About this role
Empowering Africa’s tomorrow, together…one story at a time.
With over 100 years of rich history and strongly positioned as a local bank with regional and international expertise, a career with our family offers the opportunity to be part of this exciting growth journey, to reset our future and shape our destiny as a proudly African group.
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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 the BB segment of the bank (SME Enterprise and SME Micro). • 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. • Prospect, initiate and develop new asset finance relationships with the aim of achieving set AF and IPF targets and ensure the portfolio is within the banks PAR and NPL targets. • To implement sales plans/actions/ promotions and identify sales opportunities and ensure compliance objectives are adhered to.
Job Description
Business Development (70%) · Responsible for the achievement of RBB 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 Commercial Banking, SME and Branch teams and Credit 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 RBB 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. · Signing of VAF schemes in target companies alongside Absa@work RMs Rigor/compliance (5%) · 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.
• undefined Stakeholder Management (15%) · Managing relationships with stakeholders. Internal: RBB business teams, credit and securities colleagues to drive business. External: Customers, dealers, insurers, tracking companies, auctioneers and other agents. · Dealing with branches, operations teams to ensure full understanding of the ABF process & procedures. · Providing general support to the other asset finance 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 (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. Other Job-Related Activities · Post approval documentation oversight and release letter follow up. · Follow up of arrears and ensure a clean and sustainable loan book is maintained. · Loan progress tracking. · Management and growth of existing portfolio and mining data · Dealer management i.e. on-boarding, training, conflict resolution and scheme management · Management of Asset Finance specialist Direct Sales Representatives stationed in the region. · Support business growth for Bancassurance and IPF products. · Work with marketing team on brand visibility. · Ensure various agreed processing TATs are met, and SLA agreements fulfilled. · Constantly training and guiding branches (AF champions) to improve service delivery. · Complaint Management Gather market and competitor intelligence.
Education
Higher Diplomas: Business, Commerce and Management Studies (Required)