To provide a proactive commercial banking sales and service management function for the delivery of segment value propositions, relationship banking, sales & service strategies that will retain and grow the portfolio of small and medium enterprise customers by identifying and implementing value adding and specialised business banking financial product solutions from a range of standard and/or customised offerings so as to optimise the business potential within micro-markets by minimising risk and maximising opportunities from existing segmented customer base.
Key Responsibilities/Accountabilities
Translation of the overall Commercial Banking strategy for the country’s Commercial Banking segment
Ensure a full understanding of the overall Commercial Banking strategy and Value Propositions (including Customer Value Proposition, Industry Value Proposition, Product Value) as defined by Standard Bank Group. Customise the strategy and value propositions for the country’s Commercial Banking segment.
Communicate the strategy and value propositions, and guide Relationship Managers in order to ensure deep understanding of the objectives, concepts and initiatives.
Communicate the strategy and value propositions to other stakeholders such as Credit, Operations, Marketing and other segments of the bank.
Ensure effective implementation of the local Commercial Banking strategy, value propositions and initiatives
Plan the implementation approach for the strategy and value propositions for the short and medium term
Take the lead in framing the Commercial Banking priorities, initiatives and activities that will lead to effective implementation of the strategy and value propositions.
Ensure buy-in from relevant internal stakeholders on specific initiatives and activities by engaging with country leaders in other segments and enabling functions.
Drive the implementation of the Commercial Banking Customer Value Proposition, Industry Value Proposition, Customer Value Chain Analysis and Business Development Committee initiatives. Support the delivery of the Delivering the Firm (DTF) concept.
Structure client portfolios using agreed Commercial Banking segmentation criteria.
Ensure that customers are migrated to the appropriate segments to achieve optimal customer experience and acceptable levels of profitability.
Match customer portfolios to Relationship Managers based on skill and capacity.
Ensure that Relationship Managers have a thorough understanding of the products, risks, pricing and profitability of all the Commercial Banking offerings including transactional banking, borrowing, savings and insurance solutions.
Monitor that customers are offered alternative channels for their banking needs by Relationship Managers.
Analyse local management information reports to obtain local market intelligence. Use the information to formulate sales plans and to develop performance targets.
Develop business partnerships with Corporate and Investment Banking as well as Personal Markets teams to ensure maximum leverage of Standard Bank capabilities.
Ensure that customer contact and relationship management practices in the country are aligned to the Customer Value Proposition and that they are well understood and implemented by Relationship Managers.
Participate in local industry forums, business chambers, industry events and business networking events to position the value offering of the bank and to develop relationships with potential clients.
Deliver the financial and non-financial targets for Commercial Banking through the Relationship Management team
Establish performance scorecard criteria in conjunction with the Standard Bank Rest of Africa and country management team. Measure performance against the scorecard on a monthly basis.
Develop alternative initiatives and plans if performance forecasts are not on track.
Responsible for the achievement of financial budgets of the commercial banking segment through optimal growth of balances, margin management and revenue streams.
Allocate financial targets to individual Relationship Managers in line with portfolio and local market dynamics.
Implement and control the pricing tactics and parameters for the commercial banking segment in line with pricing policy and financial targets.
Measure, track and manage sales targets and budgets for the portfolios.
Approve and/or make recommendation for all pricing concessions outside the Relationship Managers/Regional and/or Zonal Commercial Head mandate.
Participate in the review and approval of selected high value credit applications for Commercial Banking customers together with Credit colleagues.
Responsible for managing controllable costs of the commercial banking segment within agreed budgets.
Ensure recovery of all fees and revenues due from customers.
Drive and monitor the financial performance of the commercial banking segment by timeously addressing performance gaps.
Monitor overall budgets for the area and approve items within mandate.
Drive and monitor the non-financial performance such as market share, customer acquisition, Net Promoter Score, etc.
Lead the team of Commercial Relationship Managers
Develop a high performing team by embedding the bank’s performance process, regular performance feedback and coaching. Address poor performance.
Motivate team members and ensure that they receive recognition for work well done.
Determine development needs of the team and ensure that development opportunities (training, rotation, on-the-job learning) are budgeted for and executed.
Maintain a succession plan for the team by reviewing the skills of the team at least twice a year and having career conversations with them.
Interview and recruit new members of the team, including determining the appropriate salary with input from the Human Capital Business Partner.
Create workforce plans for the area to ensure that current and future business requirements can be met. Such plans should be revisited at least twice a year.
Use workforce plans to obtain headcount approvals on an annual basis and as input into the financial budgeting cycles.
Create quarterly leave plans to ensure adequate coverage. Approve leave requests ad leave sale requests.
Monitor overtime on a monthly basis. Analyse reasons for overtime and create actions to address the issues.
When required, initiate disciplinary processes for team members. Resolve grievances raised by team members, escalating only if unresolved.
Allocate work packages to teams. Monitor progress of deliverables.
Evaluate requests for new resources (people, budgets and equipment) and motivate to mandate holders for approval.
Monitor departmental expenditure against approved budgets. Approve purchase orders and invoices within the allocated financial mandate. Escalate out of budget or items higher than the approved mandate to a more senior manager.
Continuously identify areas in the department that can work more efficiently or where cost can be reduced.
Monitor adherence to departmental service level agreements and address shortcomings
Manage and monitor the risks for the Commercial banking function in the country
Ensure that processes, control requirements and risk management frameworks that are in place for the area are understood by all members of the team.
Review assurance and audit reports that relate to the area and contribute to the development and implementation of remediation plans.
Ensure that all evidence requirements for control reviews and audits are supplied timeously.
Log Risk Incidents as a result of operational errors or fraud in the department. Participate in formal investigations. Ensure that all events are properly analysed and closed out.
Ensure that the teams understand the compliance requirements in the function. Create actions to address gaps.
Monitor compliance training attendance on a monthly basis and ensure that teams understand the importance of completing it.
Contrite to the updates of Business Continuity Management plans for the business area. Participate in tests, create corrective actions for gaps identified during testing.
Ensure that all team members understand control requirements related to physical and systems access control and other information security requirements.
Ensure that the department has trained and adequate numbers of health and safety representatives.
Preferred Qualification and Experience
Business degree from a recognised University
Relevant Masters Degree
Experience
A seasoned banker with about 5 years Relationship banking experience.
Experience in managing a diverse range of people and activities is essential.
Knowledge/Technical Skills/Expertise
Thorough knowledge and understanding of market segmentation and management.
Knowledge of the products/services applicable to the target markets in the province.
Knowledge of the Commercial Banking value proposition.
Knowledge of business development, sales and marketing strategies, theories and principles.
Knowledge of business and financial management principles and practice, including business economics.
Knowledge of risk management and credit principles.
Knowledge of branch accounting systems.
Knowledge of branch transaction processes.
Knowledge of distribution channels.
Knowledge of human resources principles, including group dynamics.
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