Business Development Head at RMB - Rand Merchant Bank

Job Description

• To grow transactional banking, or TXB wallet share for C and I segment, across Rest of Africa corporate transactional banking countries of presence, by sourcing new business, retaining and cross-sell opportunities to achieve transactional banking revenue goals
• Contribute to the attainment of the TxBbudget by formulating annual tactics for the sector and country to enable enhanced revenue growth, in collaboration with TxB Product teams, other Banking Division teams, Coverage, Service, Markets as well as in country sales team to package the best solution
• Provide consistent, professional and superior delivery of sales and client management disciplines including pipeline ownership, RFP responses, pro-active proposals, presentations, call reports, lead generation, and implementation oversight and alignment to best practice standards and metrics
• Understand the company and Corporate Transactional Banking objectives to ensure the alignment of sector transactional sales tactics, including gaining s a detailed understanding of transactional banking products and solutions
• Establish and maintain relationships with business partners to strengthen collaborate relationships
• Build and maintain professional working relationships with all stakeholders displaying excellent abilities to initiate dialogue listen advise influence and negotiate to achieve win win outcomes
• Initiate meetings with key stakeholders to track progress manage expectations and ensure stakeholders requirements are delivered
• Preserve relationships despite airing conflicting views and seeks mutual gains when addressing conflicts
• Anticipate consequences and adapts problem solving based on continual feedback
• Act speedily to resolve problems queries and complaints
• Adapt communication styles to meet the needs of different audiences
• Make cold calls and obtain leads and referrals from stakeholders
• Be creative in generating new leads
• Identify opportunities through different sources and stakeholders
• Meet with potential clients and understand their needs
• Provide and propose solutions around the requirements, and assist with the implementation of the deal
• Identify credit requirements from the client
• Submit GM credit requirements to a Credit Analyst for submission to the Credit Committee
• Attend credit forums and provide support to the presenter as required
• Assist with relationship pricing
• Make regular visits to clients to maintain relationship and business
• Create calling plan and entertainment plan
• Review pricing constantly to ensure pricing is competitive
• Understand the clients business and identify opportunities to cross sell and introduce new products or additional solutions
• Review pricing to maximise revenue
• Keep abreast of changes to clients business
• Interrogate reasons for loss of client
• Gather all required documentation from client and submit to KYC team
• Originate the need for KYC, and inform the client of completion of KYC process
• Continue with the additional take on process
• Oversee this process and handle concerns or obstructions and resolve issues
• Oversee loading of client on the system
• Demonstrate pride in the organisations brand services and products by consistently delivering on the brands promise
• Follow through to ensure that personal quality and productivity standards are consistently and accurately maintained
• Stay relevant and up to date with legislations and new developments
• Maintain a positive attitude and respond openly to feedback
• Handle stress in ways that do not negatively impact others
• Plan and manage own workflow anticipating obstacles juggling priorities and following through on objectives within agreed time frames and according to quality standards
• Take ownership of personal career development leveraging formal and informal opportunities
• Read situations and organisational realities
• Set aside personal agenda for the greater good
• Act in an ethical transparent and morally defensible manner including highlighting unethical practices
• Share debate and communicate learnings
• Flag and debate issues constructively
• Promote a friendly cooperative climate