The purpose of this role is to optimise the profit and economic value of a portfolio of clients with high growth potential and mid corporate, requirements by focussing:
a) Origination efforts to acquire new clients plus up-selling to existing client base; and
b) Coverage efforts to solution a designated number of clients
Own the primary relationship with the client by being the client’s main contact point for all corporate and investment banking needs.
Establishing, leveraging and maintaining strategic relationships with clients and coordinate client relationships and interaction with clients across Absa Capital and Barclays.
Maintain primary ownership of a portfolio of client accounts, differentiated by the level of complexity of the client base.
Ensure the long term sustainability of the portfolio by establishing relationships with new clients and solution-based up-selling to existing clients.
Make effective use of the client planning and solutioning tools (Sales tools) to ensure in-depth understanding of client needs, in order to provide clients with the best possible solutions.
Achieve new business and up-selling sales targets by pro-actively driving cross functional teams (including but not limited to Sector and Product specialists) to find client-centric solutions which must be formalised in strategic proposals and presented to clients in accordance to the distinct Client Value Proposition (CVP) for Accounts.
Track and monitor the financial performance of the portfolio by utilising the Sales Funnel.
Apply risk-based pricing for all new sales and pricing reviews in line with the RBB pricing policy.
Operate and position Commercial in a dynamic and highly competitive market place by interacting with all relevant stakeholders driving key initiatives to secure client retention and growth.
Achieve sales targets relevant to the strategic initiatives and drivers of the Accounts portfolio.
Take overall accountability for service delivery by setting the rules of engagement for the cross functional team, which includes Transactional Banker, Credit Analyst, Segment Support Client Control Team, Client Service Consultant & Product & Sector teams.
Originate and close deals within Commercial.
Stay abreast of trends in these sectors and translate these into customer strategies and solutions.
Establish and maintain a high profile as an authoritative source of market intelligence in the industry.
Maximise cross sell and up sell of relevant Absa group product set, through effective use of Client Franchise Teams.
Own strategic pricing across the bank’s full spectrum of product set.
Manage live / active transactions (advisory, financing etc.) by working in or coordinating deal teams to ensure objectives are met and the product / service solution is of a high quality and is delivered.
Stay abreast of new industry developments and clients' market position.
Adhere to the bank's policies and procedures and ensure compliance.
Take ultimate ownership of the portfolio's risk management by ensuring a good understanding of both the Bank's and the clients regulatory and compliance environments.
Ensure that all outstanding collateral conditions are met.
Manage high credit risk clients in conjunction with the credit team by conducting regular client reviews.
Apply appropriate solutions according to the risk profile and credit appetite within the Industry.
Entrepreneurial and commercial thinking
Relating and networking
Adapting and responding to change
Persuading and influencing
Creating and innovating
B-degree in Commerce/marketing/Finance or equivalent NQF level 7 or higher qualification
5 – 8 Years of Sales and financial experience in a commercial or corporate banking environment
At least five (5) years of experience in evaluating and understanding complex company financials and other economic trends.
At least five (5) years of experience in structuring a good complex credit solution and guiding the credit process with the required parties.
Proficient in MS Office (Word, Excel, PowerPoint and Outlook) and the Internet
No criminal record
Preference will be given to South African Citizens and Permanent residents of South Africa in possession of proof of permanent resident status
The appointment will be made in line with the Divisional Employment Equity strategy