Primary Location: ZA-Kwazulu-Natal
Job Type: Permanent/Regular
Posting Range: 15 Jan 2014 - 15 Feb 2014
Description
Job Purpose
Optimise the profit and economic value of portfolios of high
growth potential and banking requirements by focusing:
a) origination efforts to cross-sell to existing client
base; and
b) coverage efforts to service clients in accordance to the
Business CVP
Responsibilities
- Identify
and drive cross-sell opportunities by analysing available sales MI on VAPM
and by extracting opportunities from any client engagements.
- Make
effective use of the client planning and solutioning tools for the top 30%
of the portfolio to ensure in-depth understanding of client needs, in
order to provide client base with the best solutions.
- Achieve
cross-sell targets by actively participating in cross functional teams
(including but not limited to Sector and Product specialists) to find
client-centric solutions which must be formalised in strategic proposals
and presented to clients in accordance to the distinct Client Value
Proposition (CVP) for Enterprise Accounts.
- Follow
through on the lead generation identified from the BDL listing for
cross-sell opportunities.
- Track
and monitor the achievement of financial performance across portfolios by
utilising the (ESTPM) VAPM tools.
- Apply
risk-based pricing for all new cross- sell opportunities and assist the RE
with the pricing reviews in line with the ABB pricing policy
- Operate
and position ABB in a dynamic and highly competitive market place by
interacting with all relevant stakeholders driving key initiatives to
secure client retention and growth.
- Achieve
sales targets relevant to the strategic initiatives and drivers of the
Business Enterprise Accounts segment.
- Act
as the second point of entry in the absence of the Relationship Executives
- Conduct
regular client visits in accordance with the Business Enterprise Value
Proposition to increase the number of clients where Absa has the primary
transactional banker status, and initiate changes to ABB Product by
providing input into product development to better service our clients.
- Conduct
After-sales visits with clients within a month of on-boarding to ensure
effective sales and service delivery.
- Prepare
holistic, comprehensive, high quality call reports for distribution to all
relevant stakeholders and Credit to shorten the lead time of credit
applications.
- Make
use of middle- and back-office support networks to ensure effective
on-boarding and complete end-to-end service delivery.
- Maintain
overall ownership for servicing the client on all matters related to
cross-selling, by driving relevant internal support networks to ensure the
complete end-to-end service delivery. Escalate on deviations from Internal
Service Level Agreements (SLA's) to line management.
- Take
ownership of client complaints that originate from the TB's area of
responsibility and accountability and log on to the Client Compliment and
Complaints system as per the prescribed policy and procedure guidelines.
This will allow business to track actions to improve on service levels.
- Participate
in Cross Functional Team meetings, which includes the Relationship
Executive, Credit Analyst, Segment Support Client Control Team, Client
Service Consultant & Product & Sector teams, to ensure
co-ordination of client engagement and service delivery to clients
- Adhere
to the bank's policies and procedures and ensure compliance.
- Take
co-ownership of the portfolios risk management with Relationship
Executives by ensuring a good understanding of both the Bank's and the
clients regulatory and compliance environments.
- Responsible
for the obtaining and scanning of all KAMLS and other on-boarding
documentation.
- Ensure
that all outstanding collateral conditions have been met.
- Co-operate
and work well with others in the pursuit of organisational objectives and
team goals.
- Attend
team meetings and contribute fully, including suggestions for ways of
improving customer service and meeting targets
- Communicate
concerns or challenges that derive from team interactions in a
constructive and positive manner.
- Share
information and make others aware of information that may be useful to
them.
- Develop
supportive relationships with colleagues and create a sense of team
spirit.
- Take
responsibility for personal learning to help develop pro-active career and
life attitude Keep abreast of regulatory changes through regular training.
- Monitor
available L&D courses to develop your own training whilst helping
others in the team to develop theirs.
- Demonstrate
the willingness and ability to perform to the very best levels to ensure
personal alignment to ABSA's values and visions
Competencies
- Relating
and networking
- Creating
and innovating
- Delivering
results and meeting customer expectation
- Entrepreneurial
and commercial thinking
- Working
with people
- Persuading
and influencing
- Analysing,
Presenting and communicating information
Essential/Basic Qualifications
- NQF
level 6 or equivalent B Degree Commerce/Marketing/ Finance
- At
least 3-5 years of sales and financial experience in a commercial banking
environment.
- Be
Compliant to the FAIS Requirements
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