Job Summary:
The role is responsible for enhancing Transactional Banking Revenue by identifying specific opportunities for offering cash management solutions covering collections, e-payments, liquidity management, channel services -mobile and connectivity products to customers in partnership with relationship management teams and banking services.
Own assigned products, manage them and the delivery of end-to-end allocated product objective including reporting financial and non-financial performance, enhancement of the products capabilities, future product strategies and oversight of risk and governance, implementation of the balance sheet strategy.
Grow new to bank revenue and improve product/market penetration over the assigned portfolio of clients. To strengthen relationships with clients by positioning extraordinary value-added products to their businesses based on their cash management solutions needs around collections, e-payments and liquidity management.
KPI
Key area
Responsibilities/Duties/Tasks
Business Development
Responsible for managing and growth of Non-Funded Income (NFI), Current and Savings Account (CASA) and digital transactions and revenue.
Increase market penetration and share of wallet for assigned portfolio and identified clients through sales of Transactional Banking solutions
Increase Banks penetration in new & existing digital products to the customer in the assigned portfolio.
Identify opportunities for new/incremental business with bank clients and work with the relevant stakeholders to turn these opportunities into revenue for the bank
Reviewing cash management revenue lines movement and raising any income leakage noted with finance team
Recommend products / services with a clear understanding of corporate/BB client need.
Ensure overall attainment of all cash management sales target in portfolio measured by closed deals.
Manage prospect qualification, customer calls/negotiation, solution presentations and solution-based proposals and implementation.
Responsible for new business growth (revenue, pipeline and balance sheet) and client servicing solutions to build long term relationships.
Develop jointly with the Relationship team a local product and sales strategy to meet objectives in line with the Transaction Banking strategy.
Review client's ecosystem in terms of cash management, to create opportunities with their anchors-buyers-suppliers to benefit from the business chain.
Conduct a structured branch Training and RM training program.
Visit in alignment with business development strategy, pipeline conversion and new or incremental business opportunity. This can be done jointly with the segment RMs/BMs/ROs
Ensure an expected wallet share of the company business is maintained within the bank.
Create, manage and own a cash pipeline from initiation to revenue realization.
Digitization
Migrate manual transactions done at the branch to digital channels and achieve digitization/digital transactions KPI for assigned portfolio.
Responsible for digital adoption and increase of digitally active clients in the assigned portfolio.
Drive digital channels to customers of the assigned portfolio.
Drive collections and payments integrations and meet overall target for digitally integrated customers and partnerships.
Ensure all integrations in the assigned portfolio are generating maximum revenue.
Implementation & Client Service
Conduct post sales training and support. Ensure clients are utilizing the solutions immediately for revenue realization and assurance.
Consistently promote the bank's channels and product capabilities
Confer with implementation team to confirm solution's capability to avoid missell
Dealing with everyday corporate and BB need and the intricacies around those products and services to ensure seamless service delivery to the clients.
Maintain a detailed and an up-to-date knowledge of the bank's comprehensive integrated channels capabilities and their application to client needs and use this knowledge in structuring solutions.
Frequently review client's satisfaction with solutions provided within the quarter as an after-sales service check to strengthen relationship and contentment.
Own follow up with implementation team for all customers who need integration and/or training-based solutions in the best interest of the customer and the bank.
Adhere to agreed SLAs with clients and escalate if challenges are faced.
Support and guidance to other internal stake holders of transactional products
Other initiatives like product promotional campaigns, training and seminars & service standard development
Ensure fees are collected accurately.
Ensure development of a proactive customer requirement approach and creativity to develop innovative communication in order to penetrate and increase market share
Data & Analytics
Continually analyze and monitor digital channel utilization on portfolio and liaise with implementation teams to drive utilization for the top and bottom clients in portfolio on a quarterly basis.
Risk management
Responsible for identifying and reporting potential and actual Money Laundering Risk, including suspicious transactions in accordance with the laid down AML/CFT policies & procedures
Qualification, Skills and Competencies
Presentation skills
Interpersonal and Communication skills
Entrepreneurial
Demonstrate integrity, dependability, responsibility, accountability, self-awareness, work ethic, and empathy.
Project Management Skills
Proven knowledge in all Transaction Banking products
Sound Knowledge of e-payments, collection and liquidity management platforms.
Basic knowledge of bank's ICT platforms
Basic knowledge on how to review balance sheets and P&L
Bachelor's Degree in a Social Science or related field
A minimum of 2 years' relevant work experience