Job Family – Sales and Service

Career Stream – Relationship Management

Leadership Pipeline – Manage Self: Professional (MSP)

Direct Report – Head Coverage: Mid Corp

FAIS Affected – FAIS Affected – Yes

Job Purpose

Strategic thought partner as one main point-of-contact with deep understanding of

the industry who helps shape the clients strategic agenda accompanied by team of

specialists. To grow commercial bank revenue through the management and cross

sell to existing portfolio; as well as the acquisition of new to bank high revenue mid

corporate customers to create and increase revenue and maximize economic profit

to achieve the banks strategic objectives and create shareholder value.

Job Responsibilities

• Acquire new Mid Corporate clients through a process of prospecting and networking to achieve market share growth aspirations.
• Facilitate one single point of contact, who understands my journey and specialties of Mid Corp clients’ business.
• Ensure access to a team of specialists with industry knowledge, leverage finance skills and treasury management skills.
• Strategic thought leader as one main point-of-contact with deep understanding of the industry who helps shape the client’s strategic agenda and has intermediate experience level regarding M&A/LBO transaction requirements.
• Stay abreast with latest economic trends and developments (i.e., green

energy and sustainable agriculture) and applying this knowledge by adding

value to client engagements and identifying opportunities to the greater benefit of the client.

• Identify acquisition opportunities through effective ecosystem analysis unlocking the value chain.
• Generate revenue through proactive cross sell strategies by applying specialised Industry and Banking knowledge, managing key internal stakeholder relationships, and executing identified opportunities.
• Perform in depth financial needs analysis to identify cross sell and up sell opportunities in line with business goals.
• Conduct regular portfolio reviews with clients to identify and unlock value add

opportunities that contribute to client retention.

• Ensure deep understanding of the growth thesis of every client and how the client will through the inputs of the rest of the GCT assist with the composition of the most suitable funding/capital structure to achieve the clients’ objectives.
• Be proactive in client interaction by adding value through financial solutioning.
• Build trusting relationships through regular interactions with key decision

makers within the businesses that forms part of the allocated Business portfolio.

• Provide a key interface for the client to the bank by having sound knowledge

of the bank’s products; services and solutions and by coordinating with relevant stakeholders.

• Manage all business risks and ensure compliance by following regulatory requirements and bank’s internal policies and procedures, identifying risks and non-compliances, and taking corrective action.
• Prepare and present large and complex credit applications consisting of multiple entities and shareholders and by incorporating specialized Industry knowledge and core Banking principles, including the pricing motivation of assets.
• Leverage subject matter expertise to support the digitization of clients in line with the 4th Industrial revolution dynamics.
• Drive client awareness and solution for sustainable development goals in line with the client purpose.

Essential Qualifications – NQF Level

• Advanced Diplomas/National 1st Degrees
• Matric / Grade 12 / National Senior Certificate

Preferred Qualification

• BCom (Financial Management/ Accounting)/ BSc Agri)

Essential Certifications

• FAIS RE qualifications

Minimum Experience Level

• 7 – 10 years exposure to a combination of: Transactional Banking; Sales, Business; Specialisation (i.e., Agri; Franchise, Fintech, Manufacturing); Deal-making and Portfolio Management

Technical / Professional Knowledge

• Communication Strategies
• Negotiation skills
• Governance, Risk and Controls
• Relevant regulatory knowledge
• Data Analysis and Interpretation
• Relevant software and systems knowledge

Behavioural Competencies

• Account Planning
• Targeting Sales Opportunities
• Driving Successful Customer Engagements
• Sales Negotiation
• Business Acumen

Building Trusting Relationships

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