Summary
Date Posted: Monday, September 05, 2022 , Base Salary: Not Disclosed

JOB DETAILS:
Job Summary
• A member of the Corporate & Investment Banking Team and aligned with the ambition to be among the Top 3 Banks in Zambia. The job holder will be responsible for the management and development of relationships with corporate customers in the Corporate and Investment Banking segment covering our customer on the Copperbelt and North Western Province.
• Focus on deepening the wallet share of existing Customer Relationships as well as developing new Relationships (New-To-Bank) with a view of driving revenue and market share growth as well as cross sell. This will be achieved by ensuring Customers have access to the full suite of Absa’s products in addition to delivering World class Customer Service while maintaining a robust Control Environment.
• To maintain, grow and sustain quality relationships with existing and new corporate customers by ensuring that they utilize the suite of Absa’s products as appropriate for their business.
• To manage, grow and sustain a portfolio of Global, Local and Regional corporate customers segments corporate customers and building long-term relationships founded on efficient and reliable support for their business through quality Relationship Management. This is achieved particularly through quick turn around on credit decisions, managing consistency and quality of service delivery.
• The jobholder will be responsible for business development for existing and new corporate customers through Relationship Management.
• A primary objective is to cross sell the full suite of the Banks product set to corporate customers and aggressively drive customer primacy across all the customer segments
• Consistent with value-based management, the job holder will be measured on risk-adjusted portfolio contribution as well as other performance metrics including customer satisfaction and living the Absa values.

Job Description
• Leading the coverage team in Sales origination and execution of transactions across the full product suite.
• Spend a minimum of 75% of available time visiting existing and new to Bank customer’s
• Lead and coordinate the coverage teams in developing account relationship plans for key customers including sales, account plans, hunting list and contact strategy
• Work with specialist product teams like Trade Finance, Debt, Cash, Global Markets & Retail and Business Banking products to maximize sale of these products to corporate customers.
• Be instrumental in ensuring effective collaboration across local, regional and global stakeholders in driving business growth
• Achieve agreed sales targets for liabilities, assets, Return on Equity and income.
• Develop and implement proactive calling programme (both face –to-face and telephonic) for existing and potential customers.
• Create a lead base of external target market through business networking through attending relevant social events seminars, trade shows and industry events.
• Timely deal with, and find resolutions for corporate customer complaints.
• Determine the products that are most effective in meeting customers’ needs and be able to sell these, at short notice, both reactively and proactively.
• Monitor and ensure adherence to risk service standards.
• Produce call reports on sales force for scheduled significant business meetings and ensure all deals are loaded and timely updated on the Oberon pricing tool & salesforce for pipeline usage.
• Actively engage borrowing corporate customers in obtaining relevant documentation for annual and or interim review of their credit facilities.
• Pricing and negotiation of the Banks products with existing and potential customers
• Manage and control portfolio within agreed credit limits
• Maintain a high standard of operational control including adherence to Risk Management Control Document (RMCD) guidelines, KYC & STM procedures and other bank policies
• Work in partnership with Corporate Credit Manager’s (CCM) partner on new and existing credit applications, providing guidance on credit appetite and consulting with Credit team as appropriate.
• Develop commercial awareness of the performance of the portifolios and the wider Corporate customers business
• In the event of credit quality deterioration, the responsible Relationship Manager will be to produce the classification/special mention memo and associated updates. The Relationship Manager will also be the Primary contact in a remedial management of the situation.
• Report all Incidents within policy guidelines and follow through to closure
• Meet deadlines for all Low, Medium and High- Risk Reviews
• Ensure proper segmentation & Contra codes are applied against assigned portfolio of corporate customers
• Ensure correct interest rates are market on customer accounts and avoid income leakage
• Ensure all accounts within portfolio are linked on Customer Identification and data held comply with Basel II standards
• Research, create and follow up on a target list for potential new business.
• Identify priority customers using the Customer Prioritisation Guidelines to assess their present and potential contribution.
• Actively engage in understanding customer corporates business performance through Pipeline Calls and Monthly Business Reviews.

• Day-to-day coaching and development of Relationship Managers, Assistant Relationship Managers / Coverage Support Managers in provision of consistent service quality to corporate customers.
• Provide administrative oversight on the Corporate Banking and Corporate Service Centre teams in the area.

Education
Bachelor`s Degrees and Advanced Diplomas: Business, Commerce and Management Studies (Required)

Education Requirement: No Requirements

Job Experience: No Requirements

Work Hours: 8

Job application procedure
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