The purpose of the role is to optimise the profit and economic value of portfolios of Key Account clients with high growth potential and less complex commercial banking requirements by focusing:
a) origination efforts to cross-sell to existing client base; and
b) coverage efforts to service clients in accordance to the Key Account Client Value Proposition (CVP).
Identify and drive cross-sell opportunities by analysing available sales MI on VAPM and by using the engagements with clients at Service meetings.
Make effective use of the client planning and solutioning tools (sales tools) to ensure in-depth understanding of client needs, in order to provide client base with the best solutions.
Achieve cross-sell targets by actively participate in 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 Key Accounts.
Follow through on the lead generation identified by the Credit Analyst on cross-sell opportunities from analysis of client's financials, account conduct and industry change.
Track and monitor the achievement of financial performance across portfolios by utilising the Sales Funnel and VAPM tools.
Apply risk-based pricing for all new cross- sell opportunities and assist the RE with the pricing reviews in line with the Retail Business Banking pricing policy.
Operate and position ABB 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 Mid- Corporate Key Accounts segment.
Act as the second point of entry in the absence of the Relationship Executives.
Actively develop strong advisory client relationships with key decision makers, utilising the networking skills of senior RBB Executive where the opportunity arises.
Conduct regular client visits in accordance with the Mid-Corporate Key Account Value Proposition to increase the number of clients where Absa has the primary transactional banker status, and initiate changes to ABB Product by providing input into product development to better service our clients.
Conduct After-sales visits with clients within a month of on-boarding to ensure effective sales and service delivery.
Prepare holistic, comprehensive, high quality call reports for distribution to all relevant stakeholders and Credit Analyst to shorten the lead time of credit applications.
Make use of middle- and back-office support networks to ensure effective on-boarding and complete end-to-end service delivery.
Maintain overall ownership for servicing the client on all matters related to cross selling, by driving relevant internal support networks to ensure the complete end-to-end service delivery. Escalate on deviations from Internal Service Level Agreements (SLA's) to line management.
Take ownership of client complaints that originate from the TB's area of responsibility and accountability and log on to the Client Compliment and Complaints system as per the prescribed policy and procedure guidelines. This will allow business to track actions to improve on service levels.
Participate in Cross Functional Team meetings, which include the Relationship Executive, Credit Analyst, Segment Support Client Control Team, Client Service Consultant & Product & Sector teams, to ensure co-ordination of client engagement and service delivery to clients.
Adhere to the bank's policies and procedures and ensure compliance.
Take co-ownership of the portfolios risk management with Relationship Executives by ensuring a good understanding of both the Bank's and the clients regulatory and compliance environments.
Responsible for the obtaining and scanning of all KAMLS and other on-boarding documentation.
Ensure that all outstanding collateral conditions have been met.
Apply appropriate solutions according to the risk profile and credit appetite within the industry.
Co-operate and work well with others in the pursuit of organisational objectives and team goals.
Attend team meetings and contribute fully, including suggestions for ways of improving customer service and meeting targets.
Communicate concerns or challenges that derive from team interactions in a constructive and positive manner.
Share information and make others aware of information that may be useful to them.
Develop supportive relationships with colleagues and create a sense of team spirit.
Develop and maintain contacts with Specialists in other areas of ABB and the Group.
Attend relevant economic environmental business forums to be able to raise client conversations to a strategic level.
Subscribe to relevant segment specific initiatives and apply this knowledge to act on opportunities to maximise revenue and profitability.
Take responsibility for personal learning to help develop pro-active career and life attitudes.
Keep abreast of regulatory changes through regular training.
Monitor available L&D courses to develop your own training whilst helping others in the team to develop theirs.
Demonstrate the willingness and ability to perform to the very best levels to ensure personal alignment to ABSA's values and vision.
Deciding and initiating action
Working with people
Delivering results and meeting customer expectation
Relating and networking
Persuading and influencing
Creating and innovating
Presenting and communicating information
B-degree in (Commerce, Marketing or Finance) (NQF level no. 7)
5-8 years sales and financial experience in a commercial banking environment.
At least five (5) years’ experience and knowledge on the dynamics of the market place and industries (global, regional and local)
At least five (5) years’ experience in understanding and driving business and solution across divisional silos (e.g. segment, credit, product) and product silos’ and access wide set of products (e.g. FX, Trade Finance)
At least five (5) years’ experience in analysing and evaluating complex company financials and other economic trends
At least three (3) years in-depth experience and understanding of credit solutions -Internal networking / credibility
At least three (3) years’ experience in structuring a good complex credit solution & guide 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