Job Summary

The Head of Transactional Banking is responsible for driving the growth and profitability of Transactional Banking products for Business Banking segment. This role will play a pivotal part in forging the growth strategy and execution plan, collaborating with in-country colleagues, establishing Absa as a preferred bank for Commercial and SME customers in our market. The incumbent will take end-to-end ownership of Transactional Banking (Cash Management, Trade & Working Capital and Value Chain Financing) by:

• Delivering innovative Transactional Banking solutions while adding value in all interactions
• Influencing customer value propositions (CVPs), client solutions and structuring, pricing, deal support, credit risk management, relationship management, product onboarding, Impairments and marketing.
• Optimizing and developing the various sales teams through skills development on cash management, trade & working capital, leadership practices and relationship management.
• Managing stakeholder relationships across the bank to ensure the maximum performance of Transactional Banking products
• Driving thought leadership across sectors, segments and geographies

Job Description

Responsibilities

Financial Performance and Management:

• Formulate and implement product strategy and execution plans, ensuring that ambitions to grow share of the primary banked market are met.
• Implement and support frameworks for the management of product performance across the teams.
• Coordinate sales targeting approach together with Client Coverage in BB and Credit.
• Support countries to provide solutions on complex and critical transactions and projects.
• Ensure product profitability through revenue and cost optimization.

Product Development and Launch:

• Lead the development and launch of innovative products and services tailored to the specific needs of the target market.
• Conduct thorough market research to identify customer needs, preferences, and risk profiles.
• Proactively build an internal and external network that will facilitate the generation of customer leads (e.g., Industry/Trade Associations, Chambers of Commerce, Industry seminars, etc.) by networking effectively.
• Collaborate with internal stakeholders in CVP, IT, Risk Management, and Marketing to develop and implement new solutions.
• Maintain an excellent understanding of technical expertise and remain up to date with relevant sector/department knowledge, have insight into external market developments/initiatives and strategic implications thereof
• Ensure all products and services comply with regulatory requirements.

Marketing and Sales:

• Develop and execute comprehensive marketing and sales strategies to drive awareness, adoption, and usage of Absa’s products and services.
• Leverage partner channels and digital marketing platforms to effectively reach the target audience.
• Set and monitor clear sales targets for products across the ARO countries.
• Oversee the performance of sales teams and implement strategies to optimize conversion rates.

Risk Management and Compliance:

• Develop and implement a robust risk management framework for the business.
• In collaboration with Risk, build a quality credit portfolio that effectively utilizes capital to build sustainable income for the Bank.
• Continuously monitor and mitigate potential risks associated with fraud, creditworthiness, and data security.
• Collaborate with the Risk Management team to implement appropriate risk-based models and collection strategies.

Data Analytics and Reporting:

• Develop and implement a data-driven approach to business, leveraging customer data and market insights to inform product development, marketing strategies, and risk management practices.
• Analyze key performance indicators (KPIs) to track progress towards achieving business objectives.
• Generate regular reports on the performance of the business, including customer acquisition, revenue generation, and risk metrics.
• Translate data insights into actionable recommendations for continuous improvement.

Team Management:

• Lead, motivate, and develop a high-performing team of Transactional Banking specialists.
• Ensure team members possess the necessary skills and knowledge to achieve business goals.
• Foster a collaborative and results-oriented work environment.
• Delegate tasks effectively and provide ongoing coaching and feedback.

Role/Person Specification

Qualification

• Undergraduate degree on a business-related field or equivalent academic qualifications

Experience

• Over 10 years banking experience, majority of which must be in BB or CIB.
• Strong people and sales management skills, and experience in banking.

Knowledge and Skills

• Solid and proven frontline transactional sales experience across Working Capital, Trade Finance (documentary trade products i.e., LCs, bonds & guarantees; bank & country risk products), Supply Chain Financing & Cash Management (Regional/Local payments, receipts and liquidity management structures, system infrastructure, etc.)

• Formulate and implement product strategy and execution plans, ensuring that ambitions to grow share of the primary banked market are met.
• Implement and support frameworks for the management of product performance across the teams.
• Coordinate sales targeting approach together with Client Coverage in BB and Credit.
• Support countries to provide solutions on complex and critical transactions and projects.
• Ensure product profitability through revenue and cost optimization.
• Lead the development and launch of innovative products and services tailored to the specific needs of the target market.
• Conduct thorough market research to identify customer needs, preferences, and risk profiles.
• Proactively build an internal and external network that will facilitate the generation of customer leads (e.g., Industry/Trade Associations, Chambers of Commerce, Industry seminars, etc.) by networking effectively.
• Collaborate with internal stakeholders in CVP, IT, Risk Management, and Marketing to develop and implement new solutions.
• Maintain an excellent understanding of technical expertise and remain up to date with relevant sector/department knowledge, have insight into external market developments/initiatives and strategic implications thereof
• Ensure all products and services comply with regulatory requirements.
• Develop and execute comprehensive marketing and sales strategies to drive awareness, adoption, and usage of Absa’s products and services.
• Leverage partner channels and digital marketing platforms to effectively reach the target audience.
• Set and monitor clear sales targets for products across the ARO countries.
• Oversee the performance of sales teams and implement strategies to optimize conversion rates.
• Develop and implement a robust risk management framework for the business.
• In collaboration with Risk, build a quality credit portfolio that effectively utilizes capital to build sustainable income for the Bank.
• Continuously monitor and mitigate potential risks associated with fraud, creditworthiness, and data security.
• Collaborate with the Risk Management team to implement appropriate risk-based models and collection strategies.
• Develop and implement a data-driven approach to business, leveraging customer data and market insights to inform product development, marketing strategies, and risk management practices.
• Analyze key performance indicators (KPIs) to track progress towards achieving business objectives.
• Generate regular reports on the performance of the business, including customer acquisition, revenue generation, and risk metrics.
• Translate data insights into actionable recommendations for continuous improvement.
• Lead, motivate, and develop a high-performing team of Transactional Banking specialists.
• Ensure team members possess the necessary skills and knowledge to achieve business goals.
• Foster a collaborative and results-oriented work environment.
• Delegate tasks effectively and provide ongoing coaching and feedback.

• Solid and proven frontline transactional sales experience across Working Capital, Trade Finance (documentary trade products i.e., LCs, bonds & guarantees; bank & country risk products), Supply Chain Financing & Cash Management (Regional/Local payments, receipts and liquidity management structures, system infrastructure, etc.)
• Strong people and sales management skills

• Undergraduate degree on a business-related field or equivalent academic qualifications