Job Summary
The
overall purpose of this role is to drive workplace banking business through
sign up of scheme companies and proactively grow and deepen relationships with
the existing workplace banking market in the onboarding a CASA and related
Consumer Banking products.
Responsibilities
Business Development – 55%
- Work with the Senior Manager<CB
Products in fulfilling the set annual target as outlined in the CB Retail
Business plan by signing up of scheme companies within the identified
market.
- Grow the WPB balance sheet through
signing up new scheme companies and driving up the existing scheme book
balances through regular interaction with company’s key contacts and
driving business through the sales team.
- Ensure strategic directives are
translated into feasible sales/sales support for the local market, and the
risk/cost elements are managed effectively.
- Prepare strategic product presentations
that demonstrate an exceptional value proposition to the respective
companies that will enable them to sign up during on site activation in
order to increase sales.
- Manage the schemes profitability through
continuous management of arrears below 4% within allocated portfolio while
ensuring no attrition.
- Drive workplace banking business by
ensuring there is 100% transaction account funding for Accounts opened and
80% penetration activities within allocated schemes.
- Plan for and attend service open days
within selected scheme companies to handle queries.
- Oversee schemes and ensure each has a
signed agreement/signatories and an allocated credit limit.
- Prepare material and conduct training on
the processes and procedures pertaining schemes to avert fraud.
- Identify and communicate to credit of
risky trends within allocated schemes such as high job losses, cash flow
constrains etc.
- Deliver a Credit Loss Ratio below 4% for
all the allocated portfolios.
- Identify risks owing to changes within
allocated schemes in good time and escalate to credit and sales teams.
- Provide the Senior Manager CB Products
with necessary information and statistics pertaining to sales activities
on a weekly basis.
- Identify and follow up on all leads and
cross selling opportunities for the sales team.
- Work jointly with CB products team to
structure customers offering based on need analysis, recommend and defend
price change requests.
- Generate liabilities through cheap fixed
deposits from the scheme companies and individuals.
- Analyze the potential customer’s
financial position and prepare a credit paper for facilities approval.
- Management of the arrears within their
portfolio to be below 4% of total book.
- Follow up for timely submission of
company’s monthly payments by the 10th of every month.
Relationship Management – 15%
- Maintain a stable relationship with the
companies’ key contacts by providing quality service and maintaining high
visibility through regular courtesy calls and business lunches.
- Maintain an updated record on the scheme
portfolio to prevent lost sales.
- Liaise with business development teams to
identify opportunities within their portfolios and to deepen relationships
with the existing bank customers.
- Develop and manage relationships with
decision makers and key opinion leaders within the scheme portfolio.
- Engage the sales teams regularly to drive
sales activities.
- Manage customer relationships and deliver
exceptional service experience by providing feedback on products, approval
criteria per scheme and queries as well as carry out courtesy calls in all
allocated schemes within the agreed SLAs.
- Plan for and attend service open days
within selected scheme companies to handle queries.
Compliance – 10%
- Ensure complete disclosure to the
customers in terms of accreditation and total credit.
- Ensure that all signed companies have
allocated limits and dully signed check-off agreements as well as follow
up on any breach of agreement with the Legal team.
Business Management – 10%
- Utilize MIS to monitor operational
activity, progress and results-taking actions where required.
- Monitor and manage business, ensuring
that the sales activities and tactics are monitored and adjusted as needed
to remain competitive and to secure an increasing market share.
Human Resource – 10%
- Facilitate and manage the work context
for best practice and knowledge sharing to achieve business objectives.
- Encourage open communications with team
members and escalate issues where necessary as well as maintain active
team engagement.
Qualifications
Knowledge: Skills and Experience
required for this Role
Job Knowledge
- Excellent understanding and
interpretation of financial information
- Working knowledge of the Bank’s products,
services
- Good understanding of the banking
industry trends, regulations, banks processes & operating procedures.
Job Experience
- At least 5 years’ successful experience
in sales and acquisition, preferably in the banking industry. Three (3)
Years should have been at a Managerial level while managing a team of
relationship managers.
Education
- A bachelor’s degree is a mandatory
requirement. Any additional professional certification in marketing or
related Business, statistics or a related field will be an added
advantage.
- A master’s degree in a business-related
field will also be an added advantage.
Competencies required for this
Role
- Delivering results and meeting customer
expectations
- Entrepreneurial and commercial thinking
- Relating and networking
- Persuading and influencing
- Achieving personal work goals and
objectives
- Working with people
- Presenting and communicating information
- Planning and organizing
How To Apply