The purpose of the role is to drive acquisition of new to bank and new to segment Business Banking clients, with a primary focus on switching primary relationships from competitor banks.
Identify research and create a target list for potential new clients for sourcing and engagement.
Increase and grow (income) in line with agreed targets by generating ongoing referral business (high value switches) primarily from new clients that are banked outside of Absa.
Focus on switching primary client relationships from competitor banks to Absa by obtaining leads from current clients and other business units within the bank.
The identified potential clients are to be called and appointments scheduled to engage and convert these clients to Absa clients.
Align closely with the Customer Experience and Analytics team in Business Banking to focus acquisition efforts on targeted sectors and segments.
Remaining current with economic and investment trends to facilitate effective switching strategies for specific clients.
Focus on cross sell ratio improvement, minimum 5 products per new take-on through identifying client requirements and introducing other specialists into the relationship including financial planning, fiduciary and off-shore banking.
Identify sales and service opportunities and offer solutions appropriate for the client's needs, goal and objectives by using the tools which outlines the products clients currently have and the propensity for new product take-up.
Adopt a commercial approach to appropriate cost to serve versus value generation, e.g. encourage clients to use electronic banking as opposed to transacting over the counter to better serve and benefit the needs of clients.
Maximise sustainable risk by adjusted portfolio contribution.
Develop and maintain an understanding of market trends and individual lifecycle challenges and opportunities facing clients to offer solutions that meet client’s needs.
Develop and maintain an understanding of competitor bank offerings including products, pricing, services etc. and be able to position differentiating benefits and features of Absa products.
Ensure that you create and maintain a clear understanding of the clients’ future needs so as to proactively solution them from a lifecycle perspective.
Participate in seminars for clients and provide information on new products to meet future client requirements.
Migrate client relationships to established portfolios once client on-boarding has been bedded down.
Understand and apply the relevant governance and compliance procedures to activities undertaken and maintain ongoing completion of relevant governance and compliance training e.g. NCA, FAIS, FICA, CPA, etc.
Understand underlying risk profile of clients and ensure that it is acceptable and within appetite before acquisition efforts are embarked upon.
Develop credit mitigation solutions which are both practical and appropriate for clients whilst simultaneously driving a risk based pricing approach.
Ensure adherence to all FICA requirements to ensure clients are fully compliant following on-boarding.
Identify the clients’ requirements prior to call, undertake pre-call planning involving necessary product partners to prepare effective pitch and communication of the Business Banking CVP.
Identify potential standalone clients that can be targeted e.g, Home Loans, AVAF as well as clients of AIFA.
Work closely with the broader Coverage team to drive lead generation through co-coverage strategies.
Meet individual and team value targets.
Proactively raise the profile and reputation of Business Banking in the local community by supporting team activities such as CSI projects to contribute to the welfare of local community.
Facilitate the resolution of client complaints and communicate opportunities to improve client experience.
Ensure smooth and effective migration and on-boarding of new client relationships.
Ensure smooth and effective handover of relationships to established Business Banking portfolios following on-boarding.
Persuading and influencing
Relating and networking
Following instructions and procedures
Entrepreneurial and commercial thinking
Working with people
Delivering results and meeting client expectations
Adapting and responding to change
NQF level 7 qualification (Finance, Accounting, Marketing)
Preferred – B Degree
Five (5) years of experience within a client facing role (commercial/or corporate business and/or financial industry)
3 years proven track record in achievement of sales targets, team player, inspiring and encouraging performance excellence
3-5 years extensive experience within appropriate provision industry
Specialism or technical discipline (hunter)
Experience in working in a credit risk environment
Proficient in MS Office (Word, Excel, PowerPoint and Outlook) and the Internet
No criminal record
Preferred - 3 years, sales experience (hunting) with in depth understanding of financials
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