Job Purpose:

• Manage existing client relationship while building new and sustainable client relationships with Infrastructure Sector clients
• Articulate and set the desired Transaction Banking client plan and specific client strategy to ensure that key Transaction Banking Clients are retained, their revenue is grown, and the client experience is improved
• Implement effective sales strategies and plans to ensure delivery of Transaction Banking client plans in order to exceed both Transaction Banking financial targets and the quality of client experience targets (CSI)
• Implement effective sales strategies and plans to ensure delivery of Transaction Banking client plans for new client opportunities with annual projected revenues of less than twenty million Rand.
• Define and manage the desires Transaction Banking financial performance for the Transaction Banking clients and ensure that the clients receive the best client experience
• Provide Cash Management Solutions for Transaction Banking Clients
• Partner and Collaborate with broader Transaction Banking, Client Coverage and Credit stakeholders to deliver the desired client results
• Compile and execute client proposals including responding to Requests for Proposals (“RFPs) from clients in order to win business
• Demonstrate level of understanding of Infrastructure Sector macro dynamics and projects in order to advise the client appropriately.
• Support Multinationals with presence in other markets to navigate the bank in the other markets

Outputs:

Client Solutioning and Onboading:

• Spend time with current and potential new clients and understand their business
• Develop a deep understanding of clients’ strategic objectives, their business value chains and the sectors within which they operate
• Lead the development of Transaction Banking innovative solutions tailored to the specific sector(s) needs which will allow Transaction Banking to meet the sector(s) business requirements.
• Foster long term client relationships with you and the bank through client centric engagements with the client, and by expanding the bank’s touch points at all levels throughout the client.
• Maintain a proficient and relevant knowledge of Transaction Banking of Cash Management products, pricing, services and capabilities across the team and other Transaction Banking geographies to ensure relevant and informed client conversations.
• Build trusted advisor status by engaging in value adding strategic conversations with clients, anticipating their needs and responding proactively to those needs
• Deliver the group to the client through the coordination of appropriate TBCT representative of the bank’s entire value proposition, and ensure their ongoing effectiveness in creating value to the client and the bank

Account Management:

• Develop an in-depth knowledge of the key clients’ strategy, business context, financial performance and their Working Capital to unlock opportunities for Transaction Banking Undertake an ongoing review of the client business to ensure detail understanding ensure that the Transaction Banking solutions that the clients utilizes are refreshed constantly
• Effective management of business revenue key drivers and align sales plans to achieve the required corrective actions.
• Actively manage the deal pipeline and drive both strategic and operational collaboration with all other areas of CIB, PBB, and Africa regions in order to convert the opportunities for Transaction Banking and the bank as a whole.
• Effective management of the Infrastructure Sector clients and management of their revenue.
• Creation of key account plans for Infrastructure Sector clients and drive collaborations with Trade and Investor Service, Investment Banking (IB) and Global Markets (GM) to ensure there is a Sector coordinated client plans
• Effectively drive a client coordinator role for clients within the Transaction Banking where Transaction Banking owns primary relationship and ensure client delivery on behalf of the whole bank

Financial Management and Reporting:

• Drive client and portfolio revenue
• Drive cross sell and up sell opportunities
• Speedily conversion of new client opportunities
• Improve sustainability of portfolio revenues by maximising cross sell ratio per client
• Active management of key revenue drivers and costs
• Build an understanding of current and targeted client share of wallet
• Coordinate the consolidation of annual client revenue budgets and influence final outcome
• Active management of the client pricing and refunds
• Active management of the client solutions, data and profiles

Voice of the client:

• Take ownership for the client centricity agenda in the Transaction Banking sector(s) ensuring that any new product, process, or service design initiative is well articulated and supported in order to better meet the clients’ needs.
• Actively manage ‘clients at risk’ ensuring there are clear mitigating actions to retain key clients.

Credit and Risk Management:

• Work with all key stakeholders and originate credit facilities where there’s appetite
• Manage the level of Transaction Banking exposure and set limits in line with bank’s risk appetite for the particular clients
• Effective Credit Planning and Risk Management to improve credit and capital management by the:
• Review of daily exposures report.
• Review of Utilization and UFF report.
• Drive annual credit reviews.
• Effective Capital Management and Optimization of Capital Return by achieving hurdle ROE for products and client.

Qualifications

Minimum Requirements:

Qualifications:

• Relevant Degree, preferably in Finance and Accounting, Business Commerce
• FAIS certification recommended

Experience:

• 5-7 years relevant sales management experience (specific industry sector experience, such as dealing with client’s stakeholders at a senior management level.
• Minimum of 10 years of Transaction Banking Experience Minimum of 5 years in a Sales Manager roles for Cash Management Products.
• Being responsible for Transactional Banking Sales for CIB clients for Cash Management solutions.
• Infrastructure Sector portfolio exposure will be advantageous