Job Summary

• The purpose for this role is to have a dedicated resource with the appropriate skills and knowledge to support the Asset Finance strategy in RBB segment of the bank specifically Retail and SME.
• Responsible to the Head– Asset Finance with general management, Business development and relationship management ability.
• Prospect, initiate and develop new asset finance relationships with the aim of achieving set AF and IPF targets and ensure the portfolio is within the banks PAR and NPL targets.
• Role will involve enhancing Asset Finance business development through effective sales action plans, ensuring all new business is sourced from Dealers, existing Clients and New to bank clients.
• To implement sales plans/actions/ promotions and identify sales opportunities and ensure compliance objectives are adhered to

Job Description

Accountability: Business Development

• Responsible for the achievement of the RBB Asset Finance revenue and Balance sheet targets as agreed.
• Support the assigned team of RMs/Branches to ensure that NTB Asset Finance requirements are sourced and underwritten as per agreed timelines.
• Support and work with the Trade Finance team to ensure that all Letters of Credit to customers/facilities maturing into ABF are dealt with accordingly and on a timely basis.
• Joint customer visits with BMs/ RMs to understand Asset finance needs and tailor customer-led solutions.
• Ensure Weekly, monthly, and quarterly performance tracking is shared with all stakeholders.
• Regular engagements with the Credit and RBB teams on Asset Finance opportunities
• Have Sales activations and customer sensitization(quarterly) in partnership with partners to increase uptake and leverage on Bank customers’ activities to position the same.
• Relationship management with Dealer partners for effective service delivery
• Servicing RBB customers and ensuring the TATs with customers are adhered to.
• Monitoring and evaluation of business strategies set.
• Dashboard management with relevant MI teams to confirm the accuracy of management reports on sales activities.
• Identifying cross and up-sale opportunities and tracking performance
• Work with Head- Asset Finance to ensure strategy deliverables are properly documented and monitored.
• Responsible for call reports on customer visits.
• Ensure all documentation is correctly completed, collected, and submitted as per procedure manuals and SLAs.
• Conduct stakeholder training to increase product knowledge across the Bank.
• Signing of VAF schemes in target companies alongside Absa@work RMs

Accountability:  Rigor/compliance

• Ensure all regulatory requirements are met by ensuring compliance with the Banking act and SLAs.
• Ensures review and escalation if required, of Sales administrative issues.
• Responsible for compliance with business procedure manuals
• Ensuring all complaints are reported, tracked, and resolved as per SLA by the Head office.
• Ensure compliance with the Snap checks process and internal audit.

Accountability:  Stakeholder Management

• Managing relationships with RBB colleagues to drive business.
• Dealing with branches, and operations teams to ensure a full understanding of the ABF process & procedures.
• Providing general support to the other Colleagues as and when required
• Work with Branch managers to ensure that branch colleagues are able to manage queries and complaints and get them resolved in a timely manner.
• Active participation to ensure the team is achieving the desired targets.

Accountability:  Market Intelligence

• Collect market intelligence through research by reading articles, publications on the internet, word of mouth, and networking daily to keep abreast of market development.
• Assess market opportunities with respect to competitor sales sources by remaining in touch with market forces and influences
• Dealer visits on a weekly basis to source information regarding competitor’s scheduled

Other Job-Related Activities

• Post approval documentation oversight and release letter follow up.
• Follow up of arrears and ensure a clean and sustainable loan book is maintained.
• Loan progress tracking.
• Management and growth of existing portfolio and mining data
• Dealer management i.e. on-boarding, training, conflict resolution and scheme management
• Management of Asset Finance specialist Direct Sales Representatives stationed in the region.
• Support business growth for Bancassurance and IPF products.
• Work with marketing team on brand visibility.
• Ensure various agreed processing TATs are met, and SLA agreements fulfilled
• Constantly training and guiding branches (AF champions) to improve service delivery.
• Complaint Management
• Gather market and competitor intelligence.

Preferred Qualifications

• Bachelor’s degree in a business-related course

Preferred Experience

• Three (3) experience in the Banking industry with exposure to Asset finance, Insurance Premium Finance sales, and Relationship management

Knowledge and Skills

• Credit appraisal principles
• Marketing/sales skills
• Negotiation skills
• Bank operations/procedures
• Client relationship
• Good interpersonal/communication skill

Education

Further Education and Training Certificate (FETC): Business, Commerce and Management Studies (Required)