Absa Bank Limited (Absa) is a wholly owned subsidiary of Barclays Africa Group Limited. Absa offers personal and business banking, credit cards, corporate and investment banking, wealth and investment management as well as bancassurance.

Job Summary

To manage and sustain a portfolio of corporate customers, 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.

The jobholder will be responsible for business development both with new customers and with existing customers where they are expected to increase “wallet share”.

Executing sales growth tactics and targets in collaboration with the key business partners (Transactional Banking, Global Markets, Asset Based Finance, Commercial Property Finance, Ecosystem, Bancassurance, Agribusiness, and any other product / solution functions).

Job Description

Key accountabilities / Deliverables / Outcomes:

Sales and Service - 65%

Achievement of the portfolio’s annual financial targets: -

• Balance Sheet Growth,
• Revenue and Profitability,
• Growth in share of market, and
• Portfolio At Risk kept within set limits to minimize potential NPL.

Adherence to approved policies and procedures and providing feedback on the same so as to keep them competitive

Audit issues closed with Nil repeat findings

100% SLA adherence to agreed turnaround times

• Driving customer satisfaction (NPS score), developing and growing relationships with existing and potential customers, identifying opportunities for business development and guiding product development.
• Maintain Relationship Plans for all customers in the portfolio such that contact with customers is prioritized.
• Conduct annual and, if appropriate, Interim Reviews of customers borrowing facilities.
• Determine the key messages, e.g., agreed service standards, negotiated pricing, relationship team contact points, and new product changes, deciding upon the most appropriate communication method.
• Deal with and find solutions to customer complaints.
• Determine the products that are most effective in meeting customers' needs and be able to sell these at short notice both reactively and proactively.
• Customer value chain analysis to gain an in-depth understanding of the customer’s business and identify opportunities linked to the strategies of the customer’s business.
• Research, create, and follow up a target list for potential new business.

Business Management – 30%

• Research, create, and follow up on a target list for potential new business.
• Identify priority customers using the Customer Relationship Planning templates to assess their present and potential contributions.
• Gather all the required information that is needed to prepare and assess credit applications. The role holder will be expected to input certain key information such as judgmental information. (They will work with Assistant Relationship Manager, Business Development Manager for relevant product, and the Corporate Credit Manager resources to construct credit applications).
• Control and quality of the portfolio, using available triggers and adherence to Risk management guidelines and policies.

Staff Management – 5%

• Day-to-day coaching and development of the portfolio Assistant Relationship Manager(s).
• Performance tracking and periodic reviews of the supporting ARM.

Role / Person Specification

Qualification:

• A relevant business-related degree from a recognized university.
• Additional professional / advanced qualifications are an added advantage.

Experience

• At least 5 years in relationship management in Business / Corporate Banking.

Knowledge and Skills:

• A detailed knowledge of the Commercial and Corporate set of products as well as a broad understanding of the products available in Absa.
• For Complex products, will have a detailed knowledge of the requirements of the more sophisticated customers.
• Introduce the product and coordinate the introduction of the relevant Group product specialist.
• 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 Group guidelines and policies relating to Credit Risk and related management.

• Achievement of the portfolio’s annual financial targets: Balance Sheet Growth, Revenue and Profitability, Growth in share of market, and Portfolio At Risk kept within set limits to minimize potential NPL.
• Adherence to approved policies and procedures and providing feedback on the same so as to keep them competitive
• Audit issues closed with Nil repeat findings
• 100% SLA adherence to agreed turnaround times
• Driving customer satisfaction (NPS score), developing and growing relationships with existing and potential customers, identifying opportunities for business development and guiding product development.
• Maintain Relationship Plans for all customers in the portfolio such that contact with customers is prioritized.
• Conduct annual and, if appropriate, Interim Reviews of customers borrowing facilities.
• Determine the key messages, e.g., agreed service standards, negotiated pricing, relationship team contact points, and new product changes, deciding upon the most appropriate communication method.
• Deal with and find solutions to customer complaints.
• Determine the products that are most effective in meeting customers' needs and be able to sell these at short notice both reactively and proactively.
• Customer value chain analysis to gain an in-depth understanding of the customer’s business and identify opportunities linked to the strategies of the customer’s business.
• Research, create, and follow up a target list for potential new business.
• Research, create, and follow up on a target list for potential new business.
• Identify priority customers using the Customer Relationship Planning templates to assess their present and potential contributions.
• Gather all the required information that is needed to prepare and assess credit applications. The role holder will be expected to input certain key information such as judgmental information. (They will work with Assistant Relationship Manager, Business Development Manager for relevant product, and the Corporate Credit Manager resources to construct credit applications).
• Control and quality of the portfolio, using available triggers and adherence to Risk management guidelines and policies.
• Day-to-day coaching and development of the portfolio Assistant Relationship Manager(s).
• Performance tracking and periodic reviews of the supporting ARM.

• A detailed knowledge of the Commercial and Corporate set of products as well as a broad understanding of the products available in Absa.
• For Complex products, will have a detailed knowledge of the requirements of the more sophisticated customers.
• Introduce the product and coordinate the introduction of the relevant Group product specialist.
• 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 Group guidelines and policies relating to Credit Risk and related management.

• A relevant business-related degree from a recognized university.
• Additional professional / advanced qualifications are an added advantage.