Manager, Business Development

3 months ago

Nairobi, Nairobi Area, Kenya Standard Bank Group Full time

Standard Bank Group is the largest African banking group by assets offering a full range of banking and related financial services.

"Africa is our home, we drive her growth" Our vision is to be the leading financial services organisation in, for and across Africa, delivering exceptional client experiences and superior value.

Job Purpose

To support the Principal Officer in achieving the set sales goals, income and profit budgets under SME segment by way of managing the behaviour of staff and relationships with bank staff in branches, BB and Pro-active teams through training, support and motivation.

Key Deliverables
Sales Management

Oversees the insurance sales performance across the SME segment and all products (i.e. Short & Long term).

Clearly understands sales targets set and influences and drives the achievement of Stanbic Insurance Agency (SIA) sales targets with all customer facing/sales staff.

Ensures that Stanbic Insurance Agency (SIA) cross-selling takes place in new and existing business, within all the branches.
Plans and executes exciting, innovative SIA related sales tactics.
Markets and provides information on the full range of SIA products to customers to optimise cross sell.
Identifies gaps/anomalies and develops ideas to rectify and improve performance.
Assists in the development and repositioning on new product initiatives.
Provides timeous feedback to the pro-active teams on queries/complaints and sales statistics.
Analyses MIS to understand where the sales gaps, are within the products and the different channels.
Advises and shares best practices, tactics and actions plans with banks' sales staff to close sales gaps.

Handles basic activities/queries that fall within the policy terms and understands impact of actions on other areas of the business (claims/underwriting/sales).

Differentiates between product features and benefits based on customer needs

Relationship building

Constantly maintains a professional environment and celebrates successes.
Builds and maintains relationships with relationship managers/business bankers and Direct Sales teams and collaborates and integrates with them.
Attends regular meetings with pro-active teams Direct Sales, Relationship Managers and business bankers.
Attends regular meetings with branch teams (Branch, VAF, Trade and business bankers/managers).
Participates in the branches, and SME teams' connect sessions.
Effectively uses the connect session as a forum to present various SIA products to the stakeholders.

Builds knowledge at the connect sessions, manages the overall process of attendance, convenes meetings, minutes, monitors performance, facilitates discussions and debate.

Utilises the forum as a vehicle for formulation and implementation of business strategy.
Services all complaints, in respect of the products.
Supports other business units and other departments within SIA.
Applies knowledge, resources and experience to resolve problems.
Takes personal responsibility for coaching and mentoring others.
Manage direct sales staff incentive programs that appropriately and consistently reward, motivate and recognise their achievements and outputs.

Integrates all members of the team into a harmonious unit committed to the team vision and direction within the team (Intra-team).

Encourages, clarifies, and shows the team how to reach common and shared goals (work is done in team context). Fosters team spirit through competitiveness.
Identifies and acts upon potential sales opportunities

Identify issues and recommend improvements to Customer problems / requirements resolution

Work alongside Relationship Managers ensure resolution of all client queries/requests received "before the sun sets"
Makes decisions confidently around the clients' circumstances to ensure delivery of service excellence at all times.
Own the client relationship and be accountable for its success.

Training

Ensures competency-based training on Advisory products takes place with various stakeholders as and when required.
The stakeholders are trained accredited, and coached on the various products

Management

Servicing of expenses and control cost to income ratios
Control expenses and use them correctly for us to achieve the highest return related to business
Analysis MIS and act accordingly
Apply knowledge, resources and experience to resolve problems
Able to follow or professional challenge defined processes
Participate in adhoc company events
Support other business units and other departments within SIA
Live the values and the brand
Be a brand Ambassador
Share best practices, tactics and action plans

Manage Stakeholders

Ensure appropriate delivery of processes driven by customer needs across the specific segment in place.
Ensure effective communication and the appropriate delivery of client propositions.

Ensure there are accurate insights and management information in place to give the business insight into customer profitability, segment performance and any other appropriate key business drivers.

Interact and collaborate with stakeholders to ensure optimal execution of the value proposition through leveraging the end-to-end value chain.

Risk & Compliance

Provides complete disclosure to the customers in terms of accreditation, service fees, and commission.
Ensures proper record keeping in terms of Proceeds of Crime and Anti Money Laundering Act, The Banking Act (Cap 488), The Anti-Corruption & Economic Crimes Act, The Insurance Act (Cap 487) and any other relevant legislation
Ensure all forms are completed correctly and send to Operations for uploading to Bancassurance Policy Management system as the record keeper
Assist channel in achieving their risk compliance ratings in terms of all SIA requirements
Ensure customers are satisfied with SIA Advisory products bought in

Qualifications
Minimum Qualifications

Type of Qualification:
First Degree

Field of Study:
Business Commerce

Type of Qualification:
First Degree

Field of Study:
Legal

Experience Required

Affluent Clients
Personal and Private Banking
5-7 years

The role requires client facing banking experience in private banking/private wealth/investment banking/commercial banking, with a good understanding of operational and administrative processes as well as risk and compliance standards and with a focus on maintaining high standards of service and problem resolution.

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