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Business Development Manager - ABF

Closing: Apr 15, 2024

This position has expired

Published: Apr 2, 2024 (24 days ago)

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Job Summary

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Job Summary

  • The 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 specification

Preferred Qualification

  • Bachelor’s degree in a business-related course

Preferred Experience

  • Five (5) experience in the Banking industry with exposure to Asset finance, Insurance Premium Finance sales and Relationship management

Knowledge and Skills

  • Credit appraisal principles.
  • Marketing/sales skills
  • Negotiation skills
  • Bank operations/procedures.
  • Client relationship
  • Good interpersonal/communication skills

Behavioural Competencies

  • Deciding and initiating action
  • Persuading and influencing
  • Adapting and responding to change
  • Relating and networking
  • Learning and researching
  • Entrepreneurial and commercial thinking

Special work requirements

  • Ability to create lasting relationships for continuous business referrals.
  • Most complex decision that can be taken without referral to the manager
  • Day to day administrative issues

Business change accountability

  • Suggest change.

Finance/Resource accountability

  • None


Responsibilities

Job Summary

  • The 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 specification

Preferred Qualification

  • Bachelor’s degree in a business-related course

Preferred Experience

  • Five (5) experience in the Banking industry with exposure to Asset finance, Insurance Premium Finance sales and Relationship management

Knowledge and Skills

  • Credit appraisal principles.
  • Marketing/sales skills
  • Negotiation skills
  • Bank operations/procedures.
  • Client relationship
  • Good interpersonal/communication skills

Behavioural Competencies

  • Deciding and initiating action
  • Persuading and influencing
  • Adapting and responding to change
  • Relating and networking
  • Learning and researching
  • Entrepreneurial and commercial thinking

Special work requirements

  • Ability to create lasting relationships for continuous business referrals.
  • Most complex decision that can be taken without referral to the manager
  • Day to day administrative issues

Business change accountability

  • Suggest change.

Finance/Resource accountability

  • None


Key Accountabilities/Deliverables/Outcomes

Business 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 delivery
  • Servicing 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 performance
  • Work 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 manuals
  • Ensuring 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 required
  • Work 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.


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