Transactional Banking Sales Manager-Financial Institutions

Overview

Empowering Africa’s tomorrow, together…one story at a time.

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.

My Career Development Portal:
Wherever you are in your career, we are here for you. Design your future. Discover leading-edge guidance, tools and support to unlock your potential. You are Absa. You are possibility.

Assist in articulation, ownership, and execution of the TB Strategy for Financial Institution (FI) portfolio in Kenya.

To lead and manage senior level client interaction and sales.

Manage and deliver business objectives for the portfolio of clients assigned in this segment.

Manage and grow TB business each year across the portfolio of clients.

Manage the returns while employing sound risk management disciplines.

Ensure that all activities and duties are carried out in full compliance with regulatory requirements, Enterprise-Wide Risk Management Framework and internal Absa Group Policies and Policy Standards.

Understand and manage risks and risk events (incidents) relevant to the role.

• Accountable for the delivery of TB revenues from portfolio of clients assigned in FI.
• Develop and execute the sales strategy to deliver the revenue ambition through the portfolio of existing and target clients in FI.
• Increase client penetration and revenues for the bank by actively promoting the bank’s network and product capabilities (cross selling). Replicate TB solutions and successes within the portfolio.
• Lead the team to achieve quantitative and qualitative performance objectives for your portfolio. Leverage the existing sales tools and techniques to identify opportunities for new/incremental business - account planning and pipeline management to achieve sales/revenue targets.
• Maintain a detailed and up to date knowledge of the bank’s comprehensive products capabilities and their application to clients’ needs and use this knowledge in structuring of solutions.
• Set SMART individual objectives that are in line with and seek to achieve the overall objectives.
• Ensure smooth interaction and communication with Customer Support team, product development and customer services teams within FI teams across the Absa Group. Drive alignment with key stakeholders; TB teams across multiple geographies to achieve TB priorities
• Maintain high performance standards and role model behaviours that demonstrate the bank values

• Working with the FI operations teams locally and at the group to deliver world class customer service practices and ensure adherence to Absa service standards.
• Work with the FI coverage teams to develop relationship account plans for their customer portfolios.
• Achieve operational rigor excellence in all aspects of procedures and processes undertaken to ensure 100% compliance.
• Minimize potential for fraudulent applications by following each product criteria.
• Ensuring that pricing is authorized by Transaction Baking Head, agreed with Customer, and properly set up to ensure 100% collection upon product/customer set up.
• Follow the TB end-to-end product set-up process ensuring new set-ups are authorized and properly set up.
• Ensure compliance with operations risk & rigour requirements e.g., Health & Safety standards and security of premises.

• Postgraduate or equivalent academic qualifications
• Over 5 years banking experience, majority of which must be in Cash and Trade.

• FI Cash and Trade product knowledge
• Solid and proven frontline transactional sales experience across Trade Finance (documentary trade products i.e., LCs, bonds & guarantees; bank & country risk products), & Cash Management (Regional/Local payments, receipts and liquidity management structures, system infrastructure, etc.)
• Skills for analyzing and formatting data provided by Finance and other sources
• Strong sales management skills and experience, ideally with relevant banking or…