Old Mutual is a firm believer in the African opportunity and our diverse talent reflects this.
Job Description
JOB PURPOSE STATEMENT
Reporting to the Head of Business Growth, will be responsible for business development & growth of the Small & Medium Enterprises (SME) portfolio by working closely with Senior Management, Leadership Team, Branch Management teams, Credit and other stakeholders in the Bank.
KEY RESPONSIBILITIES:
- Implementation of the SME business strategy in line with the Bank’s overall strategy and business growth plan.
- Working closely with stakeholders in Senior Management, Leadership Team, Branch Management teams and Credit to increase market share of the SME segment in terms of customer numbers, products and service consumption and revenues while proactively reducing the non-performing loan book.
- Driving sales through effective leadership, guidance and performance management process within the branch network and relationships.
- Working directly with Branches and SME officers to drive account utilization and hence cheap and stable deposits.
- Identification and capitalizing on new market opportunities to expand presence, competitiveness and profitability through proactively selling of products and services.
- Improving the business environment and raising the profile for the SME business segment in the Bank.
- Establishing profitable banking relationships with SME clients by providing high quality banking and other financial services to SMEs where the Bank operates.
- Advise the Bank on SME market analysis and segmentation with regards to SME financial products, SME credit Risk evaluation processes, loan monitoring, collections and debt recovery procedures.
- In liaison with other stakeholders, ensure quality portfolio by effective identification of risks and their mitigations.
- Representing the Bank and business unit in forums, meetings and fast track the implementation of the relevant agreed action points.
- Any other duties that may be assigned by the supervisor
- KEY MEASURABLE KPI’S
Growth in number of clients
Growth in customer deposits
Growth in quality loan book
Timely loan disbursement and repayments
Portfolio quality Profitability
Other Key Responsibilities
Credit appraisal & approval
- New business acquisition in the SME segment.
- Ensure customers receive prompt feedback on the fate of their applications.
- Make appropriate recommendations for cases presented to the various Credit Committees especially Credit-Exco and the Board.
Marketing of the Bank products
- Attracting new businesses and expanding current business.
- Good customer care and relationship management.
- Assisting in the cross-selling of all the Bank products.
Monitoring and Control of the SME Banking portfolio
- Ensuring compliance with Bank’s Credit Policy and Government regulations.
- Regularly monitor all performing accounts.
- Maintain and evaluate quality of Loans to ensure compliance with lending guidelines.
Staff Functions
- Adopting a proactive and energetic work style to enhance customer/ interdepartmental /branch delight.
- Offer advice to Branches and the SME staff on matters and issues relating to SME credit appraisals.
- Upholding the required professional and technical knowledge by attending and contributing to the appropriate training programmes
Bankwide AML KYC & CFT Responsibilities
- Communicating and reinforcing the AML-CTF compliance culture established by the board
- Implementing and enforcing the board-approved AML, KYC & CFT policy within the Department, Unit or Branch
Manages and coordinates the organisation’s sales function to meet the organisation’s business requirements. Manages a large-sized team of advisors to develop, maintain, and leverage relationships with prospective and existing clients to stimulate and manage demand for financial products and services.
Responsibilities
Leadership and Direction
Communicate the local action plan; explain how this relates to the function’s strategy and action plan and to the broader organization’s mission and vision; motivate people to achieve local business goals.
Customer Relationship Management / Account Management
Develop and implement a relationship management plan for existing customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues. Collect feedback from identified customers or customer segments to ensure their needs are met, providing themes, summary analyses, and recommendations for changes based on customer input.
Sell Customer Propositions
Identify the products or services that best meet the customer’s stated needs, use personal expertise to propose quantities and product configurations, explain the selection to the customer, and invite the customer to make a purchase at the standard price/terms and conditions of sale.
Sales Opportunities Creation
Identify potential customers by obtaining information, referrals, and recommendations from existing customers and other contacts and/or through participation in trade shows and conferences.
Performance Management
Develop and propose own performance objectives; take appropriate actions to ensure achievement of agreed objectives, using the organization’s performance management systems to improve personal performance. Or manage and report on team performance; set appropriate performance objectives for direct reports or project/account team members and hold people accountable for achieving them, taking appropriate corrective action where necessary to ensure the achievement of team/personal objectives.
Operations Management
Supervise others working within established operational systems.
Promoting Customer Focus
Collaborate internally and work as the customer champion in cross-functional teams to build strong external customer relationships.
Key Account Management
Maintain relationships with customers, such as small- to medium-sized companies, either personally or by supervising an account management team. Work within established systems to develop solutions, generate new opportunities, and ensure all customer demands are met.
Customer Relationship Development / Prospecting
Develop and implement a customer contact plan to communicate product launches and engage the potential customers in relevant sales campaigns to build new relationships. Act as first point of contact for customer queries and complaints and resolve them, referring complex issues to others and ensuring that the customer receives an appropriate response.
Budgeting
Track budgets and report variances to more senior colleagues.
Organizational Capability Building
Provide coaching to team members to develop their skills.
Skills
Competencies
Builds Networks
Business Insight
Collaborates
Communicates Effectively
Customer Focus
Drives Results
Ensures Accountability
Interpersonal Savvy
Education
Closing Date
17 February 2025 , 23:59
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