Specialist, Commercial Property Finance at Standard Bank Group

JOB PURPOSE

• To sell Commercial Property Finance’s products and develop and maintain professional relationships with customers and potential customers in the commercial property industry.
• To proactively source and acquire new business, structuring of the resultant transactions and management of the transaction origination process.
• To ensure effective sales execution in order to achieve sales and service targets and to provide specialist input and advice into Business Banking’s product experts in respect of the commercial properties being funded for both the bank’s credit risk as well as bank’s customers.

KEY RESPONSIBILITES

Sales acquisition (owner and dealer investors)

• Sources new business by identifying opportunities within the existing Standardbank South Africa customer base as well as sourcing new leads from the Account Executives, Brokers, audit firms and legal practices
• Achieves agreed budgets for new business and revenue, by exploring new business opportunities from the existing client base and by sourcing new business externally by exploring new customer opportunities

Sales execution (owner and dealer investors)

• Monitors individual sales against targets by tracking all recorded sales and activity schedules
• Acts as the point of contact for any Commercial Property Finance referrals or queries from the branch or business banking suites

Customer retention management

• Maintains regular contact with customers and has an in-depth knowledge of the customer’s businesses, the financial performance and the industry outlook including competitors in order to provide a value-added service to the customers
• Develops and maintains sound relationships with customers appropriately balancing technical input and sales skill to address customer’s needs

Customer service

• Provides excellent customer service during the sales execution in order to retain customers and ensure referral business
• Complete all compliance training within laid down timelines

Customer Relationship Management

• Ensures that all new service requests (queries and complaints) are logged correctly
• Ensures cross selling opportunities are identified

Specialist input

• Structures transactions appropriately by balancing risk and reward and manages the credit application process in a timely and efficient manner
• Prepares the motivation in order to negotiate pricing and/or loan structure with product in Business Banking to meet the required financing arrangements of the customers

Stakeholder engagement

• Ensures effective leveraging of business banking relationships across the provinces to deliver the Commercial Property Finance sales
• Ensures relationships are maintained with the local market teams in order to be the first point of contact regarding the Commercial Property Finance sales

Risk and compliance

• Completes disclosure to the customers in terms of accreditation and pricing
• Ensures proper record-keeping in terms of the Financial Advisory and Intermediary Services Act as well as the Financial Intelligence Centre Act (FICA) requirements

QUALIFICATIONS

• Completed 3-year property related degree.
• Must have a valid Driver’s licence.
• Minimum 5 years’ general banking experience and/or property finance experience.
• Relevant construction industry, property development, quantity surveying or valuation experience and experience in selecting, gathering and consolidating financial information from clients to ensure comprehensive financial assessment for feasibility purposes.
• Experienced in analysing and interpreting balance sheets, ratios, income statements and cash flows and experience in determining appropriate pricing structures for property deals with an understanding of interest rates and funding mechanics.