Head of SME

Job Summary

• To develop a functional banking management operating model and framework in a broadly defined business functional strategy; enabling horizontal implementation and adoption.

Job Description
Head of SME
Job Summary / Purpose:

• To directly lead a relationship team(s) covering a portfolio of SME Banking customers
• To be a key member of the Business Banking & SME Leadership Team, driving business performance within that specific business segment.
• Performance management and coaching of members of the SME team.
• The primary objective is to maximize risk-adjusted portfolio contribution, while balancing the requirements for lending to state corporation’s vis a vis Reputational risk for the bank.
• The jobholder will be responsible for business development both with new customers and with existing customers where they are expected to increase “wallet share”.
• The job holder will be expected to develop an intimate knowledge of the SME sector regulatory framework.

Key Accountabilities/Deliverables/Outcomes
Sales and Service (40%)

• Grow the SME team’s portfolio profitability by identifying new and existing customer potential including sales opportunities and new product promotion initiatives.
• Formulate business development strategies and objectives for the industry to meet changing market needs
• Monitor conformance of industry team using new relationship development procedures
• Monitor results of customer surveys for the industry against target service quality standards
• Monitor levels of complaints and quality of handling for the industry portfolio
• Proactively research competitive threats/opportunities within the team’s market and geographical area.
• Communicate all key messages to customers including agreed service standards, negotiated pricing, relationship team contact points (including introductions to new personnel) and new product changes
• Conduct annual and if appropriate, interim reviews of customers borrowing facilities
• Conduct annual and if appropriate, interim reviews with non-borrowing customers
• Determine the products that are most effective in meeting customers’ needs and be able to sell these at short notice both reactively and proactively

Business Management (30%)

• Manage performance of the industry team against key financial (risk-adjusted contribution) sales, service and operational targets.
• Champion, manage and monitor implementation of change impacting the SME team and arising from central and local Commercial change programmes
• Consult customer owners/managers on financial/ credit issues and general business practice/ideas.
• Work closely with the Head of Business Banking & SME in driving and delivering business performance in the country
• Research, create and follow up on a target list for potential new business
• Identify priority customers using the Customer Relationship Planning templates to assess their present and potential contribution.
• Control the quality of the portfolio, using available triggers and adherence to Risk management guidelines and policies.

Staff Management (30%)

• Lead the Area Managers and RMs within the SME team using a team- based management approach.
• Help team members to identify strengths and weakness in their own skills and attributes, review their self-development plans and ensure training and development needs are accommodated.
• Coach team members on relationship development, service quality and risk
• Assess managers on performance against contract. Review and input Performance Development Reviews.

Role/person specification
Preferred Qualification

• Degree from a Recognized University

Essential

• Detailed knowledge of the Core set products
• For Complex products, will have a detailed knowledge of the requirements of the more sophisticated customers.
• Introduce the product and co-ordinate the introduction of the relevant Group product specialist.
• A good knowledge of the products and services available in the SME/Local Business Sector is also required.
• A broad understanding of policies and strategies within the country as they relate to the demands of the customer base.
• Detail understanding of Country and CBRM guidelines and credit risk policies.
• Ability to negotiate/influence at senior level.

Preferred

• Knowledge of the Absa Africa & Middle East Change Governance Framework
• Solid understanding of value-based management principles
• Application Deadline – 9th May 2024 

Education

• Bachelor's Degree: Business, Commerce and Management Studies (Required)