Vacancies at Absa Bank Limited

Job Summary

To develop tactical strategy and delivery plans, formulate associated practice/s and to ensure operational implementation and adaption i.t.o. investment methodology, governance and delivery objectives.

Job Description

Head, Global Markets Sales - Retail and Business Banking (RBB)

Job Purpose:

• To support the Director, Global Markets Sales in the delivery of aligned Global Markets Sales strategy that takes account of the financial performance and function’s health.

Key Accountabilities

Financial Performance- 80%

• Under the guidance of the Director, Global Markets Sales actively participating in the implementation of the Market Sales Strategy in line with the Absa Market Sales Strategy and Country sales requirements.
• Acting as the primary point of contact for both internal (Business banking & Retail) and external Markets Sales clients, while ensuring regular face-to-face engagements with the respective teams to promote teamwork.
• Continuously monitor the overall Markets Sales RBB business performance (Finance, Risk, Compliance, HR) and advise Head of Markets Sales of any possible deviations and the actions that have been created to address this.
• Support the Head of Markets Sales to achieve customer service standards.
• Management of the Markets Sales RBB Dealers
• Own the delivery of the Markets Sales RBB budget that includes FX flow and solutions targets.
• Own the delivery of the Markets Sales RBB digital targets

Key actions to include:

• Managing Markets Sales Retail and Business Banking Segment portfolio to generate strong growth and sustainable returns over the business cycle.
• Assisting the Head of Market sales in achieving strategic and tactical objectives
• Collaborate with internal and external stakeholders to create value and achieve business goals.
• Providing periodic reporting on client growth, volume, and profitability in the Markets Sales RBB portfolio.
• Periodically providing detailed Management Information to the Head, Global Market Sales on the composition, performance, and profitability of the client portfolios.
• Assisting the Head of Market sales with any ad-hoc reporting requests

Key actions to include:

• Revenue growth for the portfolio through building of a structured FX flow business and product diversification.
• Acquiring new retail, business banking and commercial forex clients
• Identify and establish new relationships, consistent with the bank`s commercial objectives
• Collaborate with internal and external stakeholders to create value and achieve business goals

Risk Management Products:

Key actions to include:

 Product diversification.

• To actively market defined products offering
• Play a leading role in local market development efforts relating to Markets product offerings.

Customer Obsession- 5%

Uphold market leading customer standards (internal/external)

• Giving superior customer service
• Expanding the customer base as is appropriate.
• Undertaking customer visits (and joint customer visits with the coverage teams)
• Show case risk management solutions to clients.
• Actively participating in client events, including trainings and seminars, and Entertaining clients as permitted under the bank and group compliance policies.
• Conversion of dormant clients to active clients

Efficiency and Governance- 5%

Adherence to rules/policies

• Adhere to all applicable Absa frameworks, policies, and procedures, demonstrating sound judgement and responsible risk management, and when required, highlight breaches and request dispensations & waivers on a timely basis.
• Refrain from behaviors and conduct that could be detrimental to our external and internal clients – SELF and RBB sales team.
• Ensure that Counterparty credit limits are not exceeded.
• Ensure FX Trades supporting documents requirements are met.
• Ensure all FX tickets booked are utilized.

Digital Transformation- 5%

• Ensure clients are onboarded on/ and utilize Markets Sales digital platforms. 

Talent Management- 5%

• Team management: Includes team motivation, colleague wellness, development plans, leave management etc

Preferred Qualification

• Post – graduate degree in commerce, Finance, Economics (or related course) will be an added advantage
• ACI Dealing certificate

Preferred Experience

• Experience in foreign exchange dealing, managing retail and business Banking Clients and financial markets risk management solutions.
• Strong commercial acumen
• Understanding of the policies, ethical issue of Markets Sales
• Track record of leading high performing teams
• Customer service skills
• Problem solving skills

Knowledge and Skills

• Portfolio management, customer service, regulatory environment, Financial Markets happenings

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Job Summary

To drive revenue growth and expanding market share for Absa Bancassurance within the insurance industry through building and maintaining profitable client relationships, identifying new business opportunities, and implementing effective strategies to achieve organizational goals.

Job Description

Key accountabilities/Deliverables/Outcomes

Revenue Contribution

• Lead generation and conversion to achieve annual budgets.
• Collaboration with coverage teams to scope insurance opportunities.
• Client engagements to position Absa Bancassurance competitively.
• Business retention.
• Customer Service and Claims management.
• Organic growth and upselling.
• Innovation on products and solutions
• Internal & external stakeholder management and partnership 

Management of Bank's Insurance Program

• Advisory and Risk Analysis of Bank's Insurances.
• Review and re-design of cover structures.
• Commercial analysis and recommendations.

People Management

• Leadership and team collaboration.
• Capacity building.
• Skills empowerment.
• Reward and Recognition.

Processes and Compliance

• Adherence to processes and compliance to Absa policies.

Role/person specification

Qualification

• Bachelor’s Degree

Preferred Experience

• A strong understanding of the insurance industry.
• Profiling and review of insurance contracts.
• Demonstrated experience in sales and business development
• Proven track record in business development
• Strong strategic planning to create and execute business strategies 
• Establishing and maintaining strong partnerships with clients and stakeholders
• 5+ years in providing insurance advisory.
• 3+ years in a leadership position

Knowledge and Skills

• Knowledge of market trends and competitive landscapes
• Lead generation, prospecting and closing deals
• Excellent interpersonal and relationship building skills
• Proficiency in conducting market research analyzing industry trends
• Effective communication and presentation skills
• Ability to articulate value propositions and services to potential clients
• Identifying opportunities for growth and expansion
• Ability to influence key decision makers to secure business opportunities and partnerships
• Understanding of insurance underwriting to assess risk and determine appropriate solutions
• Experience in leading and collaborating with cross-functional teams
• Willingness to adapt to evolving and emerging insurance landscape
• Identify innovative approaches to meet market demands and stay ahead of competitors

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Job Summary

• To manage and sustain a relationship with 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.

Job Description

Main accountabilities and approximate time split

Sales 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-on 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 products that are most effective in meeting customers’ 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.
• 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 products that are most effective in meeting customers' 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 25%

• Research, create, and follow up on a target list for potential new business.
• Identify priority customers using the Customer Prioritization Guidelines to assess their present and potential contributions.
• Gather all the required information that is needed to prepare and assess credit applications.  The role holders will be expected to input certain key information such as judgmental information (They will work closely with SME Credit)
• 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.

Staff Management: Time split 5%

• Day-to-day support to Enterprise Bankers and branch staff in the provision of consistent service quality and risk. 
• Manage your own leave plan.
• Offer support as per business request.

Risk & Control Objective 

“Ensure that all activities and duties are carried out in full compliance with regulatory requirements, Enterprise-Wide Risk Management Framework, and internal Absa Bank Kenya Plc Policies and Policy Standards. Understand and manage risks and risk events (incidents) relevant to the role.”

Role/person specification

Qualification

Education: Business Degree

Preferred Experience

• 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 products, a good knowledge will be required sufficient to: -
  • Recognize the changing needs of the customer.
  • Identify 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 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 and Skills

Must have good knowledge of: -

• Enterprise Banking
• customer relationship management
• Team management