Lariba Business Development Manager at Absa Bank Limited

Job Summary

To drive revenue growth and expanding market share for Islamic Banking within the industry while building and maintaining profitable client relationships, identifying new business opportunities, and implementing effective strategies to achieve organizational goals. 

To support Head of Islamic banking to drive Islamic Banking in Kenya by delivering high-quality support to Business, by providing specialized expertise in product development, Shariah compliance, sales strategies, and drive ecosystem relationship across the business.

Job Description

Key Accountabilities

Business Development (75%)

• Lead generation and conversion to achieve annual budgets.
• Relationship deepening for high networth, Business Banking and Corporate Clients
• Manage strategic Alliances and Lariba Ecosystems engagements.
• Collaboration with coverage teams to scope Lariba opportunities.
• Client engagements to position Lariba competitively.
• Business retention.
• Organic growth and upselling.
• Internal & external stakeholder management and partnership
• Training and development, coaching of staff to ensure broad awareness of Islamic banking products.
• Responsible for the achievement of the Lariba revenue and Balance sheet targets as agreed.
• Work with the assigned team of RMs/Branches to ensure that NTB Lariba requirements are sourced and underwritten as per agreed timelines.
• Joint customer visits with BMs/ RMs to understand Lariba needs, and tailor customer led solutions.
• Ensure Weekly, monthly, and quarterly performance tracking is shared with all stakeholders.
• Regular engagements with the CIB, Credit and BB teams on Lariba opportunities.
• Have Sales activations and customer sensitization(quarterly) in partnership with partners to increase uptake and leverage on Bank customers activities to position the same.
• Relationship management with Stakeholders/ partners for effective service delivery
• Servicing CIB and BB customers and ensuring the TATs with customers are adhered to.
• Monitoring and evaluation business strategies set.
• Identifying cross and up sale opportunities and track performance
• Work with the Head of Islamic Banking to ensure strategy deliverables are properly documented and monitored.
• Responsible for call reports on customer visits.
• Conduct stakeholder training to increase product knowledge across the Bank.

Rigor/compliance (5%)

• Ensure all regulatory requirements are met by ensuring compliance to the Banking act and SLA’s.
• Ensures review and escalation if required, of Sales administrative issues.
• Responsible for compliance with business procedure manuals
• Ensuring all complains are reported, tracked, and resolved as per SLA by Head office.
• Ensure compliance with Snap checks process and internal audit.

 Stakeholder Management (15%)

• Managing relationships with Consumer, CIB, and BB colleagues to drive business.
• Dealing with outlets, operations centre to ensure full understanding of the Lariba process & procedures.
• Providing general support to the other Colleagues as and when required
• Work with Branch managers to ensure that branch colleagues can manage queries and complaints and get them resolved in a timely manner.
• Active participation to ensure the team is achieving the desired targets.

 Market Intelligence (5%)

• Collect market intelligence through research by reading articles, publications, internet, word of mouth and networking in a daily basis to keep abreast of market development in Islamic Finance
• Assess market opportunities with respect to competitor sales sources by remaining in touch with market forces and influences.

Qualification

• Bachelor’s Degree

Preferred Experience

• Broad experience in Banking with at least 3-4 years in Islamic Business development role
• In-depth understanding and working knowledge of Sharia Law
• Detailed working knowledge and experience in Islamic products, Culture, and proposition
• Experience in leading and collaborating with cross-functional teams.

Knowledge & Skills

• Knowledge of market trends and competitive landscapes
• Lead generation, prospecting and closing deals.
• Excellent interpersonal and relationship building skills.
• Proficiency in conducting market research analyzing industry trends.
• Effective communication and presentation skills
• Ability to articulate value propositions and services to potential clients.
• Identifying opportunities for growth and expansion
• Excellent sales and relationship management skills
• Strong communication skills and strong stakeholder management skills
• Ability to influence key decision makers to secure business opportunities and partnerships.
• Willingness to adapt to evolving and emerging Islamic Banking landscape.
• Identify innovative approaches to meet market demands and stay ahead of competitors.
• Sound IT proficiency, in MS Office, especially Word and Excel (spreadsheet building)

Behavioural Competencies

Essential

• Outstanding relationship and interpersonal skills
• Strong selling and negotiation Skills
• Strong Presentation Skills
• Relationship Skills
• Credit Risk Skills
• Leadership and Team Skills
• Communications Skills

Preferred

• Commercial/sales focus
• Business development
• Managing Relationships
• Innovative
• Adaptability
• Decision Making
• Team Results
• Active Listening