Business Development Manager-ABF

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 CIB and BB segments of the bank.
• 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

Key Accountabilities/Deliverables/Outcomes

Business Development: Time Split 70%

• Responsible for the achievement of the CIB and BB Asset Finance revenue and Balance sheet targets as agreed.
• Work with the assigned team of RMs/Branches to ensure that NTB Asset Finance requirements are sourced and underwritten as per agreed timelines.
• Work with Trade Finance team to ensure that all Letters of Credit 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 CIB, Credit and BB teams on Asset Finance opportunities (including Leasing 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 CIB and BB customers and ensuring the TATs with customers are adhered to.
• Monitoring and evaluation business strategies set.
• Dashboard management with relevant MI teams to confirm accuracy of management reports on sales activities.
• Identifying cross and up sale opportunities and track performance
• Work with the Head of 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 SLA’s.
• Conduct stakeholder training to increase product knowledge across the Bank.

Rigor/compliance: Time Split 10%

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

  Stakeholder Management: Time Split 15%

• Managing relationships with CIB and BB colleagues to drive business.
• Dealing with outlets, operations centre to ensure 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 can manage queries and complaints and get them resolved in a timely manner.
• Active participation to ensure the team is achieving the desired targets.

 Market Intelligence: Time Split 5%

• Collect market intelligence through research by reading articles, publications, internet, word of mouth and networking in a daily basis 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 for information regarding competitor’s scheduled activities.

Role/person specification

Preferred Qualification

• Bachelor’s degree in a business-related course

Preferred Experience

• Five (5) 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 skills

Behavioural Competencies

• Deciding and initiating action
• Persuading and influencing
• Adapting and responding to change
• Relating and networking
• Learning and researching
• Entrepreneurial and commercial thinking

Special work requirements

• Ability to create lasting relationships for continuous business referrals.
• Most complex decision that can be taken without referral to the manager
• Day to day administrative issues

Business change accountability

• Suggest change.

Finance/Resource accountability

• None