Role/Person Specification

Qualification

• Bachelor’s degree or equivalent academic qualifications
  
• Post graduate or equivalent academic qualifications.
  

Experience

• Over 5 years’ experience in Commercial/Business Banking
  
• Strong people and sales management skills experience
  
• Frontline Transactional sales experience
  

Knowledge and Skills

• Strong people and sales management skills, and experience in banking.
  
• Solid and proven frontline transactional sales experience across Working Capital, Trade Finance (documentary trade products i.e. LCs, bonds & guarantees; bank & country risk products), Supply Chain Financing & Cash Management (Regional/Local payments, receipts and liquidity management structures, system infrastructure, etc.)
  
• Skills for analysing and formatting data provided by Finance and other sources.
  
• Strong sales management skills and experience, ideally with relevant banking or business/corporate banking background
  
• Proven treasury, credit and country risk exposure
  

Accountability: Sales Time - 50%

• Accountable for the delivery of TB revenues from Business Banking clients in the commercial banking segment.
  
• Develop and execute the sales strategy to deliver the revenue ambition through a portfolio of existing and target list in Commercial.
  
• Increase client penetration and revenues for the bank by actively promoting the bank’s network and product capabilities (cross selling). Replicate TB solutions and successes within the portfolio.
  
• Lead the team to achieve quantitative and qualitative performance objectives for your portfolio. Leverage the existing sales tools and techniques to identify opportunities for new/incremental business - account planning and pipeline management to achieve sales/revenue targets.
  
• Maintain a detailed and up to date knowledge of the bank’s comprehensive products capabilities and their application to clients’ needs and use this knowledge in structuring of solutions.
  
• Ensure smooth interaction and communication with the Customer Support team, product development and customer services teams within Business Banking team. Drive alignment with key stakeholders; TB teams across multiple geographies, Commercial Banking and operations to achieve TB priorities.
  
• Lead client insight events and industry forums to showcase ABSA’s leadership in Transaction Banking and also to build the brand awareness.
  
• Maintain high performance standards and role model behaviors that demonstrate the bank values.
  

Accountability: Service and Operational Rigor - 30%

• Working with the Commercial service team ensure delivery of world class customer service practices and ensure adherence to Absa Service standards.
  
• Lead the team in assisting the Commercial coverage teams in the commercial banking segment develop relationship account plans for their customer portfolios.
  
• Achieve operational rigor excellence in all aspects of procedures and processes undertaken to ensure 100% compliance.
  
• Minimize potential of fraudulent applications by following each product criteria.
  
• Ensuring that pricing is authorized by as per mandate Business Banking Director and Transactional Baking Director, agreed with Customer, and properly set up to ensure 100% collection upon product/customer set up.
  
• Follow the TB end-to-end product set-up process ensuring new set-ups are authorized and properly set up.
  
• Ensure compliance with operations risk & rigour requirements e.g. Health & Safety standards and security of premises.
  

Accountability: Team Support and Management - 20%

• Set SMART individual objectives that are in line with and seek to achieve the teams overall objectives. Review and drive performance of the team against the objectives on a regular basis,
  
• Identify training needs and recommend training plans to satisfy those needs for the CSAs.