Business Development Manager - Asset Finance

Job Summary

• The purpose of this role is to have a dedicated resource with the appropriate skills and knowledge to support the Asset Finance strategy in the RBB segments of the bank.
• Responsible to Head of Asset Finance with general management, Business development, and relationship management ability.
• The 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
• To ensure compliance objectives are adhered to

Job Description

Key accountabilities and time split.

Business Development (70%)

• 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 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 SLAs
• Conduct stakeholder training to increase product knowledge across the Bank

Rigor/compliance (5%)

• 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

  Stakeholder Management (15%)

• Managing relationships with RBB colleagues to drive business
• Dealing with outlets, and operations center 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 are in a position to 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 (5%)

• Collect market intelligence through research by reading articles, publications, the internet, word of mouth, and networking on 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

Education and experience required

• Degree in a business-related course
• 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

Competencies

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