Acquisition Banker at Absa

Job Summary

• The purpose of the roe is to drive acquisition of new to bank and new to segment Business Banking clients, with a primary focus on switching primary relationships from competitor banks.

Job Description

• The purpose of the roe is to drive acquisition of new to bank and new to segment Business Banking clients, with a primary focus on switching primary relationships from competitor banks.

Key Accountabilities:

• Income growth and customer acquisition
• Identify, research and create a target list for potential new clients for sourcing and engagement
• Increase and grow (income) in line with agreed targets by generating ongoing referral business (high value switches) primarily from new clients that are banked outside of Absa.
• Focus on switching primary client relationships from competitor banks to Absa by obtaining leads from current clients and other business units within the bank
• The identified potential clients are to be called and appointments scheduled to engage and convert these clients to Absa clients
• Align closely with the Customer Experience and Analytics team in Business Banking to focus acquisition efforts on targeted sectors and segments
• Remaining current with economic and investment trends to facilitate effective switching strategies for specific clients
• Ensure the creation and maintenance of an effective network iro competitors and Business forums.  
• Focus on cross sell ratio improvement, minimum 5 products per new take-on through identifying client requirements and introducing other specialists into the relationship including financial planning, fiduciary and off-shore banking
• Identify sales and service opportunities and offer solutions appropriate for the client's needs, goal and objectives by using the tools which outlines the products clients currently have and the propensity for new product take-up
• Adopt a commercial approach to appropriate cost to serve versus value generation, e.g. encourage clients to use electronic banking as opposed to transacting over the counter to better serve and benefit the needs of clients.
• Maximise sustainable risk by adjusted portfolio contribution.

Market Intelligence

• Develop and maintain an understanding of market trends and individual lifecycle challenges and opportunities facing clients to offer solutions that meet clients’ needs
• Develop and maintain an understanding of competitor bank offerings including products, pricing, services etc and be able to position differentiating benefits and features of Absa products
• Ensure that you create and maintain a clear understanding of the clients future needs so as to proactively solution them from a lifecycle perspective
• Participate in seminars for clients and provide information on new products to meet future client requirements.
• Migrate client relationships to established portfolios once client on-boarding has been bedded down

Risk & Compliance

• Understand and apply the relevant governance and compliance procedures to activities undertaken and maintain ongoing completion of relevant governance and compliance training e.g. NCA, FAIS, FICA, CPA, etc.
• Understand underlying risk profile of clients and ensure that it is acceptable and within appetite before acquisition efforts are embarked upon
• Develop credit mitigation solutions which are both practical and appropriate for clients whilst simultaneously driving a risk based pricing approach
• Ensure adherence to all FICA requirements to ensure clients are fully compliant following on-boarding

Relationship Management

• Identify the clients’ requirements prior to call, undertake pre-call planning involving necessary product partners to prepare effective pitch and communication of the Business Banking CVP
• Identify potential standalone clients that can be targeted e.g., Home Loans, AVAF as well as clients of AIFA
• Work closely with the broader Coverage team to drive lead generation through coverage strategies
• Meet individual and team value targets.
• Proactively raise the profile and reputation of Business Banking in the local community by supporting team activities such as CSI projects to contribute to the welfare of local community.
• Facilitate the resolution of client complaints and communicate opportunities to improve client experience
• Ensure smooth and effective migration and on-boarding of new client relationships
• Ensure smooth and effective handover of relationships to established Business Banking portfolios following on-boarding

Competencies:

• Values Driven
• Digitally Empowered
• Customer Obsessed
• Exceptional Team Player
• Creative Problem Solving
• Drives Results
• Pan African Citizen

Minimum requirements:

• NQF level 7 qualification (Finance, Accounting, Marketing)
• Preferred - B Degree (Finance, Accounting, Marketing)
• Five (5) years’ experience within a client facing role (commercial/or corporate business and/or financial industry)
• 3 years proven track record in achievement of sales targets, team player, inspiring and encouraging performance excellence
• 3-5 years extensive experience within appropriate provision industry
• Specialism or technical discipline (hunter)
• Experience in working in a credit risk environment
• Preferred - 3 years, sales experience (hunting) with in depth understanding of financials
• Preference will be given to South African Citizens and Permanent residents of South Africa in possession of proof of permanent resident status

General

• The appointment will be made in line with the Divisional Employment Equity strategy
• There will be no referral payment plan with this requisition

Education

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

Absa Bank Limited is an equal opportunity, affirmative action employer. In compliance with the Employment Equity Act 55 of 1998, preference will be given to suitable candidates from designated groups whose appointments will contribute towards achievement of equitable demographic representation of our workforce profile and add to the diversity of the Bank.

Absa Bank Limited reserves the right not to make an appointment to the post as advertised