HEAD,BUSINESS BANKING POSITION
Manages the Businessbanking segment in the country. Operates across
the Commercial, SME,Trade,Vehicle & Asset Fiancing (VAF) as well as
Agricultural Banking propositions.
To lead role on behalf of the
Business Banking in the country to establish and promote synergies and
integration across Business Units to ensure the efficiencies and
economies of scale to achieve business objectives and competitive
advantages.
Job Purpose
The head of Business Banking in country is responsible for setting
customer strategy in country as well as the tactical execution of these
strategies.
Support the country Director PBB by optimising the
delivery of Business Banking strategies for all Business Banking
segments ensuring that customer value propositions are operationalised
and Business Banking targets (sales and financial) are achieved.
Developing
and ensuring that customer value propositions are locally relevant,
which includes segmentation criteria. Thereafter Influencing,
facilitating and supporting the delivery of all Business Banking value
propositions by developing and championing the consistent implementation
of effective operating structures and best practices throughout the
country.
Integrating and aligning Business, Segment and Human
Resources (HR) management platforms in the country to ensure shared
accountability for sustainable business growth and employee/ customer
retention.
Plays a key role in identifying and developing product solutions.
Sets business banking budgets across all segments. This will require strong matrix management capabilities for all segments.
The
Head of Business Banking need not retain line accountability for all
business banking staff, however he/she retains functional accountability
for the overall performance of the business banking portfolio. To
optimise and grow market potential to realise business growth, by
leveraging off relationships and resources.
Acts as the custodian of
Business Banking in country and is accountable for the overall
performance of Business banking (Financial, Sales, Service, Credit, Risk
and Compliance)
The head of business banking provides the PBB head
with a monthly report on business banking performance, including the
following, financial results (balance sheet and income statement),
sales, credit, service, HR, compliance.
Key Responsibilities/Accountabilities
Value Proposition Implementation:
The head of business banking is the custodian of all business banking
CVP’s Segments and is responsible for the consistent implementation of
business banking strategy in country.
Operationalise the strategic objectives of the various business segment
Supporting
Regional Managers and Branch Management in the operationalising of
strategic objectives of all the segments as well as communicating and
implementing the Segment Initiatives.
Ongoing management and alignment of the Customer Value Propositions.
Build
the necessary relationships and networks to ensure optimum delivery of
the CVP’s. i.e. with Regional managers, PBB director, Credit, Private
bank, VAF, CIB / Global market sales and other Business Partners and
stakeholders.
Guiding and influencing the structuring of portfolios.
Supporting
Line in the migration and re-alignment of portfolios to ensure, on an
ongoing basis, the consistent application of the Value propositions in
the country.
Review alignment of portfolio structures, on an ongoing basis.
Develop,
enhance and analyse MIS platforms to provide relevant performance and
local market data for planning, profitability and performance management
purposes.
Supporting the attainment of business banking sales
targets in terms of volume and value growth whilst also ensuring
continued and sustained growth of contribution and profitability.
Supporting Country and Segment in measuring, tracking and managing sales targets and budgets for Commercial and SME segments.
Forging
business partnerships with Business and Personal market stakeholders in
the Country, to leverage the interplay between Business and Personal
Banking for optimal growth and retention.
Influencing and facilitating relationships in all segments.
Contributing
significantly to the development of sales and service best practices
and consistent operating structures for Business Banking, for roll out
across the country.
Supporting the implementation of best practices in the country.
Profitable growth in Business Banking
Accountable for Business Banking income statement and balance sheet
Have
a good knowledge of the business banking market in country. Specific
emphasis is to be placed on quantifying our existing market share and
developing strategies to increase business banking market share.
Regularly
update a swot analysis of business banking, with specific emphasis on
understanding our own key differentiators vs those of the competitors.
Formulate,
drive, measure and manage the implementation of a sales performance
strategy for Business Banking – across all segments to grow new business
and share of wallet of existing customers.
Ensure appropriate engagement with regional and branch managers to ensure alignment of sales and service strategies.
Participate
in setting sales and service targets across all business banking
segments, Comercial, SME and specialized banking i.e Agriculture
Prepare
financial budgets/ forecasts in line with strategic objectives,
business/ operational risk, socio-political and economic market forces
(PESTEL),
Implement and control the pricing tactics and parameters for business banking in line with pricing policy and financial targets.
Report
on overall business banking performance against targets, sales,
service, financial performance, compliance, credit, risk etc
Measure, track and manage sales targets and budgets for the Business Banking
Leverage
sales growth tactics and targets in collaboration with business
partners in the Area e.g. Regional Managers, Executive and Private
Banking, Vehicle and Asset Finance; Electronic Banking; SBIB, CIB and
Global market sales.
Develop and implement sales and marketing best
practices in support of the respective business banking value
propositions and customer expectations.
Implement processes to monitor portfolio capacity.
Provide
guidance, promote, sell and structure a wide and diverse range of
financial solutions customised to best meet the financial needs of
business banking customers.
Identify opportunities to migrate top-end relationships. SME to Commercial, Commercial to CIB
Engage with CIB to develop migration strategies, and manage migration of CIB relationships to expert segment.
Review
segmentation regularly to ensure that portfolios are appropriately
managed and accounts are migrated where appropriate. Manages the balance
between number of accounts and portfolio profitability.
Delivery of the People Strategy
Supporting
management with the profiling, aligning and allocation of staff to
sub-segments and roles, using the competency framework.
Supporting
talent management in collaboration with HR and branch and regional
managers by building and maintaining a skills database for key Business
Banking roles in the province.
Supporting the country and regional managers with selection, succession planning and career path opportunities.
Supporting the country and engaging regional managers in the measurement of people and performance contribution.
Facilitating a culture of performance excellence by creating a remedial process for addressing and improving poor performance.
People
Management – ensuring that development gaps are identified and the
appropriate L+D plans are implemented across the segment in Country.
Building a skills database of all segment relationship managers in the country through the People Profiling Exercise
Supporting
the country and regional managers in establishing and driving the
delivery of business Banking education and development platforms to
bridge skills gaps.
Supporting line management in determining Business Banking Training & Development plans for their teams.
Upskilling Business Banking staff and regional managers regarding the Business model – sales, service and credit.
Change Management
Facilitating the implementation and acceptance of change in the country.
Translating the change effort into day-to-day activities; guiding and motivating others to take action supporting the change.
Communicating
the importance of change (using a variety of communication methods) on
an ongoing basis through frequent visits to business suites and
branches.
Addressing resistance to change and helping staff overcome resistance to change through empathy.
Facilitating
the alignment and adjustment of operational systems and processes to
support change in a way that reduces complexities, paradoxes and
contradictions.
Modeling the change by taking action, making decisions and shaping country Business Banking priorities to reflect the new focus.
Recognising and rewarding staff whose actions support the change effort.
Customer Service Excellence
Ensure that business banking service targets are consistently achieved.
Providing input into the establishment, execution and control of customer complaint resolution procedures in the country.
Monitoring and identifying complaint trends and establishing procedures to address problems and service gaps.
Providing support in servicing and retaining top clients.
Establishing,
monitoring and managing (in collaboration with strategic business
partners) service level agreements, standards and turnaround times for
the country in line with value proposition requirements.
Influencing the basket of products and solutions offered across the Business Banking sub segments.
Lending and Risk Management
Facilitating a sound working partnership between Retail Credit and
Business Banking to stimulate business growth without compromising risk
and the quality of lending.
Arbitrating and/or motivating credit decisions in need and helping management to explore alternatives.
Ensuring that skills gaps at all levels are identified and appropriate actions taken to Up – skill staff regarding lending.
Accountability
for the overall business banking lending portfolio (Commercial and SME)
– Joint accountability and engagement with Head of Commercial and SME
Close
co-operation between the Head of Business Banking and the Head of
Credit to pro-actively manage the business banking credit portfolio.
Particular
emphasis on account management ie reducing excesses, unlimited
overdrawn accounts and overdue reviews in all segments.
Compliance with Legislation
Supporting the implementation and monitoring of the appropriate local financial legislation.
Ensuring appropriate levels of compliance maintained with respect to Stanbic requirements.
Preferred Qualification and Experience
Degree plus approximately 8-10 years’ general banking experience of
which 2-3 years need to have been in a Centre Manager role within the
commercial market.
Advanced experience and knowledge in Credit and Compliance Matters
Experience in dealing with Business Customers at all levels
Significant people management experience – leading teams and motivating people
Advanced product knowledge including specialised products and financial structures
Experience in negotiation skills and conflict handling
Knowledge/Technical Skills/ExpertiseRelevant business related tertiary qualification is a pre-requisite
Relevant post-graduate studies e.g. MBA, AEP is an advantage
Leadership and Management skills training e.g. MDP, Leadership Development Programme is a pre-requisite
Strong Change Management skills and an understanding of change management models.
A conceptual understanding of business economics and the current business economic environment.
An solid understanding of different industry sectors and sector risk profiles/ trends
Advanced
knowledge of Managing Local Market (MLM) Sales principles and practices
to optimise retention and growth within the Centre.
Strong negotiation and conflict management skills to create a cooperative and collaborative working environment.
Thorough knowledge and understanding of all Business
Banking and Group Company product/ service offerings.
Strategic planning models, principles and practices, including market segmentation models/ theory.
International and local Sales & Service Delivery benchmarks and standards.
Financial Acumen:
Financial Modelling capability
Activity based costing
Financial analysis (evaluating and identifying trends)
Complex cashflow cycles (industry/ sector specific)
Advanced and practical knowledge and understanding of Credit principles and practices.
A
seasoned knowledge of the terms and conditions of multiple legal
entities/ company structures operating in the commercial market and the
legislative restrictions & requirements governing these.
Sound understanding of current taxation laws.
A good knowledge of the Companies Act and local financial legislative requirements.
A good knowledge of Business Banking transactional administration processes and procedures.
Excellent verbal and written communication skills.
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