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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
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
Business Management and Sales
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Ensure that a disciplined sales process is implemented, monitored, and managed continuously to optimize effectiveness.
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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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Appropriately manage and resource RFP responses in a disciplined and efficient manner.
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Implement a Cash Management marketing plan to support and motivate sales efforts. The marketing plan needs to be coordinated with Product Management, CIB Marketing, and Client Coverage.
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Implement and support strategic execution sales plans and ensuring growth of market share together with Client Coverage Teams
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Implement and support sales approaches and methodologies to provide solutions on complex, 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.
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‘Own’ the Transactional Services P&L targets for CIB – along with the Trade and Working Capital / Transactional Services heads.
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Co-ordinate market approach and portfolio focus of the Cash Management Sales teams to ensure a high quality of customer experience and to maximize revenue.
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Drive product development and direction in a Cash Management space to ensure customer needs are met.
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Develop and maintain detailed knowledge of the Cash Management Market ensuring effective delivery to the customer base.
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Research, create and implement the target list of new business for Cash Management.
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Overseeing the development of the function’s digital channels and working closely with the teams in country and Absa Regional Office to ensure appropriate implementation of new channels.
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Ensure that all clients are onboarded on the bank’s digital channels and monitor utilisation.
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Closely managing the Liability book to ensure growth.
People Development & Management
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Provide visible Cash Management leadership across the Cash Management and Channel sales team and Banking network.
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Continuously up-skill staff upon their knowledge of Cash Management including knowledge of related processes and external market knowledge.
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Develop a wide knowledge base of International Cash Management. This will involve liaising with the Knowledge Development Team Leaders to ensure that up to date product/process offerings and market knowledge are held.
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Managing skills training and knowledge transferal within the team.
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Running Intra-team training to increase skill level of all team members.
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Deliver staff satisfaction through use of quality training plans and develop knowledge transfer and the sharing of best practice to ensure staffs receive appropriate training and development opportunities.
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Ensure that we adhere to a high performing organisation profile and that the necessary tools are in place to maximise the ability of our people.
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Implement a sales and management structure that invests in our people and supports the network to our maximum capability.
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Lead, support and motivate the 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.
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 Cash Management Strategic initiatives
Product Management and development
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Develop and implement effective priority needs for product and development.
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Identify, through market interaction, key trends to ensure product relevance.
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Ensure that priority sectors have relevant value propositions, either through existing products or through advocating for new products by building comprehensive business cases to ensure
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Ensure good understanding or product profitability and implement effecrtive proposition commercialization
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Good understanding of liquidity management especially with demonstrated ability to engage with Treasury regarding effective balance sheet management strategies that protect margin
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Clearly understand and articulate approaches and solutions which will enable Absa to lead.
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Continuously develop intelligence of local and offshore product proposition and business trends
Preferred Education & Preferred Experience:
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Bachelor’s degree in Commerce, Banking, Economics or equivalent. Post Graduate degree or MBA preferable.
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8 plus years Sales and Banking experience
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Requires a good understanding of corporate client and International Cash Management needs including excellent working knowledge of client needs 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
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Excellent knowledge of Cash Management and broader Transactional Banking to ensure one can provide sound advice and specialized solutions to the client and gain the position of trusted adviser.
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Sound banking knowledge.
Knowledge & Skills:
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Management and Leadership Skills
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Strong selling and negotiation skills
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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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Good networking skills
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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
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Innovative thinker with a solution-oriented mindset.
Education
Bachelor`s Degrees and Advanced Diplomas: Business, Commerce and Management Studies (Required)
What We Do
Absa Group Limited (Absa) has forged a new way of getting things done, driven by bravery and passion, with the readiness to realise growth on the African continent and beyond.
We’re a truly African brand, inspired by the people we serve in Botswana, Ghana, Kenya, Mauritius, Mozambique, Seychelles, South Africa, Tanzania, Uganda, and Zambia. We also have representative offices in China, Namibia, Nigeria and the United States, as well as securities entities in the United Kingdom and the United States, along with technology support colleagues in the Czech Republic.
