Head of Local Large Corporates

Job Summary

• A member of the Corporate & Investment Banking Team and aligned with the ambition to be among the Top 6 Banks in Tanzania. The job holder will be responsible for the management and development of relationships with corporate customers in the Corporate and Investment Banking segment covering Large, Local and Regional Corporates in Tanzania.
• Focus on deepening the wallet share of existing Customer Relationships as well as developing new Relationships (New-To-Bank) with a view of driving revenue and market share growth as well as cross sell. This will be achieved by ensuring Customers have access to the full suite of Absa’s products in addition to delivering World class Customer Service while maintaining a robust Control Environment.
• To maintain, grow and sustain quality relationships with existing and new corporate customers by ensuring that they utilize the suite of Absa’s products as appropriate for their business.

Job Description

Purpose of the role:

• To directly manage a Relationship Team covering a portfolio; this consists of Local Large Corporates, Regional Corporates, South African Outbound and Public Sector.
• To be a key member of the Corporate Banking Leadership Team, driving business performance within that specific business segment.
• To manage, grow and sustain a portfolio of Local Large and Regional corporate, Public sector and South African Outbound customers segment and building long-term relationships founded on efficient and reliable support for their business through quality Relationship Management. This is achieved particularly through quick turn around on credit decisions, managing consistency and quality of service delivery.
• A primary objective is to cross sell the full suite of the Banks product set to corporate customers and aggressively drive customer primacy across all the customer segments
• Skills sharing and coaching of members of the corporate team.
• To personally relationship manage and sustain the portfolios of Corporate Banking customers with specific focus on building long term relationships founded on efficient and reliable support for their business. This is achieved particularly through quick risk decisions and managing consistency and quality of operational service.
• The primary objective is to maximize risk-adjusted portfolio contribution, while balancing the requirements for lending to all such entities Vis a Vis Reputational 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 job holder will be expected to develop an intimate knowledge of the entire portfolio of customers covering diverse industries, relevant regulatory framework and demonstrate the ability to meet with senior management of the Corporates for negotiation of financial transactions.
• This is a key & senior role, and the holder may be called upon to deputize the Corporate Banking Director in his/her absence and during such periods, lead the Corporate Banking team and be the focal point in cross-functional interactions.

Main accountabilities and approximate time split

Sales and Service: 75%

• Leading the coverage team in Sales origination and execution of transactions across the full product suite.
• Spend a minimum of 75% of available time visiting existing and new to Bank customer’s
• Grow the industry/segment portfolio profitability by identifying new and existing customer potential including sales opportunities and new product promotion initiatives. Leading the team to achieving growth and revenue targets agreed.
• Formulate business development strategies and objectives for the industry/segment to meet changing market needs.
• Be instrumental in ensuring effective collaboration across local, regional and global stakeholders in driving business growth
• Achieve agreed sales targets for liabilities, assets, Return on Equity and income.
• Monitor conformance of industry/segment using new relationship development procedures.
• Monitor results of customer surveys for the industry/segment against target service quality standards.
• Monitor levels of complaints and quality of handling for the industry/segment portfolio.
• Proactively research, competitive threats/opportunities within the segment’s market and geographical area.
• Provide industry thought leadership based on market research and changing industry dynamic within the team’s market and geographical area.
• 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.
• Determine the products that are most effective in meeting customers’ needs and be able to sell these at short notice both reactively and proactively.

Business Management 15%

• Manage performance of the portfolios against key financial (risk-adjusted contribution) sales, service and operational targets.
• Champion, manage and monitor implementation of change impacting the portfolios and business area and arising from central and local corporate change programmes.
• The above to include products and services, client pricing and client profitability assessment techniques
• Consult customer owners/managers on financial/credit issues and general business practice/ideas.
• Ensure the availability of Customer Relationship Plans for key customers in the respective portfolios.
• Work closely with the Relationship Managers in driving and delivering business performance in the Business Area. Also engage the Corporate Director closely in driving performance.
• Work closely with the product partners in Transactional Services, Markets and Retail Business Banking (RBB) to drive the banks value chain banking strategy
• Generate pipeline from target list for potential new to bank business clients.
• Ensure the pipeline management tool and TAT process is embedded and adhered to at all times.
• Identify priority customers using the Customer Relationship Planning techniques to assess their present and potential contribution. Ensure the plans are updated regularly being “live” documents.
• Control the quality of the portfolio, using available triggers and adherence to Risk management guidelines and policies.

Staff Management 10%

• Inspire teams across CIB and other business functions to work together to achieve the strategic vision by building, leading, managing and motivating high performing teams to high standards and excellence.
• Encourage teams to achieve stretch targets through their personal development and management of their careers.
• Provide clear strategic direction to the team whilst ensuring Absa Group Guiding Principles are communicated and upheld.
• Maintain an ethical and positive work climate within CIB that is conducive to attract and retain a diverse group of talented employees at all levels.
• Ensure that practices are in place to enable employees to be highly efficient and motivated.
• Grow business leaders in the function by supporting them to make the transition to roles of strategic holistic contributions across the franchise.
• Take full accountability for People Risk management for the function. Ensure adequate monitoring of risk metrics, assessments and work with the team to develop corrective actions.
• Ensure the practical and effective implementation of Group standards for formal Performance Development.
• Together with line leaders in the function, develop a learning and development strategy that will address the current and future business needs. Ensure that adequate resources are set aside to execute the identified interventions.
• Ensure the establishment and regular update of succession plans for key and high risk roles in the function.
• Review the Talent lists prepared for the functional areas on an annual basis and provide a sense check in line with the overall Absa strategy/agenda.
• Help in leading the RMs and CMAs within the Corporate Coverage Banking team using a team-based management approach.
• Help team members to identify strengths and weaknesses in their own skills and attributes, annually, review their self-development plans and ensure training and development needs are accommodated.
• Help in coaching team members on relationship development, service quality and risk. Embed client profitability model with cross sell as a key anchor.
• Assess portfolio members’ performance against contract. Review and input to Performance Development Reviews

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.
• Continuous and proactive engagement with regulatory bodies, unions where applicable
• All mandatory training completed to deadline

Personal Attributes:

• Commercial/sales focus
• Adaptability
• Business development
• Decision making
• Gravitas
• Managing Relationships
• Team results
• Innovative
• Active listener

Skills required undertaking the role

• Outstanding relationship and interpersonal skills
• Strong selling and negotiation skills
• Strong Presentation Skills
• Relationship Skills
• Credit Risk Skills
• Leadership and Team skills
• Communications skills

Training likely to assist effectiveness in the role, and which may have been completed prior to undertaking this role:

• Internal and external senior risk assessment and management
• Influencing and Negotiating
• People management/Coaching
• Performance Management

Additional details of exceptional aspects of the demands of the role:

• The jobholder will benefit from supervision and support from the Corporate Banking Director who will be the jobholder’s direct report.
• The jobholder will be required to act on his/her own initiative in terms of business development activities ensuring that quality business is retained, and in driving up sustainable income from the whole team portfolio under his/her control.
• Jobholder represents Absa, for the Corporate Banking Segment, within the local Business community/country.

Knowledge of the bank’s products, services and policies required to undertake the role:

• A detailed knowledge of the Core set of products
• For Complex products, will have a detailed knowledge of the requirements of the more sophisticated customers.
• Introduce the product and co-ordinate the introduction of the relevant local/Group product specialist.
• A good knowledge of the products and services available in Retail Banking is also required.
• A broad understanding of policies and strategies within the country as they relate to the demands of the customer base.
• A detailed understanding of Country and CBRM guidelines and credit risk policies.

Other requirements specific to the role:

• A University degree in the field of Business, Economics or equivalent is a prerequisite
• Master’s degree in a relevant field of banking, business and/or economics is an added advantage
• Knowledge of Corporate Banking in Tanzania.
• Sound knowledge of strategy and planning processes Product development knowledge and expertise Know and understand the following environments: multi-nationals, FIs, NBFIs, local large corporates and major NGOs in Tanzania.
• Outstanding knowledge of control and governance requirements and environment
• Minimum 10 years’ experience in Corporate Banking in the emerging markets
• Proven experience and expertise in credit risk analysis
• Soundtrack record of relationship management Proven relationships within the corporate banking field in emerging markets

Absa Values

• Trust
• Resourceful
• Stewardship
• Inclusive
• Courage

Education

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