Business Banking Sector Head - Coast region at Absa Bank Limited

Job Summary

• To directly lead a relationship team(s) covering a portfolio of Business Banking customers with specific focus on Coast Region. 
• To be a key member of the Business Banking Leadership Team, driving business performance within Coast Region.
• Performance management and coaching of members of the Business Banking team in Coast Region
• To personally relationship manage and sustain a portfolio of Business Banking customers, building long term relationships founded on efficient and reliable support for their business. This is achieved particularly through offering quick risk decisions, product solutions and managing consistency and quality customer experience.
• The primary objective is to maximize risk-adjusted portfolio contribution, while balancing the requirements for lending to and Risk.
• The jobholder will be responsible for business development both with new customers and with existing customers where they are expected to increase “wallet share”.
• The jobholder will also be responsible for driving ecosystem banking practice within the region working closely with CIB and Retail teams to drive growth 
• The job holder will be expected to develop an intimate knowledge of the various sectors and industry partners within Business Banking supporting growth in the region,  relevant regulatory frameworks and demonstrate the ability to engage all stakeholders to support the team in business development activities.

Job Description

Key Accountabilities/Deliverables/Outcomes 

Sales & Service -Time split 40%

• Grow the industry team’s portfolio profitability by identifying new and existing customer potential including sales opportunities and new product promotion initiatives.
• Formulate business development strategies and objectives for the Coast BB segment to meet changing market needs.
• Monitor the conformance of the team using new relationship development procedures.
• Monitor results of customer surveys for the Segment against target service quality standards.
• Monitor levels of complaints and quality of handling for the BB Coast portfolio.
• Proactively research competitive threats/opportunities within the team’s market and geographical area.
• Communicate all key messages to customers including agreed service standards, negotiated pricing, relationship team contact points (including introductions to new personnel) and new product changes.
• Conduct annual and if appropriate, interim reviews of customers borrowing facilities
• Conduct annual and if appropriate, interim reviews with non-borrowing customers
• Determine the products that are most effective in meeting customers’ needs and be able to sell these at short notice both reactively and proactively

Business Management -Time split 30%

• Manage performance of the Coast Business banking team against key financial (risk-adjusted contribution) sales, service, and operational targets.
• Champion, manage and monitor implementation of change impacting the team and arising from Central and local business change programs.
• Consult customer owners/managers on financial/credit issues and general business practices/ideas.
• Support the team to develop Customer Relationship Plans for customers in a managed portfolio.
• Work closely with the Business Banking Director in driving and delivering business performance in the country
• Research, create, and follow up on a target list for potential new business
• Identify priority customers using the Customer Relationship Planning templates to assess their present and potential contributions.
• Control and quality of the portfolio, using available triggers and adherence to Risk management guidelines and policies.

Staff Management – Time split 30%

• Lead the RMs and CMAs within the team using a team-based management approach.
• Help team members to identify strengths and weaknesses in their own skills and attributes, review their self-development plans and ensure training and development needs are accommodated.
• Coach team members on relationship development, service quality, and risk.
• Assess managers’ performance against the contract. Review and input to Performance Development Reviews.

Role/person specification

Preferred Qualification

• The Job holder will be a degree holder and also be an ACIB or equivalent.

Knowledge and Skills

Essential

• Detailed knowledge of the Core set of products
• For Complex products, will have a detailed knowledge of the requirements of the more sophisticated customers.
• Introduce the product and coordinate the introduction of the relevant Group product specialist.
• A good knowledge of the products and services available in the Personal Sector is also required.
• A broad understanding of policies and strategies within the country as they relate to the demands of the customer base.
• A detailed understanding of Country and CBRM guidelines and credit risk policies

Education

• Bachelor`s Degrees and Advanced Diplomas: Business, Commerce and Management Studies (Required)