Relationship Executive Commercial at Absa

Job Summary

The main purpose of the role is to optimise the profit and economic value of a portfolio of clients with high growth potential and commercial banking requirements by focusing:

• Origination efforts to acquire new clients plus up-selling to existing client base; and
• Coverage efforts to solution a designated number of clients

Key Accountabilities:

Drive Financial Targets

• Maintain primary ownership of a portfolio of client accounts, differentiated by the level of complexity of the client base.
• Ensure the long-term sustainability of the portfolio by establishing relationships with new clients and solution-based up selling to existing clients.
• Make effective use of the client planning and solutioning tools (Sales tools) to ensure in-depth understanding of client needs, in order to provide clients with the best possible solutions.
• Achieve new business and up-selling sales targets by pro-actively driving cross functional teams (including but not limited to Sector and Product specialists) to find client-centric solutions which must be formalised in strategic proposals and presented to clients in accordance to the distinct Client Value Proposition (CVP)  for Accounts.
• Track and monitor the financial performance of the portfolio by utilising the Sales Funnel and VAPM tools.
• Apply risk-based pricing for all new sales and pricing reviews in line with the RB pricing policy.
• Operate and position RBB in a dynamic and highly competitive market place by interacting with all relevant stakeholders driving key initiatives to secure client retention and growth.
• Achieve sales targets relevant to the strategic initiatives and drivers of the Accounts portfolio.

Relationship and Service Management

• Actively develop strong advisory client relationships with key decision makers, utilising the networking skills of senior RBB Executive where the opportunity arises.
• Conduct regular client visits in accordance with the Account Value Proposition and initiate changes to RBB Product by providing input into product development to better service our clients.
• Prepare holistic, comprehensive, high quality call reports for distribution to all relevant stakeholders and Credit Analyst to shorten the lead-time of credit applications.
• Make use of middle- and back-office support networks to ensure effective on-boarding and complete end-to-end service delivery.
• Take ownership of client complaints that originate from the RE's area of responsibility and accountability and log on to the Client Compliment and Complaints system as per the prescribed policy and procedure guidelines. This will allow business to track actions to improve on service levels.
• Take overall accountability for service delivery by setting the rules of engagement for the cross functional team, which includes Transactional Banker, Credit Analyst, Segment Support Client Control Team, Client Service Consultant & Product & Sector teams. Stay abreast of new industry developments and clients' market position.
• Take actions to build and maintain sustainable client relationships that continuously create sustainable value for RBB.

Manage Risk Assessment

• Adhere to the bank's policies and procedures and ensure compliance.
• Take ultimate ownership of the portfolio's risk management by ensuring a good understanding of both the Bank's and the clients regulatory and compliance environments.
• Responsible for the obtaining and scanning of all KAMLS and other on-boarding documentation relevant to the deals that the RE has on boarded.
• Ensure that all outstanding collateral conditions are met.
• Manage high credit risk clients in conjunction with the credit team by conducting regular client reviews.
• Apply appropriate solutions according to the risk profile and credit appetite within the industry.

Drive Team Work

• Co-operate and work well with others in the pursuit of organisational objectives and team goals. Attend team meetings and contribute fully, including suggestions for ways of improving customer service and meeting targets.
• Communicate concerns or challenges that derive from team interactions in a constructive and positive manner.
• Share information and make others aware of information that may be useful to them.
• Develop supportive relationships with colleagues and create a sense of team spirit.
• Develop and maintain contacts with Specialists in other areas of RBB and the Group.

Self-Development

• Attend relevant economic environmental business forums to be able to raise client conversations to a strategic level.
• Subscribe to relevant segment specific initiatives and apply this knowledge to act on opportunities to maximise revenue and profitability.
• Take responsibility for personal learning to help develop pro-active career and life attitudes.
• Keep abreast of regulatory changes through regular training.
• Monitor available L&D courses to develop your own training whilst helping others in the team to develop theirs.
• Demonstrate the willingness and ability to perform to the very best levels to ensure personal alignment to ABSA's values and vision.

Competencies:

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

Minimum Requirements

• B-degree in commerce/marketing/ finance (NQF 7)
• 5-8 years of sales and financial experience in a commercial banking environment.
• At least five (5) years experience and knowledge in the dynamics of the market place and industries (global, regional and local)
• At least five (5) years experience in driving business and solution across divisional silos (e.g. segment, credit, product) and product silos’ and access wide set of products (e.g. FX, Trade Finance)
• At least five (5) years experience in evaluating and understanding complex company financials and other economic trends.
• In-depth understanding of credit solutions - Internal networking / credibility
• At least five (5) years experience in structuring a good complex credit solution and guiding the credit process with the required parties
• 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 is no referral payment option with this requisition.

Education

• Bachelors Degree and Professional Qualifications: Business, Commerce and Management Studies (Required)