Sector Solution Specialist at Absa Group Limited (Absa)

Job Summary

• Absa CIB is currently looking for a Sector Solution Specialist who will be responsible for positioning Absa as the preferred financial services provider, by interacting with industry and providing sector specific solutions through engagements with Product, Segment, Credit and other SBUs within the Absa Group. This role will assist internal stakeholders to optimise client engagements and revenue as well as informing risk mitigation activities.

Job Description

Key Accountabilities 

• Accountability: Develop New Sector Specific Product and Potential Product or Solution Enhancements
• Identify bespoke products and solutions that need to be developed, enhanced or bundled. This is done by conducting in depth client needs analysis, a product/solutions gap analysis for existing products and a solutions and product options analysis.
• Develop business concept documents for the development of a new products or solutions or enhancements to existing Products and or Solutions.
• Facilitate interaction with impacted stakeholders to obtain all of the necessary information conduct the feasibility studies.
• Compile and submit a business case for approval by the relevant stakeholders for new product development and/or product enhancement.
• Engage with product specialists to ascertain what type of support will be required during 2 product roll-out and execution of marketing and communications campaigns.
• Accountability: Lead Generation and Cross Selling Lead Generation, Cross Selling and Retention:
• Obtain potential client databases through interactions with various industry bodies and/or key external stakeholders.
• Identify cross sell opportunities by conducting a gap analysis of current products used by clients against typical sector specific products.
• Obtain regular feedback from coverage on the successes or failures of the Cross Selling opportunities previously identified.
• Compile a report on the status of the cross selling activities and upload it onto the Knowledge Management System.
• Identify and develop client retention opportunities
• Accountability: Analysis of leads and cross-sell opportunities 
• Lead Analysis 
• Provide a synopsis of the target client relating to key information criteria, including nature of business, size and operational information.
• Test credit appetite for the client based on available financial analysis.
• Showcase industry capability at the initial client meeting to determine trends and opportunities.
• Cross-sell
• Review MI and relevant indicators to determine trends and opportunities to cross-sell specific products and solutions within client portfolios.
• Accountability: Absa Industry Performance (Book) Analysis 
• Monitor and provide insights into the financial performance of industries. Based on analysis make recommendations in terms of areas for growth, cross sell opportunities and where value is lost.
• Assist in setting and monitoring industry specific financial targets, based on current and future market/sector trends
• Provide accurate and meaningful insights into financial performance within the total sector as well sub sectors of the assigned industry through conducting sector research, engagement with sector specialists etc
• Utilising research teams to provide industry leading thought leadership and tie into marketing and PR strategy
• Accountability: Client planning strategies 
• Development of client planning documentation for each identified client providing insight into company information including, but not limited to financial and operational information Provide strategic guidance to Coverage Bankers around Client Plan, to ensure that correct approach is taken and maximum value tapped into.
• Going beyond the tactical plans pro-actively complete client plans based on insights and data movements
• Documenting portfolio and product revenue flows at a subsidiary (counterparty) level to determine current income streams.
• Facilitate engagement between Coverage and Product stakeholders to discuss product/solution opportunities for each client, including subsidiaries if applicable.
• Outcomes are developed and actioned into of pipeline opportunities both non-financial and financial objectives.
• Project manage the execution of the pipeline and update the client plan on a regular basis. Assist Coverage and Product to execute pipeline opportunities and facilitate stakeholder engagement, through consultation and regular engagement, discussing the strategic approached identified in the client plan
• Provide Bankers with specific client insights and MIS to support opportunity identification, client uptake and retention.
• Accountability: Special projects 
• Ad-hoc projects that contribute to the implementation of specific objectives to increase revenue opportunities and create operational competences.
• The implementation of strategic projects that span the involvement of Product, Coverage and other relevant stakeholders.
• Process, system and resource-driven projects to create continuous improvement in client experiences.

Role / Person Specification 

Education and Experience Required

• B-degree in Commerce or equivalent NQF level 6 or higher qualification
• 5 years financial services experience, especially in product development and/or solutioning
• 2 years client solutioning experience

Knowledge & Skills:

• Essential 
• Relevant Corporate and Investment Banking Product Knowledge
• Strong practical knowledge of major competitive Products or Solutions available in the market.
• Previous experience in assessing and understanding Sectorial Client needs.
• Strong working knowledge of Product Development and Execution will be an added advantage.

Education

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