Relationship Executive Commercial Growth at Absa Group Limited (Absa)

Job Summary

Optimise the profit and economic value of a portfolio of clients with high growth potential and practice banking requirements by focusing on:

• Generating revenue by sourcing new clients and proactively managing the account to maximize profitability by identifying clients who are professionals who run/own their own practices or who are part of a practice consortium
• origination efforts for up-selling to existing client base; and
• pro-active efforts to solution a designated number of clients
• ensure that the RB CVP is delivered effectively consistently
• ensure that the RB strategy around customers and value is delivered effectively

Job Description

Accountability: Drive Financial Targets

• Maintain primary ownership of a portfolio of RB client accounts, differentiated by the level of complexity of the client base across Retail Banking, Business Banking (BB) and Private Banking (PB)
• Ensure the long- term sustainability of the portfolio by establishing relationships with new clients and solution-based upselling to existing clients.
• Ensure an in-depth understanding of client needs, banking products and solutions on offer, in order to provide clients and their family 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 Segment 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 Force and other associated sales tools
• Operate and position RB 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.

Accountability: Relationship and Service Management

• Ensure that there is a deep understanding of the Retail Banking, BB and PB CVPs, and how they interplay with each other to drive income and deep customer relationships fully anchored in RB
• Pro-actively build and maintain sustainable client relationships that enable us to position RB as the clients preferred financial services provider to their Retail Banking, BB and PB needs
• Ensure that there is optimal cross sell ratios across the portfolio – spanning across Retail Banking, BB and PB as well as product and segment/sector
• Actively develop strong advisory client relationships with clients and associated key decision makers, to ensure that clients feel understood and valued
• Conduct proactive regular client visits in accordance with the client Value Proposition and initiate changes to RB 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 ALL client complaints that originate from the portfolio, and ensure that there is full accountability to the client for the full client experience across RB
• Take full accountability for service delivery by setting the rules of engagement for the cross- functional team, which includes Sales support teams, Credit teams, Sales fulfilment teams, as well as Product & Segment teams.
• Stay abreast of new industry/sector developments to enable RB to position itself optimally in the market

Accountability: Protecting our assets through appropriate portfolio management of risk

• Ensure that there is a holistic understanding of the overall risk associated with the clients portfolio, including but not limited to operational risk, credit risk, and business risk requirements, so as to ensure a seamless customer experience
• Ensure that clients expectations are managed in line with the Banks risk requirements, specifically with respect to onboarding
• Co -Manage high risk clients’ accounts in collaboration with Credit Risk Operations
• Ensure that ALL client reviews are done timeously and in line with the necessary standard that allows for proactive identification and management of risk and opportunity.
• Develop high quality credit client solutions which are both practical and appropriate (i.e. lending structures) for clients by influencing credit with knowledge on the client’s requirements as well as business and industry related knowledge

Accountability: Stakeholder management

• Effectively manage all stakeholders in the Client Experience value chain to ensure that we deliver the client CVP seamlessly to the client on an ongoing basis.
• Co-operate and work effectively with all support functions to enable us to meet the customers’ expectations.
• Create an environment conducive to the full team operating optimally in serving the customer
• Develop supportive relationships with colleagues and create a sense of team spirit.
• Accountability: Self Development & Team development
• Keep updated on developments that are relevant for all markets/environments served
• Maintain CPD accreditations in line with FAIS requirements
• Continuously upskill and transfer knowledge in the team to maximise revenue and profitability.

Education and Experience Required

• B-degree in commerce/marketing/ finance (NQF level 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

Knowledge & Skills: 

• Understand macroeconomic factors in the market
• Good communication and presentation skills
• Ability to organize and priorities workloads
• Solutioning and negotiations skills
• Quality focused and high standards of control
• Communications and influence
• A good understanding of credit & securities

Education

• Bachelor's Degree: Business, Commerce and Management Studies (Required)

Closng Date: 6th, April 2022