Job Purpose
To ensure an in-depth understanding of all customers in his/her portfolio, using the Customer Value Analysis Tool (CVCA), in order to effectively meet the needs of the customers.
To execute the Commercial Banking Customer Value Proposition (CVP), Industry Value Propositions (IVPs), initiatives and activities aimed at optimising both customer experience and profitability for the bank.
To execute an effective relationship management strategy in line with overall Commercial Banking strategy of leading with Transactional Banking.
Ensure that close personal attention is given to provide a full array of customised financial solutions and services tailored to meet the growth needs and potential of the portfolio.
To grow and retain a portfolio of high value Commercial Banking relationships by performing a proactive and value adding portfolio management.
Achievement of financial and non-financial targets for the portfolio.
Key Responsibilities/Accountabilities
Developing and driving a sales strategy around growing and servicing client
Annual Strategic direction to drive sales and grow customer base
Target allocation for branches to achieve revenue and client targets
Taking ownership of revenue figures
Achievement of Sales Targets
Assigning of sales targets to branches and individuals as per sales strategy
Daily sales revenue reports on file
Growth in Volumes of Sales and Purchases
Creating and developing relationship with significant clients
Client interfacing and entertainment
Client entertainment activities
Call reports on file
Increase repeat business
Increased walk in customers
Exchange Rate Risk Management and Margin Management
Daily production of exchange rates for trading
Negotiating of exchange rates with customers
Quoting for and closing of deals
Position Management
Ensuring Trading limits and mandates are allocated to each branch and individuals
Co-ordination and facilitation of structured products
Identifying suitable products for the Bureau and ensuring effective roll out across all branches
Work on business cases and scenarios for approval of new products by the board
Selling new products to clients
Working with RMs and respective bank stake holders to sell bank products that will enhance the Bureau Business
Branch Performance Management
Ensure Branches are meeting their sales targets for meeting the overall revenue target
Effective people management to enhance sales
Ensure availability of cash stock in the branches for selling to clients
Ensure effective contracting for performance management
Minimum Qualification and Experience
University Degree in relevant field/ ACCA
2 Years branch banking experience, with exposure to customer service.
Knowledge/Technical Skills/Expertise
In depth understanding of International Financial Reporting Standards.
Technical Competencies
Deal Set-up and Administration
Deal or Trade Life Cycles
Exceptional Handling
Client Engagement
Complaint Handling
Compliance
Capital markets
