Manager Commercial Asset Finance (CIB) at Absa

Job Summary

To lead the Commercial Asset Finance business in the Corporate and Mid-Corporate segment across CIB developing and implementing a sales & service strategy In South Africa that supports the overall objectives the business.  Accountable for the P&L performance of commercial asset finance in the segment and to grow the market share, to lead the team of specialists and to develop bespoke solutions aimed at differentiating us from competitors.  The role-holder will need to ensure that the team, as well as the role holder will proactively drive relationships with existing Key Accounts and business introducers.

Job Description

To lead the Commercial Asset Finance business in the Corporate and Mid-Corporate segment across CIB developing and implementing a sales & service strategy In South Africa that supports the overall objectives the business.  Accountable for the P&L performance of commercial asset finance in the segment and to grow the market share, to lead the team of specialists and to develop bespoke solutions aimed at differentiating us from competitors.  The role-holder will need to ensure that the team, as well as the role holder will proactively drive relationships with existing Key Accounts and business introducers.

Key Responsibilities:

Commercial Management

• Accountable for managing the commercial performance (P&L) of CAF Solutions/products across the product lifecycle in support of Relationship Banking’s high-level financial ambitions and Balance Sheet shape.
• Develop strategies to unlock new markets and deepen relationships with existing and new clients.
• Interlock with CVM, segment and sector trade off discussions across the value chain to enable the desired customer and commercial shape;
• Creates value for all stakeholders by identifying and effectively collaborating with external partners;
• Identifies and manages key value drivers of performance at a product level level including financial performance (revenue, impairments), cost management (direct and indirect), balance sheet management/optimization, pricing etc. 

Product Management

• Solution through a compelling and insights led proposition to clients the CAF CVP unlocking growth and maximizing returns for the clients to and enable the product exceed the required returns on capital:
• Lead the commercial asset finance Solutions product excellence and innovation taking into account and anticipating market and product trends;
• Accountable for all sales, service and retention activities to grow market share with quality assets and returns throughout the life cycle of the product;
• Ensures that the CAF solutions/propositions for JV’s, Alliances and business introducers are seamlessly integrated into segment and sector value propositions and enable the acquisition and retention of customers in specific segments and sectors to support the targeted commercial and customer shapes;

Collaboration and Relationship Building (clients and stakeholders)

• Develop and maintain networks within the Absa and product areas to maximise cross selling opportunities particularly working with colleagues in credit, pricing and product areas.
• Maintain high personal visibility with key influencers within the bank and externally promoting credibility of self and the business’s growing capabilities.
• Proactively build an internal and external network that will facilitate the generation of customer leads (e.g. Industry/Trade Associations, Chambers of Commerce, Industry seminars etc.) by networking effectively in the market.
• Maintain an excellent understanding of technical expertise and remain up to date with relevant sector/department knowledge, have insight into external market developments/initiatives and strategic implications thereof.
• Share best practice and industry knowledge with stakeholders and subordinates and wider team in order to maximise BU performance and support the implementation of TWC’s strategic initiatives

Financial planning and Sales performance

• Develop and implement strategic client management plans per region in order to generating additional income streams from identified key client relationships
• Manage and provide solutions on complex and critical transactions and projects using a consultancy and needs satisfaction approach.
• Identify, participate and obtain closure on key client transactions i.e. drive ‘stand-alone’ sales.
• Communicate customer needs to the Product Development team to ensure that products are developed to meet the needs of customers and provide input to the design of marketing and sales materials founded on an understanding of customer needs.
• Drive and ensure adherence to a rigorous pipeline management discipline process (e.g. sales pipeline tool, databases etc.)

Service

• Accountable for the entire end-to-end service model of the clients

People and Culture

• Builds and sustains a culture that aligns to RBB’s/CIB aspirational colleague experience to deliver the target customer experience and financial performance.

Control

• Accountable for ensuring an optimal and compliant control environment within Relationship Banking Products that appropriately balance risk appetites and customer demand with the need to grow to achieve the financial ambitions and balance sheet aspirations of RBB.

Competencies:

1. Business Acumen
2. Inspirational People Leadership
3. Customer Orientation
4. Results Orientation
5. Collaboration and Influencing
6. Innovation Leadership
7. Change Leadership
8. Process Optimisation
9. Pan-African Citizen

Minimum Requirements

• Minimum Post Graduate Degree (NQF level no.8+)
• 8 years Banking experience
• 3 to 5 Sales & Managerial experience
• 3 to 5 years Asset Finance Experience
• Credit Experience
• Experience in dealing with large corporate companies and a proven track record of providing structured solutions and service to the corporate and mid-corporate market.
• 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

Postgraduate Degrees and Professional Qualifications: Financial Sciences (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