Head Public Sector

NBC is the oldest serving bank in Tanzania with over five decades of experience. We offer a range of retail, business, corporate and investment banking, wealth management products and services.

Job Summary

• To directly lead a relationship team(s) covering a portfolio of Public Sector names, Government Parastatals semi-autonomous Government Institutions, Pension Funds, Local Government Authorities / entities under LGA’s with specific focus on Central Government.
• To be a key member of the Corporate banking leadership Team. Driving business performance within that specific business segment.
• Performance management and coaching of members of the corporate team.
• To oversee relationship management and sustainability of a portfolio of Public Sector customers with specific focus on the above-mentioned Government entities, building long term relationships founded on efficient and reliable support for their business. This achieved particularly through quick risk decisions and managing consistence and quality of operational services.
• The primary objective is to maximize share of liabilities contribution in over CIB business, while balancing the requirements for lending, Trade and Working Capital to all such entities vis a vis Reputation risk for the bank.
• The jobholder will be responsible for business development both with new customers and with existing customers where they are expected to increase “wallet share”
• The jobholder will be expected to develop an intimate knowledge of the Public Sector, relevant regulatory framework and demonstrate the ability to meet the senior officials of ministries and Institutions for negotiation of financial transactions. This includes working closely with investment banking teams.

Job Description

Strategy Development (10%)

• Undertake market entry strategy review (macroeconomic) and financial service industry analysis, profit generation, competitive analysis for the respect region.
• Undertake strategy reviews of existing businesses on a periodic basis in collaboration with other bank unit’s
• Undertake competitor and target reviews; build target lists for priority markets/sectors. Develop acquisition valuation/synergy cases, priority as driven by pipeline.
• Build expert knowledge of Tanzanian market and our current business strategies
• Contribute to overall strategy formulation in discussions with the Head of CIB, Country, Management Committee and Credit Risk, bringing market knowledge, competitor analysis, trade flows and innovative “deal” structures in order that the strategy brings maximum revenue to the bank.

Business Development, Sales, Service and Risk Management (50%)

• Execute integrates sales, relationship, and credit strategies that are in alignment with the country business plan to achieve desired revenue and service hurdles.
• Responsible for client satisfaction and relationship profitability, while providing Commercial customers with single point of contact within Public Sector segment in the Bank.
• Provide product units with qualified referrals for cross-sell. Assist in closing deals across other products such as Trade Finance, Cash Management and Treasury Products.
• Use sound judgment in determining potential clients/deals. To Structure deals appropriately to balance risk and reward. Recognize early warning signs and monitor clients to anticipate changes in risk rating.  Present concerns and solutions to mitigate potential future risk to the business.
• Partner within other business units (i.e. Retail Banking, Treasury etc) to ensure ongoing and appropriate communication to support overall client and franchise objectives.
• Maintain frequent interaction with centres` of influence, diverse industry segments, community leaders, regulators, and senior business contact.
• Liaise with various stakeholders in corporate risk management including Lawyers, Insurers, Valuers, Collateral Managers, Central Bank and Government registry to ensure quality of Bank assets at all time and assurance of secondary mitigations.
• Overall accountability for ensuring excellent relationship between clients and the bank, including good relationship between management.
• Grow the Segment team portfolio profitability by identifying new and existing customer potential including sales opportunities and new product promotion initiatives.
• Formulate business development strategies and objectives for the segment to meet changing market needs.
• Monitor results of customer’s surveys for the industry against target service quality standards.
• Monitor levels of complaints and quality of handling for the industry portfolio.
• Proactively research competitive threats/opportunities within the team’s market and geographical.
• Communicate all key messages to customers including agreed service standards, negotiated pricing, relationship team contact points (including introductions to new personnel) and new product changes.
• Conduct annual and if appropriate, interim reviews of customers borrowing facilities.
• Determine the products that are most effective in meeting customer’s needs and be able to sell these at short notice both reactively and proactively.

Business Management (20%)

• Manage performance of the industry team against key financial (risk-adjusted contribution) sales, service, and operational targets.
• Champion, manage and monitor implementation of change impacting the industry team and arising from central and local corporate change programmes.
• Consult customer owners/managers on financial/credit issues and general business practice/ideas.
• Develop Customer Relationship Plans for customers in portfolio.
• Work closely with the Corporate Director in driving and delivering business performance in the country.
• Research, create and follow up on target list for potential new business
• Identify priority customers using the Customer Relationship Planning templates to assess their present and potential contribution.
• Control and manage quality of the portfolio, using available triggers and adherence to Risk Management guidelines and policies.
• Deputize the Corporate Direct in his absence attending country CMC and other leadership forums on behalf of Corporate Banking Department as needed.

Staff Management (20%)

• Lead the RM’s and Operational Bankers within the Corporate Banking Team using a team base management approach.
• Help team members to identify strengths and weaknesses in their own skills and attributes, review their self-development and ensure training and development needs are accommodates.
• Coach team members on relationship management, service quality and risk.
• Assess manager’s performance against contract.  Review and input to Performance Development Reviews.

Technical Skills / Competencies

• Outstanding relationship and interpersonal skills
• Sales and negotiations skills
• Team player
• Credit risk and structuring skills
• Where appropriate, specialist industry knowledge of industry
• Communication skills

Knowledge, Skills and Competences Required

• Detailed knowledge of the PSI product set
• Comprehensive understanding of products available in NBC
• Detailed understanding of our Pan –African corporate representation and capability
• Broad knowledge of our wider geographic capability
• Broad understanding of policies and strategies within the country as they relate to the demands of customer base
• A good knowledge of products & services available in the Retail sector is also required to satisfy the individual financial needs of business owners / key individuals
• Broad understanding of competitor positioning and detailed understanding of NBC area of competitive advantage
• Detailed understanding of country and CBRM guidelines and credit risk policies

Preferred

• Knowledge of banking and financial environment in Tanzanian and neighbouring countries
• Banking and Government systems in Tanzania
• MBC/Degree in Banking
• Commercial or related qualification would be an advantage.

Experience

• Minimum 7 years experience in Corporate Banking (PSI) in emerging markets
• Proven experience and expertise in credit risk analysis
• Sound track record of relationship management
• Proven networks within the Business banking field in emerging markets

Qualifications

• Analytical Thinking - Advanced (Meets all of the requirements)
• Bachelor`s Degrees and Advanced Diplomas - Business, Commerce and Management Studies
• Commercial mindset - Senior (Meets all of the requirements)
• Customer Excellence - Service Management (Meets all of the requirements)
• Digital familiarity (Meets all of the requirements)
• Experience in a similar environment at management level
• Leading people - Leadership level (Meets all of the requirements)
• Openness to change (Meets some of the requirements and would need further development)