Business Development Manager – Asset Finance at Absa Bank Limited

Job Summary

• The purpose of this role is to have a dedicated resource with the appropriate skills and knowledge to support the Asset Finance strategy in the CIB and BB segments of the bank.
• The 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

Key accountabilities and approximate time split

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 the 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 of business strategies set
• Dashboard management with relevant MI teams to confirm the accuracy of management reports on sales activities
• Identifying cross and up-sale opportunities and tracking 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 5%

• Ensure all regulatory requirements are met by ensuring compliance with 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 complaints are reported, tracked, and resolved as per SLA by the Head office
• Ensure compliance with the Snap checks process and internal audit

Stakeholder Management; Time split 15%

• Managing relationships with CIB and BB colleagues to drive business
• Dealing with outlets, and operations center 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 are able to 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 (5%)

• Collect market intelligence through research by reading articles, publications, the internet, word of mouth, and networking on 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 information regarding competitor’s scheduled activities.

Role/Person specification

Education and experience required

• Bachelor’s degree in a business-related course
• 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

Competencies

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

Education

• Bachelors Degree and Professional Qualifications: Business, Commerce and Management Studies (Required)