Head of Asset Finance

Role/person specification

Qualification

• ACIB qualification
  
• Accountancy qualification
  
• MBA
  

Experience

• Managerial experience
  
• Experience in team leadership
  
• Substantial experience in sales and customer relationship management
  

Knowledge and Skills

• Asset Finance knowledge will be beneficial but not essential
  
• Strong knowledge of the corporate banking product set – detailed knowledge of lending and risk assessment procedures
  
• General knowledge of the banking and financial environment as a whole is desirable
  
• Development of excellent communication skills, external and internal
  
• Expertise in corporate products, lending, and the risk assessment procedure
  
• Strong structuring and negotiation skills
  
• Detailed knowledge of local taxation laws and practice, including VAT
  

Accountability: sales, service and customer relationship management - Time split%: 50%

• Managing and leading customer relationships
  • Managing all Asset Finance customer relationships, dealing with issues proactively and reactively
    
  • Working in close cooperation with Relationship Teams, to provide a world-class Asset Finance offering to customers
    
  • Managing dealer and supplier relationships
    
  • Making product presentations to prospective customers
    
• Deal structuring
  • Supporting Relationship Teams, structuring deals according to tax position to best advantage the Bank and customers
    
  • Negotiate transactions with customers
    
• Sales
  • Delivering excellence in sales, developing new leads from outside the Bank
    
  • Using the existing corporate network to maximise sales to Bank customers
    
  • Performing to plans as agreed, to drive profitability and increase market share
    
  • Developing the profile of Asset Finance in Kenya
    
  • Developing and maintaining a leads database
    
  • Achieving the Asset Finance targets set for the entire country
    
  • Driving the growth of the Asset Finance book from a nil basis to £9.3m by the end of 2004
    
• Liaison with Relationship Teams
  • Support Corporate and Business Teams in the development and implementation of new Asset Finance products and services
    
  • Hosting customer meetings to sell Asset Finance, to ensure maximum taxation and structuring benefits are achieved
    
  • Training and development, coaching of corporate staff to ensure awareness of Asset Finance
    
• Managing the AON insurance relationship
  • Managing the AON relationship for insuring assets financed, including the identification of insurance needs to add value to customer relationships and reduce customer operational risks.
    
• Relationship building
  • Building relationships across the business, both internally and externally
    
  • Liasing with staff at all levels up to Managing Director
    
  • Building relationships with KBIs to encourage sales of the product set
    

Accountability: Risk Management - Time split%: 10%

• Managing the portfolio of the Asset Finance Unit, ensuring that risk profiles (book mix) are managed by sales of the correct products within approved risk management criteria
  
• Working in close relationship with CRST and Relationship Teams in drafting credit applications
  

Accountability: Staff management - Time split%: 20%

• Staff management
  • Provide a point of leadership for Asset Finance operations
    
  • Coach, develop and motivate staff in the Asset Finance Unit
    
  • Performance management of Asset Finance Unit staff
    
  • While the team is not large, the ultimate responsibility of the role holder is substantial
    
• Training & development
  • Responsibility for training and development for Asset Finance Unit staff
    
  • Overall responsibility for the training and development of staff
    

Accountability: Operational management - Time split%: 10%

• Administration
  • Overall responsibility for the Asset Finance administration department
    
  • Monitoring functions to ensure smooth running of day-to-day operations
    
  • Complaints procedures, queries, escalation dealt with effectively
    
• Reporting
  • Adherence to monthly reporting requirements and deadlines
    
  • Identifying issues and escalating appropriately
    
• Profit centre
  • Overall responsibility and accountability for the unit’s cost centre and budget, and Asset Finance for the entire country
    
• Documentation
  • Overall responsibility for the preparation of documentation, ensuring documentation is completed correctly and all procedures have been adhered to
    
  • Overall responsibility for the filing and safe custody systems
    
• Checks
  • Overall responsibility for adherence to Policy & Procedures
    
  • Asset Register maintained and correct
    
  • Reconciling records with registration documents
    
  • Undertaking periodic checks to ensure adherence with Policy & Procedures
    
  • Verification that correct deal procedures are undertaken
    
  • Overall responsibility for adherence with IT security procedures
    
• Arrears – overall responsibility for:
  • Reporting arrears to Relationship Managers
    
  • Processing arrears and payment defaults on IFS
    
  • Monitoring arrears outstanding
    
  • Collection of arrears