SME Lariba Relationship Management – Coast Region at Absa Bank Limited

Job Description (adsbygoogle = window.adsbygoogle || []).push({}); Absa Bank Limited (Absa) is a wholly owned subsidiary of Barclays Africa Group Limited. Absa offers personal and business banking, credit cards, corporate and investment banking, wealth and investment management as well as bancassurance. Job Summary To Manager and sustain relationships of La Riba Business Banking customers, building long-term relationships founded on efficient and reliable support for their business. This is achieved particularly through quick risk decisions and managing consistency and quality of operational service.The primary objective is to maximize sustainable risk-adjusted / EP portfolio contribution.The jobholder will additionally be responsible for business development both with new customers and with his/her existing portfolio. Main accountabilities and approximate time splitSales and Service: Time split 70% Conduct an annual review of customers’ borrowing facilities (and interim review if customer circumstances [risk profile] dictate).Consult customer owners /managers on financial/credit issues and general business practices/ideas.Determine the key messages, e.g. agreed service standards, negotiated pricing, relationship team contact points (including introductions to new personnel), and new product changes. Calculating the most appropriate means of communicating them to customers.Deal with, and find resolutions for, customer complaints.Determine the appropriate La Riba products that are most effective in meeting customer’s needs and be able to sell these, at short notice, both reactively and proactively.Plan and coordinate any marketing approaches for new business and actively develop existing relationships. Coordinate approaches to the portfolio by businesses across the Group.Monitor and ensure adherence to risk service standards. Business Management: Time split 30% Research, create, and follow up on a La Riba target list for potential new business.Identify priority La Riba customers using the Customer Prioritization Guidelines to assess their present and potential contribution.Gather all the required information that is needed to prepare and assess credit applications. The role holder will be expected to input certain key information such as judgmental information (They will work closely with La Riba team,SME Credit & Product specialists)Monitor and control the quality of the portfolio using “Condition of Sanction” triggers where possible and in accordance with RM guidelines and Bank policy.Manage “Early Warning List” customers to reduce risk, following H.O. and Regional guidance provided.Adhere to procedures and guidelines within the BB RMCD. RequirementsTechnical skills / CompetenciesPersonal Attributes: Delivering and meeting customers’ needsManaging relationshipsPersonal organizationPlanning and organizingAdaptabilityWorking with othersDecisiveness and initiating actionActive listeningAnalytical thinkingJudgmentEntrepreneurial thinking Skills required to undertake the role: Relationship skillsRisk skillsGeneral Corporate skillsLeadership and team skillsProduct skillsCommunication skillsDelivering Results and meeting customer expectationsDeciding and initiating actionRelating and networkingPlanning and organizingPersuading and influencingWorking with peopleApplying expertise and technologyEntrepreneurial thinkingCoaching Knowledge of the bank’s products, services, and policies required to undertake the role: The job holder will be required to have a detailed knowledge of the core set of Business Banking products.For Complex La Riba products and concepts, good knowledge will be required sufficiently to:- Recognize the changing needs of the customer.Identify La Riba products/service that best satisfies customer need.Introduce the product/service.Coordinate the introduction of the relevant Group product specialist.Deal with customers directly as required. A good knowledge of the La Riba products & services available in the Personal Sector is also required to satisfy the individual financial needs of business owners/key individuals.The job holder will require a broad understanding of policies and strategies across the Group as they relate to the demands of the customer base. Knowledge, Expertise, and ExperienceMandatoryMust have good knowledge on:- Business Banking,Islamic Banking knowledgeShariah compliance productsCustomer relationship managementTeam management5 years’ experience in sales and 3 years in relationship management Must have attended License to lead programs D, C & G, Interviewing skills, PD Training, Coaching and mentoring, D&I Education: Business degree Training likely to assist effectiveness in the role, and which may have been completed prior to undertaking this role: Risk assessment and managementPresentation, influencing, and negotiatingCommunication Additional details of exceptional aspects of the demands of the role: Required to form relationships with customers, therefore minimum tenure will be 2 years.The job holder will need to be able to communicate in such as way as to ensure their ongoing credibility when dealing with financial controllers of companies, in addition to owner-managers.The jobholder’s portfolio will consist of a full range of Business Banking customers, including the more challenging customers, who will often be subject to competitive approaches from other banks.Business development activity will be similarly demanding.