Head of Trade and Working Capital
Company
Absa Group
Location
Other US Location
Type
Full Time
Job Description
Empowering Africa’s tomorrow, together…one story at a time.
With over 100 years of rich history and strongly positioned as a local bank with regional and international expertise, a career with our family offers the opportunity to be part of this exciting growth journey, to reset our future and shape our destiny as a proudly African group.
My Career Development Portal: Wherever you are in your career, we are here for you. Design your future. Discover leading-edge guidance, tools and support to unlock your potential. You are Absa. You are possibility.
Job Summary
Deliver world class solutions to our customers and to be instrumental in developing and executing on a growth strategy for the Cash Management Business within Absa Mauritius. Inspire our people to deliver aggressive incremental and business development revenues – both in terms of new customers and increasing capture of current customers Cash Management wallet share. Drive the Cash Management message across CIB, influencing key senior stakeholders internally and externally Market the Absa proposition for Cash Management that will entail developing high public profile within the market Initiate and lead the education process to coach and up skill the Team members.
Objectives. To grow the Cash business in support of TXB objective of becoming the leading Corporate Bank in Africa.
The primary purpose of the role is to:
• Deliver innovative Cash Management solutions to the customer base while adding value in all interactions
• Develop and instill the best of breed sales practices within the team to maximize sales success.
• Expand the scope of the sales effort to cover customer value propositions (CVPs), client solutions and structuring, pricing, deal support, relationship management, product onboarding and marketing.
• Optimize and develop the team through skills development, Cash Management expertise development, leadership practices and relationship practices.
• Manage stakeholder relationships across the bank to ensure the maximum effectiveness of the sales model and optimal access to clients
• Drive thought leadership across sectors, segments and geographies and the market through client forums and industry bodies
• Continuously develop intelligence of local and offshore business trends
Job Description
Financial and Sales performance
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Implement and support strategic execution sales plans and ensuring growth of market share
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Implement and support plans to distribute targets and act as a framework for the management of sales performance
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Coordinate sales targeting approach together with Client Coverage Teams
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Implement and support sales approaches and methodologies to provide solutions on complex and critical transactions and projects using a consultancy and needs satisfaction approach.
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Optimize allocation of resources against the highest opportunities.
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Implement a rigorous approach to pipeline management
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Optimize time to revenue through coordination of implementation with sales.
Collaboration and Relationship Building (clients and stakeholders)
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Build and maintain networks within the Absa Group across critical areas including but not limited to product owners, client coverage, and service.
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Maintain high personal visibility with crucial influencers within the bank and externally promoting the credibility of self and the business’s growing capabilities.
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Proactively build an internal and external network that will facilitate the generation of customer leads (e.g., Industry/Trade Associations, Chambers of Commerce, Industry seminars, etc.) by networking effectively in the market.
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Maintain an excellent understanding of technical expertise and remain up to date with relevant sector/department knowledge, have insight into external market developments/initiatives and strategic implications thereof.
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Share best practice and industry knowledge with stakeholders, subordinates and broader team to maximize performance and support the implementation of Trade & working capital strategic initiatives
Market Needs
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Develop and implement effective priority needs for product sales and development.
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Identify, through market interaction, key trends to ensure product relevance.
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Ensure that priority sectors are well resourced and clearly understood to develop approaches and solutions which will enable Absa to lead.
Sales Enablement
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Ensure that a disciplined sales process is implemented, monitored, and managed continuously to optimize effectiveness and instill professionalism.
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Ensure that relevant and professional sales collateral is developed and easily distributed to enable efficient and professional pitch work.
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Ensure that relevant training is continuously rolled out to the team to keep levels of skills sharp.
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Appropriately manage and resource RFP responses in a disciplined and efficient manner.
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Implement a Trade & Working Capital marketing plan to support and motivate the sales effort. This marketing plan needs to be coordinated with Product Management, CIB Marketing, and Client Coverage.
Product Management and development
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Lead, support and motivate the Trade & Working Capital Sales team – including responsibility for performance management, development, under-performance, training, assuming reward and recognition, grievance cases, and discipline.
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Appropriately make sure that the team is fully resourced to execute on the strategy by recruiting and attracting talent to the organization.
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Create a high-performance environment and effective team working.
Preferred Education & Experience:
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Bachelor’s degree in commerce, Banking, Economics or equivalent. Post Graduate degree or MBA preferable.
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5 plus years Trade Sales and Banking experience
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Requires a good understanding of corporate client International Trade needs including excellent working knowledge of client accounting and Treasury
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Management operating systems and how our Services interface with them. The role is becoming technically more demanding as we integrate our services
Knowledge & Skills:
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Management and Leadership Skills
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Strong selling and negotiation skills – must be a “deal closer”
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High quality written and verbal communication and presentation skills Excellent interpersonal skills
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Sound understanding of African context
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Good grip on Domestic and Offshore business models
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Time Management
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Networking
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Enthusiasm and high levels of drive
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Business Skills
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Technical Knowledge
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Commercial effectiveness
Competencies:
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Managing Relationships
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Influencing People Commercial
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Effectiveness Information
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Gathering Forward planning
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Leading and supervising
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Deciding and initiating action
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Relating and Networking
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Formulating strategies and concepts
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Applying expertise and technology
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The jobholder will need to be highly self-motivated and to operate independently from the reporting line.
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Customers will be increasingly sophisticated and demanding of highly professional service.
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The majority of the sales where the jobholder is involved will be in highly competitive and time-pressured situations, and s/he will require a very high level of commercial awareness in respect of both domestic and international bank and non- bank competitors.
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Communication will be a critical skill to gain business and ensure relationships are adequately managed with a cost-conscious and highly intelligent customer base.
Education
Bachelor`s Degrees and Advanced Diplomas: Business, Commerce and Management Studies (Required)
Date Posted
11/25/2024
Views
0
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