Public Sector Relationship Manager at ABSA Bank Tanzania
Absa Group Tanzania
About the job
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Job Summary
Identify and drive business development in public sector, primarily with new and existing customers across Tanzania
Assist Key Account Director with product knowledge, sales research,
customer relationship development, and research into solutions to meet
customers’ needs using market and industry information and risk
management for the portfolio(s)
To manage the co-ordination of evaluation and execution of large,
structured transactions, in collaboration with product and sector
experts.
Develop practical and appropriate credit solutions (or Lending structures) through understanding customer needs
Monitor and control nominated accounts within Key Account portfolios
Assist Key Account Director in business development activities, business planning, customer acquisition and strategy
Business research, marketing, advertising & sponsorship campaigns, production of MI, Pricing and covenant structures
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Job Description
Main accountabilities and approximate time split
Relationship Management Planning 20%
Prepare annual Customer Relationship plans for all customers.
Including input from product specialists and Credit Risk teams. This
will ensure a consistent and co-ordinated marketing approach from across
the Group to the portfolio
Review the Relationship Plans to create a recommended action plan for
each quarter, relating primarily to the Operational Product Set and
focus on increasing wallet share
Assist in the communication and implementation of any actions to improve service in respect of complaints/compliments received
Deal Origination & Business Development 20%
Research current & new markets, identify target names, prepare client strategies
Establish & co-ordinate tenders, advertising, marketing and sponsorship campaigns
Prepare deal pitch documents and support Head Public Sector in delivering presentations to customers
Undertake financial analysis to develop optimal funding and product solutions
Sales & Service 20%
Assist in the planning and co-ordination of any marketing approaches for
new business and actively develop existing relationships
Determine the products that most effectively meet customer needs and be
able to sell, at short notice, on a proactive and reactive basis
Drive strategic targets through the implementation of group, central and local campaigns.
Attend team meetings on a regular basis to maintain dialogue/sharing of
information to ensure up to date knowledge of market place, business
development activity/initiatives, competitors and people issues etc.
Develop and maintain contacts with Public Sectors customers.
Identify cross selling opportunities & ensure followed up
Proactively anticipate, respond to and seek to exceed the expectations of customers
Customer/KBI Contact 20%
Support seminars for customer and KBIs to provide information and trail new products to meet future customer requirements
Use feedback gained on Product /Service offerings to inform / identify
and contribute to the development of distinctive service/product
offerings which would be appropriate to the industry
Support the Head of Public Sector in the sale of complex solutions using
a diagnostic approach. This will require the jobholder to have an
in-depth understanding of customer needs and to take a holistic view of
the customers business
Attend customer visits with the Head of Public Sector and/Head of CIB
Develop, monitor and maintain good working relationships with contacts within own network of KBIs
Provision of information on a customer’s business via research using
various sources e.g. trade journals / brokers reports / Internet /
Bloomberg and rating agencies
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Business & Risk Management 20%
Attend meetings with customers, investment banks, rating agencies and
professional advisers with and without the Head of Public Sector.
Undertake research using market and industry information and investigate matters to facilitate lending decisions
Work with Corporate Credit Managers to manage the evaluation and execution of large structured transactions
Proactively contribute to embedding agreed change management initiatives
in support of process and quality improvements & cost reductions
Assess customers businesses, through the analysis of Business and Credit
risks associated with the provision of the Bank’s products and services
to the customer
Provide guidance on credit appetite and consulting with Specialist Credit team as appropriate
Risk and Controls Objectives
Manage risk and control effectively by applying applicable risk frameworks and embedding a positive risk culture
Understanding of own role in the end to end processes in which you play a part, including applicable risks and controls.
Adhere to Absa’s policies and procedures applicable to own role, demonstrating sound judgement and responsible risk management.
Report all risk events / incidents / issues using the defined process
for your business area and help to understand why these happened and how
to prevent them in future. Proactively look for ways to improve the
control environment by considering what could go wrong in the processes
you operate and how errors could be prevented.
All mandatory training completed to deadline
Technical Skills/Competencies:
Skills required to undertake the role:
General banking skills including the ability to discuss strategic financial advice
Developed Business awareness-to include impact of general economic change on a Corporate’s business
Credit Risk Understanding
Product Knowledge
Analytical and numerate
Presentation skills
Negotiation skills
Inter-personal skills
Communication skills, both oral & written
Good grasp of IT skills including word, excel, access, power point
Customer Service focus and attention to detail
Competencies:
Leadership
Communications and influence
Service excellence
Drive for results
Relationship/partnership approach
Orientation to learn
Customer/ market perspective
Problem solving/decision making
Quality/ high standards & controls
Corporate/ entrepreneurial
Technical skills and knowledge
Planning & organising
Knowledge and Expertise
Detailed knowledge of the core products and specialist products offered by the team
Good knowledge of products and services offered by other areas of the
Absa Group, including Absa Capital, which are frequently used by
Complex/Public customers, including features, tariff/pricing and
availability
An ability to identify opportunities where liaison with product
specialists across the Group would produce a multi-product integrated
solution for the customer
Good understanding of the policies and strategies across the Group as they relate to the demands of the team’s customer base
Working knowledge of all aspects of the industry/sector
Understanding of the macroeconomic factors affecting the industry
Internal instructions/procedures including Head office instructions,
Corporate Services Guide, Guide to Corporate Lending and Business Risk
policy
In depth business awareness and specific industry/country/International awareness
Awareness of legislation affecting the Bank and customers (including
Data Protection Act, Companies Act, Insolvency Act, Financial Services
Act) and have the highest regard for confidentiality
Business development skills
Understanding of impact and implementation of marketing and sponsorship activity
Experience of winning new business, being proactive
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Experience, Qualifications And Other Requirements Specific To The Role
Ability to network effectively both internally and externally and
maintain/develop relationships with KBIs, product specialists and other
key figures in the business community.
Likely to have previously undertaken a role with customer contact in a
similar market place for at least 2 years developing business awareness
Likely to have broad business and sales experience building and managing
relationships within a customer base segmented from the Larger
Corporate arena
Jobholder will have a broad understanding of corporate business and
financial issues and have demonstrable experience that such knowledge
has successfully been used in a sales environment
Additional details of exceptional aspects of the demands of the role
Business development plans will need to be developed and implemented
into a selective customer base of the Bank’s most sophisticated and
complex customers. Sales activity will be highly demanding both in terms
of the market place, which is very competitive, and the need to
structure banking proposals for a critical customer audience. Customers
will be sophisticated, demanding of excellent and highly professional
service
The role requires a high level of interpersonal skills demonstrated by
good oral and written communication and a team player who is friendly
and confident when dealing with customers including presentations
relating to Bank products and services
The nature of the job requires the applicant to work to tight deadlines and have excellent interpersonal skills
Absa Values
Absa’s Values and Behaviours represent the set of standards which governs the actions of all of us who work for the bank and against which the performance of every one of us in Absa are being assessed and rewarded:
- I drive high performance to achieve sustainable results
- I’m obsessed with customer
- I have an African heartbeat
- I believe our people are our strengths
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Education
Bachelor`s Degrees and Advanced Diplomas: Business, Commerce and Management Studies (Required)
