Head of Transactional Banking - Business Banking

Role/Person Specification

Qualification

• Undergraduate degree on a business-related field or equivalent academic qualifications
  

Experience

• Over 10 years banking experience, majority of which must be in BB or CIB.
  
• Strong people and sales management skills, and experience in banking.
  

Knowledge and Skills

• 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.)
  

• Formulate and implement product strategy and execution plans, ensuring that ambitions to grow share of the primary banked market are met.
  
• Implement and support frameworks for the management of product performance across the teams.
  
• Coordinate sales targeting approach together with Client Coverage in BB and Credit.
  
• Support countries to provide solutions on complex and critical transactions and projects.
  
• Ensure product profitability through revenue and cost optimization.
  

Product Development and Launch:

• Lead the development and launch of innovative products and services tailored to the specific needs of the target market.
  
• Conduct thorough market research to identify customer needs, preferences, and risk profiles.
  
• Proactively build an internal and external network that will facilitate the generation of customer leads (e.g., Industry/Trade Associations, Chambers of Commerce, Industry seminars, etc.) by networking effectively.
  
• Collaborate with internal stakeholders in CVP, IT, Risk Management, and Marketing to develop and implement new solutions.
  
• Maintain an excellent understanding of technical expertise and remain up to date with relevant sector/department knowledge, have insight into external market developments/initiatives and strategic implications thereof
  
• Ensure all products and services comply with regulatory requirements.
  

Marketing and Sales:

• Develop and execute comprehensive marketing and sales strategies to drive awareness, adoption, and usage of Absa's products and services.
  
• Leverage partner channels and digital marketing platforms to effectively reach the target audience.
  
• Set and monitor clear sales targets for products across the ARO countries.
  
• Oversee the performance of sales teams and implement strategies to optimize conversion rates.
  

Risk Management and Compliance:

• Develop and implement a robust risk management framework for the business.
  
• In collaboration with Risk, build a quality credit portfolio that effectively utilizes capital to build sustainable income for the Bank.
  
• Continuously monitor and mitigate potential risks associated with fraud, creditworthiness, and data security.
  
• Collaborate with the Risk Management team to implement appropriate risk-based models and collection strategies.
  

Data Analytics and Reporting:

• Develop and implement a data-driven approach to business, leveraging customer data and market insights to inform product development, marketing strategies, and risk management practices.
  
• Analyze key performance indicators (KPIs) to track progress towards achieving business objectives.
  
• Generate regular reports on the performance of the business, including customer acquisition, revenue generation, and risk metrics.
  
• Translate data insights into actionable recommendations for continuous improvement.
  

Team Management:

• Lead, motivate, and develop a high-performing team of Transactional Banking specialists.
  
• Ensure team members possess the necessary skills and knowledge to achieve business goals.
  
• Foster a collaborative and results-oriented work environment.
  
• Delegate tasks effectively and provide ongoing coaching and feedback.