Head of Asset Finance

JOB SUMMARY

Role/person specificationQualificationACIB qualificationAccountancy qualificationMBAExperienceManagerial experienceExperience in team leadershipSubstantial experience in sales and customer relationship managementKnowledge and SkillsAsset Finance knowledge will be beneficial but not essentialStrong knowledge of the corporate banking product set – detailed knowledge of lending and risk assessment proceduresGeneral knowledge of the banking and financial environment as a whole is desirableDevelopment of excellent communication skills, external and internalExpertise in corporate products, lending, and the risk assessment procedureStrong structuring and negotiation skillsDetailed knowledge of local taxation laws and practice, including VAT

RESPONSIBILITIES

Accountability: sales, service and customer relationship management - Time split%: 50%Managing and leading customer relationshipsManaging all Asset Finance customer relationships, dealing with issues proactively and reactivelyWorking in close cooperation with Relationship Teams, to provide a world-class Asset Finance offering to customersManaging dealer and supplier relationshipsMaking product presentations to prospective customersDeal structuringSupporting Relationship Teams, structuring deals according to tax position to best advantage the Bank and customersNegotiate transactions with customersSalesDelivering excellence in sales, developing new leads from outside the BankUsing the existing corporate network to maximise sales to Bank customersPerforming to plans as agreed, to drive profitability and increase market shareDeveloping the profile of Asset Finance in KenyaDeveloping and maintaining a leads databaseAchieving the Asset Finance targets set for the entire countryDriving the growth of the Asset Finance book from a nil basis to £9.3m by the end of 2004Liaison with Relationship TeamsSupport Corporate and Business Teams in the development and implementation of new Asset Finance products and servicesHosting customer meetings to sell Asset Finance, to ensure maximum taxation and structuring benefits are achievedTraining and development, coaching of corporate staff to ensure awareness of Asset FinanceManaging the AON insurance relationshipManaging the AON relationship for insuring assets financed, including the identification of insurance needs to add value to customer relationships and reduce customer operational risks.Relationship buildingBuilding relationships across the business, both internally and externallyLiasing with staff at all levels up to Managing DirectorBuilding relationships with KBIs to encourage sales of the product setAccountability: Risk Management - Time split%: 10%Managing the portfolio of the Asset Finance Unit, ensuring that risk profiles (book mix) are managed by sales of the correct products within approved risk management criteriaWorking in close relationship with CRST and Relationship Teams in drafting credit applicationsAccountability: Staff management - Time split%: 20%Staff managementProvide a point of leadership for Asset Finance operationsCoach, develop and motivate staff in the Asset Finance UnitPerformance management of Asset Finance Unit staffWhile the team is not large, the ultimate responsibility of the role holder is substantialTraining & developmentResponsibility for training and development for Asset Finance Unit staffOverall responsibility for the training and development of staffAccountability: Operational management - Time split%: 10