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.

KEY 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.

KEY COMPETENCIES:

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