Business Development Manager-ABF - Nairobi, Kenya - Absa Group Ltd
Description
JOB SUMMARY
Job SummaryThe purpose for this role is to have a dedicated resource with the appropriate skills and knowledge to support the Asset Finance strategy in CIB and BB segments of the bank.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.To implement sales plans/actions/ promotions and identify sales opportunities and ensure compliance objectives are adhered to.Role/person specificationPreferred QualificationBachelor's degree in a business-related coursePreferred ExperienceFive (5) experience in the Banking industry with exposure to Asset finance, Insurance Premium Finance sales and Relationship managementKnowledge and SkillsCredit appraisal principles.Marketing/sales skillsNegotiation skillsBank operations/procedures.Client relationshipGood interpersonal/communication skillsBehavioural CompetenciesDeciding and initiating actionPersuading and influencingAdapting and responding to changeRelating and networkingLearning and researchingEntrepreneurial and commercial thinkingSpecial work requirementsAbility to create lasting relationships for continuous business referrals.Most complex decision that can be taken without referral to the managerDay to day administrative issuesBusiness change accountabilitySuggest change.Finance/Resource accountabilityNone
RESPONSIBILITIES
Key Accountabilities/Deliverables/OutcomesBusiness Development: Time Split 70%Responsible for the achievement of the CIB and BB 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 CIB, Credit and BB teams 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 deliveryServicing CIB and BB 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 performanceWork 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.Rigor/compliance: Time Split 10%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 manualsEnsuring all complains are reported, tracked, and resolved as per SLA by Head office.Ensure compliance with Snap checks process and internal audit. Stakeholder Management: Time Split 15%Managing relationships with CIB and BB colleagues to drive business.Dealing with outlets, operations centre to ensure full understanding of the ABF process & procedures.Providing general support to the other Colleagues as and when requiredWork 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: Time Split 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.
REQUIRED SKILLS
Market research, intelligence, Strategizing, Business development, Sales strategy, Marketing
REQUIRED EDUCATION
Bachelor's degree