Job Summary

• Identify and drive business development in public sector, primarily with new and existing customers across Tanzania
• Assist Key Account Director with product knowledge, sales research, customer relationship development, and research into solutions to meet customers’ needs using market and industry information and risk management for the portfolio(s)
• To manage the co-ordination of evaluation and execution of large, structured transactions, in collaboration with product and sector experts.
• Develop practical and appropriate credit solutions (or Lending structures) through understanding customer needs
• Monitor and control nominated accounts within Key Account portfolios
• Assist Key Account Director in business development activities, business planning, customer acquisition and strategy
• Business research, marketing, advertising & sponsorship campaigns, production of MI, Pricing and covenant structures

 

 

Job Description

Main accountabilities and approximate time split

Relationship Management Planning 20%

•  Prepare annual Customer Relationship plans for all customers. Including input from product specialists and Credit Risk teams. This will ensure a consistent and co-ordinated marketing approach from across the Group to the portfolio
• Review the Relationship Plans to create a recommended action plan for each quarter, relating primarily to the Operational Product Set and focus on increasing wallet share
• Assist in the communication and implementation of any actions to improve service in respect of complaints/compliments received

 

 Deal Origination & Business Development 20%

• Research current & new markets, identify target names, prepare client strategies
• Establish & co-ordinate tenders, advertising, marketing and sponsorship campaigns
• Prepare deal pitch documents and support Head Public Sector in delivering presentations to customers
• Undertake financial analysis to develop optimal funding and product solutions
•  Sales & Service 20%

• Assist in the planning and co-ordination of any marketing approaches for new business and actively develop existing relationships
• Determine the products that most effectively meet customer needs and be able to sell, at short notice, on a proactive and reactive basis
• Drive strategic targets through the implementation of group, central and local campaigns.
• Attend team meetings on a regular basis to maintain dialogue/sharing of information to ensure up to date knowledge of market place, business development activity/initiatives, competitors and people issues etc.
• Develop and maintain contacts with Public Sectors customers.
• Identify cross selling opportunities & ensure followed up
• Proactively anticipate, respond to and seek to exceed the expectations of customers

Customer/KBI Contact 20%

• Support seminars for customer and KBIs to provide information and trail new products to meet future customer requirements
• Use feedback gained on Product /Service offerings to inform / identify and contribute to the development of distinctive service/product offerings which would be appropriate to the industry
• Support the Head of Public Sector in the sale of complex solutions using a diagnostic approach. This will require the jobholder to have an in-depth understanding of customer needs and to take a holistic view of the customers business
• Attend customer visits with the Head of Public Sector and/Head of CIB
• Develop, monitor and maintain good working relationships with contacts within own network of KBIs
• Provision of information on a customer’s business via research using various sources e.g.   trade journals / brokers reports / Internet / Bloomberg and rating agencies

Business & Risk Management 20%

• Attend meetings with customers, investment banks, rating agencies and professional advisers with and without the Head of Public Sector.
• Undertake research using market and industry information and investigate matters to facilitate lending decisions
• Work with Corporate Credit Managers to manage the evaluation and execution of large structured transactions
• Proactively contribute to embedding agreed change management initiatives in support  of process and quality improvements & cost reductions
• Assess customers businesses, through the analysis of Business and Credit risks associated with the provision of the Bank’s products and services to the customer
• Provide guidance on credit appetite and consulting with Specialist Credit team as appropriate

Risk and Controls Objectives

Manage risk and control effectively by applying applicable risk frameworks and embedding a positive risk culture

• Understanding of own role in the end to end processes in which you play a part, including applicable risks and controls.
• Adhere to Absa’s policies and procedures applicable to own role, demonstrating sound judgement and responsible risk management.
• Report all risk events / incidents / issues using the defined process for your business area and help to understand why these happened and how to prevent them in future. Proactively look for ways to improve the control environment by considering what could go wrong in the processes you operate and how errors could be prevented.
• All mandatory training completed to deadline

 

Technical Skills/Competencies:

Skills required to undertake the role:

• General banking skills including the ability to discuss strategic financial advice
• Developed Business awareness-to include impact of general economic change on a Corporate’s business
• Credit Risk Understanding
• Product Knowledge
• Analytical and numerate
• Presentation skills
• Negotiation skills
• Inter-personal skills
• Communication skills, both oral & written
• Good grasp of IT skills including word, excel, access, power point
• Customer Service focus and attention to detail

 

Competencies:

• Leadership
• Communications and influence
• Service excellence
• Drive for results
• Relationship/partnership approach
• Orientation to learn
• Customer/ market perspective
• Problem solving/decision making
• Quality/ high standards & controls
• Corporate/ entrepreneurial
• Technical skills and knowledge
• Planning & organising

 

Knowledge and Expertise

• Detailed knowledge of the core products and specialist products offered by the team
• Good knowledge of products and services offered by other areas of the Absa Group, including Absa Capital, which are frequently used by Complex/Public customers, including features, tariff/pricing and availability
• An ability to identify opportunities where liaison with product specialists across the Group would produce a multi-product integrated solution for the customer
• Good understanding of the policies and strategies across the Group as they relate to the demands of the team’s customer base
• Working knowledge of all aspects of the industry/sector
• Understanding of the macroeconomic factors affecting the industry
• Internal instructions/procedures including Head office instructions, Corporate Services Guide, Guide to Corporate Lending and Business Risk policy
• In depth business awareness and specific industry/country/International awareness
• Awareness of legislation affecting the Bank and customers (including Data Protection Act, Companies Act, Insolvency Act, Financial Services Act) and have the highest regard for confidentiality
• Business development skills
• Understanding of impact and implementation of marketing and sponsorship activity
• Experience of winning new business, being proactive

 

Experience, qualifications and other requirements specific to the role

• Ability to network effectively both internally and externally and maintain/develop relationships with KBIs, product specialists and other key figures in the business community.
• Likely to have previously undertaken a role with customer contact in a similar market place for at least 2 years developing business awareness
• Likely to have broad business and sales experience building and managing relationships within a customer base segmented from the Larger Corporate arena
• Jobholder will have a broad understanding of corporate business and financial issues and have demonstrable experience that such knowledge has successfully been used in a sales environment

 

Additional details of exceptional aspects of the demands of the role

• Business development plans will need to be developed and implemented into a selective customer base of the Bank’s most sophisticated and complex customers. Sales activity will be highly demanding both in terms of the market place, which is very competitive, and the need to structure banking proposals for a critical customer audience. Customers will be sophisticated, demanding of excellent and highly professional service
• The role requires a high level of interpersonal skills demonstrated by good oral and written communication and a team player who is friendly and confident when dealing with customers including presentations relating to Bank products and services
• The nature of the job requires the applicant to work to tight deadlines and have excellent interpersonal skills

 

Absa Values

 

Absa’s Values and Behaviours represent the set of standards which governs the actions of all of us who work for the bank and against which the performance of every one of us in Absa are being assessed and rewarded:

• I drive high performance to achieve sustainable results
• I’m obsessed with customer
• I have an African heartbeat
• I believe our people are our strengths

 

Education

 

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