Business Development Manager-ABF at Absa Bank Limited

1 month ago

Nairobi, Kenya Absa Bank Limited Full time

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

The purpose for this role is to have a dedicated resource with the appropriate skills and knowledge to support the Asset Finance strategy in CIB and BB segments of the bank.
Role will involve enhancing Asset Finance business development through effective sales action plans, ensuring all new business is sourced from Dealers, existing Clients and New to bank clients.
To implement sales plans/actions/ promotions and identify sales opportunities and ensure compliance objectives are adhered to.

Key Accountabilities/Deliverables/Outcomes
Business Development: Time Split 70%

Responsible for the achievement of the CIB and BB Asset Finance revenue and Balance sheet targets as agreed.
Work with the assigned team of RMs/Branches to ensure that NTB Asset Finance requirements are sourced and underwritten as per agreed timelines.
Work with Trade Finance team to ensure that all Letters of Credit customers/facilities maturing into ABF are dealt with accordingly and on a timely basis.
Joint customer visits with BMs/ RMs to understand Asset finance needs and tailor customer led solutions.
Ensure Weekly, monthly, and quarterly performance tracking is shared with all stakeholders.
Regular engagements with the CIB, Credit and BB teams on Asset Finance opportunities (including Leasing opportunities)
Have Sales activations and customer sensitization(quarterly) in partnership with partners to increase uptake and leverage on Bank customers activities to position the same.
Relationship management with Dealer partners for effective service delivery
Servicing CIB and BB customers and ensuring the TATs with customers are adhered to.
Monitoring and evaluation business strategies set.
Dashboard management with relevant MI teams to confirm accuracy of management reports on sales activities.
Identifying cross and up sale opportunities and track performance
Work with the Head of Asset Finance to ensure strategy deliverables are properly documented and monitored.
Responsible for call reports on customer visits.
Ensure all documentation is correctly completed, collected, and submitted as per procedure manuals and SLA’s.
Conduct stakeholder training to increase product knowledge across the Bank.

Rigor/compliance: Time Split 10%

Ensure all regulatory requirements are met by ensuring compliance to the Banking act and SLA’s.
Ensures review and escalation if required, of Sales administrative issues.
Responsible for compliance with business procedure manuals
Ensuring all complains are reported, tracked, and resolved as per SLA by Head office.
Ensure compliance with Snap checks process and internal audit.

  Stakeholder Management: Time Split 15%

Managing relationships with CIB and BB colleagues to drive business.
Dealing with outlets, operations centre to ensure full understanding of the ABF process & procedures.
Providing general support to the other Colleagues as and when required
Work with Branch managers to ensure that branch colleagues can manage queries and complaints and get them resolved in a timely manner.
Active participation to ensure the team is achieving the desired targets.

 Market Intelligence: Time Split 5%

Collect market intelligence through research by reading articles, publications, internet, word of mouth and networking in a daily basis to keep abreast of market development.
Assess market opportunities with respect to competitor sales sources by remaining in touch with market forces and influences.
Dealer visits on a weekly basis to source for information regarding competitor’s scheduled activities.

Role/person specification
Preferred Qualification

Bachelor’s degree in a business-related course

Preferred Experience

Five (5) experience in the Banking industry with exposure to Asset finance, Insurance Premium Finance sales and Relationship management

Knowledge and Skills

Credit appraisal principles.
Marketing/sales skills
Negotiation skills
Bank operations/procedures.
Client relationship
Good interpersonal/communication skills

Behavioural Competencies

Deciding and initiating action
Persuading and influencing
Adapting and responding to change
Relating and networking
Learning and researching
Entrepreneurial and commercial thinking

Special work requirements

Ability to create lasting relationships for continuous business referrals.
Most complex decision that can be taken without referral to the manager
Day to day administrative issues

Business change accountability

Suggest change.

Finance/Resource accountability

None

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