Head of Natural Resources - Absa Bank

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.

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Job Summary

To manage and sustain a portfolio of Resource and Energy customers, building long-term relationships founded on efficient and reliable support for their business. This is achieved particularly through quick risk decisions and managing consistency and quality of operational service.

• The job holder will also have a key role in championing and managing change introduced as a result of the Corporate and Investment Bank (CIB) Change Programme and other initiatives/programmes impacting the Corporate Market.
• The primary objective is to maximize sustainable risk-adjusted portfolio contribution on both an individual portfolio and aggregate team basis
• The jobholder will additionally be responsible for business development both with new customers and with his/her existing portfolio.
• Support the resource and energy strategy to be more visible to industry players as key bank within the Resource and Energy sector and value chain players.
• Onboard new names and expand the wallet share of the existing clients.

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Job Description

Sales Performance

Time split: 50%

Output:

• Together with CCM conduct annual review of customers’ borrowing facilities (and interim review if customer circumstances [risk profile] dictate).
• Consult customer owners/managers on financial/credit issues and general business practice/ideas.
• Determine the key messages, e.g. agreed service standards, and negotiated pricing, relationship team contact points (including introductions to new personnel) and new product changes using the most appropriate means of communicating them to customers.
• Deal with, and find resolutions for, customer complaints.
• Determine the products that are most effective in meeting customers’ needs and be able to sell these, at short notice, both reactively and proactively.
• Plan and co-ordinate any marketing approaches for new business and actively develop existing relationships. Co-ordinate approaches to the portfolio by businesses across the Group.
• Monitor and ensure adherence to risk service standards.

Business Management

Time split : 20%

Output:

• Research, create and follow up on a target list for potential new business.
• Identify priority customers using the Customer Prioritisation Guidelines to assess their present and potential contribution.
• Prepare and assess credit applications including personal input of judgmental information on Lending Advisor. Sanction applications within personal discretion
• Monitor and control the quality of the portfolio using “Condition of Sanction” triggers where possible and in accordance with RM guidelines and Bank policy.
• Manage “Early Warning List” customers to reduce risk, following H.O. and Regional guidance provided.

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Staff Management

Time Split: 10%

Output:

• Day-to-day coaching and coordination of Relationship Managers performance in provision of consistent service quality and risk management.
• Plan regular joint visits with Relationship Manager to customers as part of capacity building
• plan.
• Have regular engagement with Relationship manager on portfolio management.

Risk & Control – Time Split: 20%

• 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.

Technical Skills / Competencies

• Ability to relate and influence stakeholders at all levels.
• Knowledgeable in risk management issues
• Professionalism & Ability to work in teams
• Product knowledge: Debt, Cash management, Markets and Trade
• Demonstrated ability in both written and spoken communication
• Demonstrated ability in sales and negotiations & Good knowledge of credit procedures, monitoring and financial analysis

Knowledge & Skills: (Maximum of 6)

• Has a good knowledge of corporate lending, especially global and regional corporates
• Knowledgeable in Trade transactions and their associated processes.
• Have a minimum of 5 years’ experience in people and Relationship Management.
• The job holder must have a detailed knowledge of the core set of corporate products.
• Proven track record in sales.
• Excellent understanding of credit and associated risks
• Acquaintance with Windows, Excel, Power Point, Word
• A university degree or its equivalent.

Education

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

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