Business Development Manager, Asset Based Finance job at Absa Bank

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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 the BB segment of the bank (SME Enterprise and SME Micro).

• 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.

• 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.

• To implement sales plans/actions/ promotions and identify sales opportunities and ensure compliance objectives are adhered to.

Job Description

Business Development (70%)

• Responsible for the achievement of RBB 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 Commercial Banking, SME and Branch teams and Credit 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 RBB 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.
• Signing of VAF schemes in target companies alongside Absa@work RMs

Rigor/compliance (5%)

• 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 (15%)

• Managing relationships with stakeholders. Internal: RBB business teams, credit and securities colleagues to drive business. External: Customers, dealers, insurers, tracking companies, auctioneers and other agents.
• Dealing with branches, operations teams to ensure full understanding of the ABF process & procedures.
• Providing general support to the other asset finance 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 (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.

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.

• Responsible for the achievement of RBB 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 Commercial Banking, SME and Branch teams and Credit 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 RBB 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.
• Signing of VAF schemes in target companies alongside Absa@work RMs
• 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.
• Managing relationships with stakeholders. Internal: RBB business teams, credit and securities colleagues to drive business. External: Customers, dealers, insurers, tracking companies, auctioneers and other agents.
• Dealing with branches, operations teams to ensure full understanding of the ABF process & procedures.
• Providing general support to the other asset finance 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.
• 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.
• 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.

• Sales action plans
• Prospecting
• Relationship management
• Sales planning
• Sales activation
• Customer sensitization
• Performance tracking
• Stakeholder engagement
• Product knowledge
• Compliance
• Market intelligence
• Data mining
• Dealer management
• Bancassurance support
• IPF product support
• Brand visibility
• Service delivery improvement
• Complaint management

• Higher Diplomas: Business, Commerce and Management Studies (Required)