Empowering Africa\u2019s tomorrow, together\u2026one story at a time.<\/p>\n
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.<\/p>\n
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\nJob Summary
\n\u2022 Identify and drive business development, primarily with new and existing customers across Tanzania or more Key Account portfolios
\n\u2022 Assist Key Account Director with product knowledge, sales research, customer relationship development, and research into solutions to meet customers\u2019 needs using market and industry information and risk management for the portfolio(s)
\n\u2022 To manage the co-ordination of evaluation and execution of large, structured transactions, under the supervision of, or assisting a more senior manager. The value of these transactions will typically be between \u00a35m and \u00a31bn
\n\u2022 Develop practical and appropriate credit solutions (or Lending structures) through understanding customer needs
\n\u2022 Monitor and control nominated accounts within Key Account portfolios
\n\u2022 Assist Key Account Director in business development activities, business planning, customer acquisition and strategy
\n\u2022 Business research, marketing, advertising & sponsorship campaigns, production of MI, Pricing and covenant structures.
\nJob Description
\nMain accountabilities and approximate time split
\nRelationship Management Planning 20%<\/p>\n
\u00a0Assist the Key Account Director in the creation and co-ordination of annual Customer Relationship plans for all customers. Including input from product specialists and Credit Risk teams. This will ensure a consistent and coordinated marketing approach from across the Group to the portfolio
\nReview the Relationship Plans to create a recommended action plan for each quarter, relating primarily to the Operational Product Set and focus on increasing wallet share
\nAssist in the communication and implementation of any actions to improve service in respect of complaints\/compliments received<\/p>\n
Deal Origination & Business Development 20%<\/p>\n
Research current & new markets, identify target names, prepare client strategies
\nEstablish & co-ordinate tenders, advertising, marketing and sponsorship campaigns
\nPrepare deal pitch documents and support Head Public Sector in delivering presentations to customers
\nUndertake financial analysis to develop optimal funding and product solutions<\/p>\n
Sales & Service 20%<\/p>\n
Assist in the planning and co-ordination of any marketing approaches for new business and actively develop existing relationships
\nDetermine the products that most effectively meet customer needs and be able to sell, at short notice, on a proactive and reactive basis
\nDrive strategic targets through the implementation of group, central and local campaigns.
\nAttend team meetings on a regular basis to maintain dialogue\/sharing of information to ensure up to date knowledge of marketplace, business development activity\/initiatives, competitors and people issues etc.
\nDevelop and maintain contacts with Public Sectors customers.
\nIdentify cross selling opportunities & ensure followed up
\nProactively anticipate, respond to and seek to exceed the expectations of customers<\/p>\n
Customer\/KBI Contact 20%<\/p>\n
Support seminars for customer and KBIs to provide information and trail new products to meet future customer requirements
\nUse feedback gained on Product \/Service offerings to inform \/ identify and contribute to the development of distinctive service\/product offerings which would be appropriate to the industry
\nSupport the Head of Public Sector in the sale of complex solutions using a diagnostic approach. This will require the jobholder to have an in-depth understanding of customer needs and to take a holistic view of the customers business
\nAttend customer visits with the Head of Public Sector and\/Head of CIB
\nDevelop, monitor and maintain good working relationships with contacts within own network of KBIs
\nProvision of information on a customer\u2019s business via research using various sources e.g.\u00a0\u00a0 trade journals \/ brokers reports \/ Internet \/ Bloomberg and rating agencies.<\/p>\n
Business & Risk Management 20%<\/p>\n
Attend meetings with customers, investment banks, rating agencies and professional advisers with and without the Head of Public Sector.
\nUndertake research using market and industry information and investigate matters to facilitate lending decisions
\nWork with Corporate Credit Managers to manage the evaluation and execution of large, structured transactions
\nProactively contribute to embedding agreed change management initiatives in support\u00a0 of process and quality improvements & cost reductions
\nAssess customers businesses, through the analysis of Business and Credit risks associated with the provision of the Bank\u2019s products and services to the customer
\nProvide guidance on credit appetite and consulting with Specialist Credit team as appropriate.<\/p>\n
Risk and Controls Objectives <\/p>\n
Manage risk and control effectively by applying applicable risk frameworks and embedding a positive risk culture
\nUnderstanding of own role in the end to end processes in which you play a part, including applicable risks and controls.
\nAdhere to Absa\u2019s policies and procedures applicable to own role, demonstrating sound judgement and responsible risk management.
\nReport all risk events \/ incidents \/ issues using the defined process for your business area and help to understand why these happened and how to prevent them in future. Proactively look for ways to improve the control environment by considering what could go wrong in the processes you operate and how errors could be prevented.
\nAll mandatory training completed to deadline<\/p>\n
Technical Skills\/Competencies:
\nSkills required to undertake the role:<\/p>\n
General banking skills including the ability to discuss strategic financial advice
\nDeveloped Business awareness-to include impact of general economic change on a Corporate\u2019s business
\nCredit Risk Understanding
\nProduct Knowledge
\nAnalytical and numerate
\nPresentation skills
\nNegotiation skills
\nInter-personal skills
\nCommunication skills, both oral & written
\nGood grasp of IT skills including word, excel, access, power point
\nCustomer Service focus and attention to detail<\/p>\n
Competencies:<\/p>\n
Communications and influence
\nService excellence
\nDrive for results
\nRelationship\/partnership approach
\nOrientation to learn
\nCustomer\/ market perspective
\nProblem solving\/decision making
\nQuality\/ high standards & controls
\nCorporate\/ entrepreneurial
\nTechnical skills and knowledge
\nPlanning & organizing<\/p>\n
Knowledge and Expertise<\/p>\n
Detailed knowledge of the core products and specialist products offered by the team
\nGood knowledge of products and services offered by other areas of the Absa Group, including Absa Capital, which are frequently used by Complex\/Public customers, including features, tariff\/pricing and availability
\nAn ability to identify opportunities where liaison with product specialists across the Group would produce a multi-product integrated solution for the customer
\nGood understanding of the policies and strategies across the Group as they relate to the demands of the team\u2019s customer base
\nWorking knowledge of all aspects of the industry\/sector
\nUnderstanding of the macroeconomic factors affecting the industry
\nInternal instructions\/procedures including Head office instructions, Corporate Services Guide, Guide to Corporate Lending and Business Risk policy
\nIn depth business awareness and specific industry\/country\/International awareness
\nAwareness of legislation affecting the Bank and customers (including Data Protection Act, Companies Act, Insolvency Act, Financial Services Act) and have the highest regard for confidentiality
\nBusiness development skills
\nUnderstanding of impact and implementation of marketing and sponsorship activity
\nExperience of winning new business, being proactive.<\/p>\n
Experience, qualifications and other requirements specific to the role<\/p>\n
Ability to network effectively both internally and externally and maintain\/develop relationships with KBIs, product specialists and other key figures in the business community.
\nLikely to have previously undertaken a role with customer contact in a similar marketplace for at least 2 years developing business awareness
\nLikely to have broad business and sales experience building and managing relationships within a customer base segmented from the Larger Corporate arena
\nJobholder will have a broad understanding of corporate business and financial issues and have demonstrable experience that such knowledge has successfully been used in a sales environment<\/p>\n
Additional details of exceptional aspects of the demands of the role<\/p>\n
Business development plans will need to be developed and implemented into a selective customer base of the Bank\u2019s most sophisticated and complex customers. Sales activity will be highly demanding both in terms of the marketplace, which is very competitive, and the need to structure banking proposals for a critical customer audience. Customers will be sophisticated, demanding of excellent and highly professional service
\nThe role requires a high level of interpersonal skills demonstrated by good oral and written communication and a team player who is friendly and confident when dealing with customers including presentations relating to Bank products and services
\nThe nature of the job requires the applicant to work to tight deadlines and have excellent interpersonal skills<\/p>\n
Key Issues over the next 12-24 months
\nTraining to include:<\/p>\n
Business Development & Selling skills
\nAnalyzing business plans
\nWriting creative tender proposals<\/p>\n
Enhancing IT skills<\/p>\n
Absa Values
\nAbsa\u2019s Values and Behaviours represent the set of standards which governs the actions of all of us who work for the bank and against which the performance of every one of us in Absa are being assessed and rewarded:<\/p>\n
Trust
\nResourceful
\nInclusion
\nCourage
\nStewardship<\/p>\n
Education
\nBachelor`s Degrees and Advanced Diplomas: Business, Commerce and Management Studies (Required)
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