manage the proactive sales calling program for distributors and suppliers, i.e. contact key clients (top 20 distributors and suppliers) in collaboration with the relationship bankers in order to understand customer needs, offer finance solutions with view to increasing volumes of business written as well as strengthening relationships.
7. Utilizes MIS and work with Finance to review performance and profitability and to work with the relationship bankers in completing the CVCA and Sales Force tools in order strengthen the selling process.
8. Drive a culture of service excellence by planning, monitoring and managing the implementation and continuous enforcement of service level agreements internally with interdependent business areas (e.g., credit, account maintenance etc., service standards and service initiatives) when servicing customers.
9. Develop strategies and tactics to retain market share through improvement of existing service level standards and by ensuring that service tactics support the sales strategy.
10. Attend to the resolution of customer complaints escalated through the relationship bankers as related to distributors and suppliers; resolve or direct customer queries accordingly (e.g. service, pricing etc.).
11. Work with relationship manager to conduct root cause analysis to address and resolve customer issues; and to prevent recurrence.
12. Conduct upskilling to relationship bankers about distributor and supplier market in order ensure the development of the required sales and service competencies.

Risk and compliance management

1. Adheres to internal risk management requirements and external regulatory requirements (e.g. distributor license requirements) as per predefined requirements
2. Conducts Know Your Customer (KYC) as per defined procedures and compliance requirements.
3. Conducts a needs analysis to identify customer needs effectively when selling advances or giving product advice, in line with regulatory requirements.
4. Completes disclosure to the customers in terms of accreditation, service fees, and commission, in accordance with the KYC guidelines
5. Conducts a needs analysis prior to opening new accounts or providing finance solutions recommendations.
6. Adheres to all internal risk related policies and guidelines, including KYC.
7. Keeps proper records in terms of local financial legislation and regulatory requirements.
8. Facilitates a sound working partnership with Credit to stimulate business growth without compromising the quality of lending and risk.
9. Ensures that the distributors and suppliers are informed in the general knowledge and application of bank credit principles and practices.
10. Provides input and arbitration of credit decisions where required.

Key skills, knowledge, experience and personal competencies required

1. Relevant business related tertiary qualification particularly in the Commercial field (Business flavor), e.g. business related degree qualification.
2. Strong numerical skills and financial acumen to analyze evaluate and identify trends in complex consolidated financial statements, balance sheets and ratios.
3. A sound understanding of cash – flow cycles pertaining to the industry being analyzed.
4. A good knowledge of financial spreadsheet applications (e.g. Excel) to capture and analyze financial data.
5. Good knowledge of general banking practices and procedures.
6. A good understanding of the principles and practices of business economics and the current business economic environment.
7. A good current knowledge of different industry sectors and sector risk profiles/ trends; this includes an understanding of the impact of climactic conditions on the agricultural market (if there are agric clients in the portfolio).
8. A thorough knowledge of multi-level products available to business banking customers (features & benefits) and pricing structures.
9.  A good knowledge of financial investment options, vehicle and asset finance and electronic banking options for lead generation purposes.
10. A good knowledge of competitor offerings and structures.
11. A sound knowledge and understanding of Credit principles and practices, including an understanding of credit application, securities and balance sheet requirements.
12. A strong working knowledge of the terms and conditions of multiple legal entities (companies, close corporations, sole proprietorships etc.) in the commercial market and the legislative restrictions & requirements governing these from a financial services perspective.
13. Sound understanding of current taxation laws as they apply to the portfolio of customers.

Negotiation skills.

1. A good working knowledge of administration processes and procedures pertaining to Business Banking transactions.
2. Excellent verbal and written communication skills.
3. Knowledge of how to use the Group Reference Guide to access/ look up relevant information.

Education

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

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Job Summary

1. To manage and sustain a relationship with Business Banking customers, building long-term relationships founded on efficient and reliable support for their business. This is achieved particularly through quick risk decisions and managing consistency and quality of operational service.
2. The primary objective is to maximize sustainable risk-adjusted / EP portfolio contribution.
3. The jobholder will additionally be responsible for business development both with new customers and with his/her existing portfolio.

Job Description

Sales and Service

1. Conduct annual review of customers’ borrowing facilities (and interim review if customer circumstances [risk profile] dictate).Consult customer owners/managers on financial/credit issues and general business practice/ideas.
2. Determine the key messages, e.g. agreed service standards, negotiated pricing, relationship team contact points (including introductions to new personnel) and new product changes. Calculating the most appropriate means of communicating them to customers.
3. Deal with, and find resolutions for, customer complaints.
4. Determine the products that are most effective in meeting customers needs and be able to sell these, at short notice, both reactively and proactively.
5. Plan and co-ordinate any marketing approaches for new business and actively develop existing relationships. Co-ordinate approaches to the portfolio by businesses across the Group.
6. Monitor and ensure adherence to risk service standards.

Business Management

1. Research, create and follow up on a target list for potential new business.
2. Identify priority customers using the Customer Prioritization Guidelines to assess their present and potential contribution.
3. Gather all the required information that is needed to prepare and assess credit applications. Role holder will be expected to input certain key information such as judgmental information (They will work closely with SME Credit).
4. Monitor and control the quality of the portfolio using “Condition of Sanction” triggers where possible and in accordance with RM guidelines and Bank policy.
5. Manage “Early Warning List” customers to reduce risk, following H.O. and Regional guidance provided.
6. Adhere to procedures and guidelines within the BB RMCD.

Staff Management

1. Day-to-day support to Enterprise Bankers and branch staff in provision of consistent service quality and risk.
2. Manage own leave plan.
3. Offer support as per business request.

Risk & Control Objective

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

Technical skills / Competencies

1. Delivering results and meeting customer expectations.
2. Managing relationships
3. Personal organization and Self development
4. Adaptability
5. Team work

Skills required to undertake the role:

1. Relationship skills
2. Risk skills
3. General Corporate skills
4. Leadership and team skills
5. Product skills

Knowledge of the bank’s products, services and policies required to undertake the role:

1. The jobholder will be required to have a detailed knowledge of the core set of Business Banking products.

Education

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