JOB DETAILS:

Job Summary

• Manage and grow transactional banking business in Corporate and Investment Banking
• Responsible for overall Trade and Working Capital (TWC), Cash and Custody product development and management.
• Lead and manage senior level client interaction and sales.
•Manage and deliver TWC, cash and custody objectives through the Transaction Banking sales team.
• Fully understand and remain up to date on TWC, cash and custody business.
• Manage the returns while employing sound risk management disciplines.

Job Description

Sales, Service and Financial Performance (40%)

• • Accountable for strategy and delivery of corporate banking revenues and budget in CIB Uganda.
  • Develop and execute the sales strategy to deliver the revenue ambition through a portfolio of existing and target list.
  • Increase client penetration and revenues for the bank by actively promoting the bank’s network and product capabilities (cross selling). Replicate corporate banking solutions and successes with the portfolio.
  • Lead the team to achieve quantitative and qualitative performance objectives for all portfolios. 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.
  • 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 smooth interaction and communication with customer service teams. Drive alignment with key stakeholders and corporate banking teams across multiple geographies and operations to achieve all priorities.
  • Lead client insight events and industry forums to showcase Absa’ leadership in corporate banking and build the brand awareness.
  • Maintain high performance standards and role model behaviors/ values of the bank
  • Working with the Corporate Service team ensure delivery of world class customer service practices and ensure adherence to Absa Service standards.
  • Lead the team in assisting the CIB coverage teams 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 for fraudulent applications by following each product criteria.
  • Ensuring that pricing is authorized in accordance with the agreed approval mandates.
  • Follow the corporate banking end-to-end product set-up process ensuring new set-ups are authorized and properly set up.

Product Development and Business Management – 40%

• Stay abreast of market trends to ensure Absa pro-actively develops and launches products/services that keep us ahead of the market.
• Ensure smooth roll-out and implementation of new products/services including ensuring all business and risk sign offs are obtained.
• Seek regular feedback from sales managers, relationship managers and customers on customer requirements so as to aid development.
• Success transfer from other markets any products/processes that will benefit the country &/or region.
• Monitor and review products and processes regularly to ensure they are optimal and meet client needs.
• Stay abreast of developments at the Centre to enable success transfer and assist in any development taking place.
• Monitor and drive income and cost across all revenue lines.
• Proactively research and stay abreast of product offerings from competition
• Communication to relationship teams on (new) product knowledge and product changes including training sessions and updates on competitive environment.
• Monitor and ensure adherence to credit and operational risk management.
• Manage the service performance for the overall Team’s product portfolio.
• Manage product tariffs and consult corporate & business banking relationship teams on pricing, solutions, issues to do with product/service performance, business practices/ideas and best practices.
• Monitor levels of complaints and quality of complaint handling.

People Management - 20%

• Lead, support and motivate the team including responsibility for performance management, development, under-performance, training, assuming reward and recognition, grievance cases, and discipline.
• Appropriately make sure that the team is fully resourced to execute on the strategy by implementing strategies to ensure that the business unit attracts and retains talent.
• Establishing and maintaining a succession plan for key roles in the Trade and Cash team
• Create a high-performance environment and effective team working

Education and Experience Required

• Bachelor’s degree in commerce, Investments, Finance, mathematics, LLB, CA
• Over 10 years banking experience, majority of which must be in CIB.
• Strong people and sales management skills, and experience in banking, preferably in corporate 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
• Open minded, good listener, flexible with ‘think out of the box’ mentality
• Strong negotiation and presentation skills; ability to communicate with all levels in an organisation
• Disciplined approach to deal execution
• Strong cross-cultural awareness

Knowledge & Skills:

• Management and Leadership Skills
• Strong selling and negotiation skills – must be a “deal closer”.
• High quality written and verbal communication and presentation skills Excellent interpersonal skills
• Strategy formulation concepts
• Extensive TXB (Cash Management, TWC and Custody) expertise
• Strong people and sales management skills experience
• Frontline Trade Sales experience
• Networking
• Business generation skills
• Technical Knowledge
• Commercial effectiveness

Education

Bachelor`s Degrees and Advanced Diplomas: Business, Commerce and Management Studies (Required)