Job Summary
Responsible for recruiting and maintaining a
portfolio of premier clients, by selling a high-quality, relationship-oriented,
financial planning service, supported by a dedicated Account Executive. Clients
are recruited from the existing Bank customer base and externally with the aim
of developing significant sales, and high levels of client satisfaction through
a mutually beneficial relationship.
The client relationship is managed on a highly
proactive and ongoing basis over an extended period. Whilst part of a team, the
jobholder operates on a mobile basis, meeting clients at times and locations
convenient to the client.
Job Description
Key Accountabilities/Deliverables/Outcomes
Relationship Management and Cross-Selling: Time split
85%
- Be the first point of contact for customers in the portfolio
- Drive any required communication to customers in the portfolio
- Proactively target and recruit clients, through referrals from
existing customer portfolios
- Proactively engage customers in existing portfolios to onboard
close family members as part of the family banking strategy
- Ensure new customers meet CLM Involved measures upon handover
from the Premier Acquisition team. Involved tracking will commence from
Day 31 to Day 90 and will ensure continued account funding, digital usage
and product holding
- Complete a detailed Customer Discussion Document for new
customers upon hand-over from the Premier Acquisition team
- Ensure the customer portfolio meets CLM Engaged measures –
account funding, digital usage, and product holding
- Drive increased assets balance sheet per customer, liabilities
balance sheet per customer and revenue per customer through continued
customer engagements
- Monitor and ensure funding of Zero Balance Accounts, Low
Funded Accounts, Inactive Accounts, and Overdrawn Accounts in your
portfolio as part of ensuring funding growth.
- Ensure ongoing reviews of the Customer Discussion Document for
each customer in the portfolio and drive satisfaction through proactive
identification of identified clients’ ongoing financial needs and
cross-sale of required solutions.
- Actively drive cross-sale targets for the portfolio across
product lines – Assets, Liabilities, FX, etc.
- Proactive engagement of required business specialists to
support the fulfillment of customer needs
- Manage the client portfolio, making proactive contact on a
regular basis and meeting clients at their convenience, and maintain an
updated calendar/diary to track customer meetings
- Ensure customers in the portfolio are contacted/engaged as per
the laid down Premier Customer Engagement procedures
Business Management: Time split 10%
- Ensure the targeted level of business results (i.e. income,
balance sheet, costs, client satisfaction, and client recruitment) for the
jobholder’s own portfolio are maintained
- Review portfolio on a regular basis recommending clients
- Adhere to standards, legal and regulatory, in accordance with
the Absa Premier guidelines and Head Office instructions
Risk and Controls: Time split 5%
- Ensure that all activities and duties are carried out in full
compliance with regulatory requirements, Enterprise-Wide Risk Management
Framework and internal Absa Policies and Policy Standards. Understand and
manage risks and risk events (incidents) relevant to the role.
Role/person specification
Preferred Qualification
- Bachelor’s Degree from a recognized university
Preferred Experience
- Circa 2 years of team leader experience
- Record of achievement in a sales and service environment
- Experience in handling customer complaints
- Previous experience in handling operational risk issues
- Previous roles could include;
- Personal banker team leader
- Prestige team leader
Knowledge and Skills
- In-depth knowledge of the full range of Absa Africa retail
product set and services and an overview of corporate and small business
services
- In-depth understanding of technical support systems e.g. Flex,
BOC, IBOC
- Detailed understanding of the retail network business
processes and operating procedures.
- Thorough knowledge of operating instructions and audit
requirements.
- Good understanding of Absa Africa’s risk policy
- Awareness of Absa Africa’s retail strategy, operating
structures, and interfaces
- Knowledge of Absa Africa people’s policy and procedures
- Understanding of the local competitor market.
- Team leader experience
Behavioural Competencies
- Communication and Presentation
- Planning
- Relationship management
- Team building
Technical Competencies
- Resource management
- Business management
- People Management
- Performance management
- Business awareness
How To Apply