Regional Manager: Islamic Banking (FAIS) - Cape Town at Absa Group Limited (Absa)

Job Summary

• Specialist advice and support in the development of Regional tactical strategy and plans. The purpose of the role is to maintain a customer relationship portfolio of major customers in respect of their business requirements including maximising customer sales, service and profit performance in the businesses and overall Region.

Job Description

Job Description

• The purpose of the role is to maintain a customer relationship portfolio of major customers in respect of their business requirements including maximising customer sales, service and profit performance in the businesses.

Key Accountabilities:
Relationship/Stakeholder Management

• Manage the relationship with key regional stakeholders (i.e. Regional Heads across the segments within the business).
• Manage relations with top 50 clients to ensure the continuous improvement of customer retention.
• Establish and maintain professional relationships through networking with industry leaders.
• Establish and maintain professional relationships with key internal stakeholders i.e. Group Marketing and Communications at key events.
• Apply for membership of relevant community bodies identified as important to the sales relationship process, and become an active participant.
• Host regular and relevant functions (as agreed with line management) to socialize with current and potential clients and stakeholders.
• Represent Islamic Banking on the relevant provincial forums by driving key agenda points for the unit.
• To sit on the relevant Exco’s, OPCO’s, Manco’s and provide feedback to Islamic Banking through established relations across the group to ensure the continuous enhancement and improvement of customer retention initiatives to reduce account closure rates.
• Sustain and uphold already established relationships with existing clients by visiting, answering queries, or by analysing financial situation and business requirements of clients, so as to support and link the client with value added products or create awareness as to IB solution offerings
• Co-ordinate client functions on an adhoc basis in order to create general awareness of IB offerings. Act as a conduit and be the regional relationship manager between 3rd party clients in order to ensure delivery of superior customer experience and achievement of set goals.

Business Development/ Sales Performance

• Responsible and accountable for the delivery of regional sales targets for Islamic bank across all business areas.
• Develop and implement a Regional Sales Strategy
• Identify which new clients will improve the spread of client value contribution and implement targeted relationship-based programmes to attract those clients
• Identify product and/ solution gaps in the market and recommend corrective action to address the gaps
• Champion and manage acquisition plans in conjunction with Sales and Acquisitions teams
• Ensure effective target distribution throughout the regions and delivery of targets
• Assist bankers to ensure target attainment
• Engage with regional managers to maintain visibility of Islamic Banking products and services.

Market Intelligence

• Provide regional insights to the Islamic Banking head-office team that will assist in the development and maintenance of Customer Value Propositions
• Collect market intelligence through research by reading articles, publications, internet, word of mouth and networking on a daily basis to keep abreast of market developments.
• Assess market opportunities with respect to competitor sales sources by remaining in touch with market forces and influences
• Manage knowledge capital by collecting, categorising, storing, protecting and distributing the results of market research
• Understand the High Net Worth Islamic Banking customer base of the per region
• Identify and build relationships with the customers who deliver the most value to the business.
• Create a Customer Relationship Management matrix to manage and report on these relationships.
• Analyse, interpret and present the data to key stakeholders to build their understanding of the Islamic Banking market and influence their ability to identify and support the opportunities this market presents
• Produce monthly business development reports detailing initiatives, progress and performance of all sales and relationship activities
• Build relationships with key stakeholders in each of the High Net Worth segments so that Islamic Banking is included in their campaigns and events and they, in turn, support Islamic Banking campaigns and events
• Investigate and drive new initiatives that would benefit business in acquiring new channels of sales, such as linking with enterprise development, Retail Banking etc networking or presenting at local business events which are supported by Absa.
• Stay abreast of developments and changes in the market by identifying and defining business opportunities in the market that align to the business unit strategy
• Co-ordinate, manage and represent Business Development interests on the relevant forums by driving key agenda points for the unit
• Define target market and deliver on long term growth and sales targets by means of bulk acquisitions, specific business development interventions such as presentations to clients
• Source new business by engaging with other internal BU’s and enlist buy-in of relevant role players in order to identify and capitalise on potential leads
• Conduct information sessions with internal stakeholders in terms of market/product knowledge and also processes.
• Produce monthly business development report detailing initiatives, progress and performance of sales channels and other related projects/activities.

Operations and Compliance

• Actively keep up to date with all relevant knowledge, legislation and developments within the business unit and banking industry that may have an impact on the business.

People Management

• Develop a network of frontline colleagues (“Champions”) across the region.
• Encourage frequent knowledge sharing between “Champions” and continuous sharing of best practices.
• Determine and analyse Islamic banking specific development needs for the wide regional team and ensure that identified interventions are executed.
• Ensure that colleagues across the segments are trained and are able to sell and manage Islamic banking products

Competencies:

• Adhering to principles and values
• Analyzing
• Delivering results and meeting customer expectations
• Planning and organizing
• Presenting and communicating information
• Learning and researching
• Entrepreneurial and commercial thinking
• Relating and networking
• Persuading and influencing

Education And Experience Required

• B Degree in Commerce or Business/Financial Management (NQF 7)
• 5 years experience in Sales
• 5 years’ Experience in the Banking/Finance industry
• Regulatory compliant
• Preferred/Advantageous Education and Experience required:
• 3 Years’ experience in Islamic Banking environment
• 3 years’ experience in strategy development and executing
• Preference will be given to South African Citizens and Permanent residents of South Africa in possession of proof of permanent resident status.

General

• The appointment will be made in line with the Divisional Employment Equity strategy.

Education

• Bachelor`s Degrees and Advanced Diplomas: Business, Commerce and Management Studies (Required)