Business Development Manager, Asset Based Finance

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.

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  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.

Education

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