Public Sector Relationship Manager at ABSA Bank Tanzania 1 applications

Public Sector Relationship Manager at ABSA Bank Tanzania

Absa Group  Tanzania

About the job

Bring your possibility to life! Define your career with us

With over 100 years of rich history and strongly positioned as a local bank with regional and international expertise, a career with our family offers the opportunity to be part of this exciting growth journey, to reset our future and shape our destiny as a proudly African group.

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Job Summary

Identify and drive business development in public sector, primarily with new and existing customers across Tanzania
Assist Key Account Director with product knowledge, sales research, customer relationship development, and research into solutions to meet customers’ needs using market and industry information and risk management for the portfolio(s)
To manage the co-ordination of evaluation and execution of large, structured transactions, in collaboration with product and sector experts.
Develop practical and appropriate credit solutions (or Lending structures) through understanding customer needs
Monitor and control nominated accounts within Key Account portfolios
Assist Key Account Director in business development activities, business planning, customer acquisition and strategy
Business research, marketing, advertising & sponsorship campaigns, production of MI, Pricing and covenant structures

Job Description

Main accountabilities and approximate time split

Relationship Management Planning 20%

Prepare annual Customer Relationship plans for all customers. Including input from product specialists and Credit Risk teams. This will ensure a consistent and co-ordinated marketing approach from across the Group to the portfolio
Review the Relationship Plans to create a recommended action plan for each quarter, relating primarily to the Operational Product Set and focus on increasing wallet share
Assist in the communication and implementation of any actions to improve service in respect of complaints/compliments received

Deal Origination & Business Development 20%

Research current & new markets, identify target names, prepare client strategies
Establish & co-ordinate tenders, advertising, marketing and sponsorship campaigns
Prepare deal pitch documents and support Head Public Sector in delivering presentations to customers
Undertake financial analysis to develop optimal funding and product solutions
Sales & Service 20%
Assist in the planning and co-ordination of any marketing approaches for new business and actively develop existing relationships
Determine the products that most effectively meet customer needs and be able to sell, at short notice, on a proactive and reactive basis
Drive strategic targets through the implementation of group, central and local campaigns.
Attend team meetings on a regular basis to maintain dialogue/sharing of information to ensure up to date knowledge of market place, business development activity/initiatives, competitors and people issues etc.
Develop and maintain contacts with Public Sectors customers.
Identify cross selling opportunities & ensure followed up
Proactively anticipate, respond to and seek to exceed the expectations of customers

Customer/KBI Contact 20%

Support seminars for customer and KBIs to provide information and trail new products to meet future customer requirements
Use feedback gained on Product /Service offerings to inform / identify and contribute to the development of distinctive service/product offerings which would be appropriate to the industry
Support the Head of Public Sector in the sale of complex solutions using a diagnostic approach. This will require the jobholder to have an in-depth understanding of customer needs and to take a holistic view of the customers business
Attend customer visits with the Head of Public Sector and/Head of CIB
Develop, monitor and maintain good working relationships with contacts within own network of KBIs
Provision of information on a customer’s business via research using various sources e.g. trade journals / brokers reports / Internet / Bloomberg and rating agencies

Business & Risk Management 20%

Attend meetings with customers, investment banks, rating agencies and professional advisers with and without the Head of Public Sector.
Undertake research using market and industry information and investigate matters to facilitate lending decisions
Work with Corporate Credit Managers to manage the evaluation and execution of large structured transactions
Proactively contribute to embedding agreed change management initiatives in support of process and quality improvements & cost reductions
Assess customers businesses, through the analysis of Business and Credit risks associated with the provision of the Bank’s products and services to the customer
Provide guidance on credit appetite and consulting with Specialist Credit team as appropriate

Risk and Controls Objectives

Manage risk and control effectively by applying applicable risk frameworks and embedding a positive risk culture
Understanding of own role in the end to end processes in which you play a part, including applicable risks and controls.
Adhere to Absa’s policies and procedures applicable to own role, demonstrating sound judgement and responsible risk management.
Report all risk events / incidents / issues using the defined process for your business area and help to understand why these happened and how to prevent them in future. Proactively look for ways to improve the control environment by considering what could go wrong in the processes you operate and how errors could be prevented.
All mandatory training completed to deadline

Technical Skills/Competencies:

Skills required to undertake the role:
General banking skills including the ability to discuss strategic financial advice
Developed Business awareness-to include impact of general economic change on a Corporate’s business
Credit Risk Understanding
Product Knowledge
Analytical and numerate
Presentation skills
Negotiation skills
Inter-personal skills
Communication skills, both oral & written
Good grasp of IT skills including word, excel, access, power point
Customer Service focus and attention to detail

Competencies:

Leadership
Communications and influence
Service excellence
Drive for results
Relationship/partnership approach
Orientation to learn
Customer/ market perspective
Problem solving/decision making
Quality/ high standards & controls
Corporate/ entrepreneurial
Technical skills and knowledge
Planning & organising

Knowledge and Expertise

Detailed knowledge of the core products and specialist products offered by the team
Good knowledge of products and services offered by other areas of the Absa Group, including Absa Capital, which are frequently used by Complex/Public customers, including features, tariff/pricing and availability
An ability to identify opportunities where liaison with product specialists across the Group would produce a multi-product integrated solution for the customer
Good understanding of the policies and strategies across the Group as they relate to the demands of the team’s customer base
Working knowledge of all aspects of the industry/sector
Understanding of the macroeconomic factors affecting the industry
Internal instructions/procedures including Head office instructions, Corporate Services Guide, Guide to Corporate Lending and Business Risk policy
In depth business awareness and specific industry/country/International awareness
Awareness of legislation affecting the Bank and customers (including Data Protection Act, Companies Act, Insolvency Act, Financial Services Act) and have the highest regard for confidentiality
Business development skills
Understanding of impact and implementation of marketing and sponsorship activity
Experience of winning new business, being proactive

Experience, Qualifications And Other Requirements Specific To The Role

Ability to network effectively both internally and externally and maintain/develop relationships with KBIs, product specialists and other key figures in the business community.
Likely to have previously undertaken a role with customer contact in a similar market place for at least 2 years developing business awareness
Likely to have broad business and sales experience building and managing relationships within a customer base segmented from the Larger Corporate arena
Jobholder will have a broad understanding of corporate business and financial issues and have demonstrable experience that such knowledge has successfully been used in a sales environment

Additional details of exceptional aspects of the demands of the role

Business development plans will need to be developed and implemented into a selective customer base of the Bank’s most sophisticated and complex customers. Sales activity will be highly demanding both in terms of the market place, which is very competitive, and the need to structure banking proposals for a critical customer audience. Customers will be sophisticated, demanding of excellent and highly professional service
The role requires a high level of interpersonal skills demonstrated by good oral and written communication and a team player who is friendly and confident when dealing with customers including presentations relating to Bank products and services
The nature of the job requires the applicant to work to tight deadlines and have excellent interpersonal skills

Absa Values

Absa’s Values and Behaviours represent the set of standards which governs the actions of all of us who work for the bank and against which the performance of every one of us in Absa are being assessed and rewarded:

• I drive high performance to achieve sustainable results
• I’m obsessed with customer
• I have an African heartbeat
• I believe our people are our strengths

Education

Bachelor`s Degrees and Advanced Diplomas: Business, Commerce and Management Studies (Required)

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