Company Description
Standard Bank Group is a leading Africa-focused financial services group, and an innovative player on the global stage, that offers a variety of career-enhancing opportunities – plus the chance to work alongside some of the sector’s most talented, motivated professionals. Our clients range from individuals, to businesses of all sizes, high net worth families and large multinational corporates and institutions. We’re passionate about creating growth in Africa. Bringing true, meaningful value to our clients and the communities we serve and creating a real sense of purpose for you.
Job Description
To effectively manage a team and optimize current and future client portfolios taking into consideration macro environment disruptors. Lead engagements across CIB, own and consolidate client business plans, and co-ordinate the sale and implementation of multiple flow solutions across for multiple clients across multiple locations and industries to maintain and grow revenue.
Essential Functions
- Works across multiple clients, industries and / or contexts to inform broad Transaction Banking solutioning across all Transaction Banking product streams
- Plans for economic, legislative and digital disruptors for current and prospective clients and how to optimize current/ future portfolios
- Performs multi-client desk-top analytics with a focus on income within a three-year timespan
- Understands the client need in the context of multiple flow solutions across all solution sets (Cash, Trade and IS). Review and analyze the client portfolio to identify potential upsell and / or cross-sell opportunities
- Lead Transaction Banking client engagement across CIB (directly or member of a cross-functional CIB team i.e CST)
- Escalate red flags to relevant area for resolution and inform Coverage (across product houses) . Collaborate with product and other relevant teams to remediate solution issues with the potential to upsell and / or cross-sell
- Owns and consolidates the client plans across Transaction Banking and CIB and prioritize client solutioning (may involve tradeoffs but within parameters), with a main focus on a one-year time span and projecting client revenue up to three-years
- Takes solution and applies to client context
- Provides input to the idea generation process by challenging the status quo, and engaging clients to stimulate the development of new ideas and approaches to address client needs that cannot always be met through current Transaction Banking solutions
- Prepare for the pitch using standard format for multiple solution sets and locations. Engages Transaction Banking teams regarding preparation, roles (who does what / decisions required), and plans the client approach in terms of who to meet, how often, what is desired as an outcome
- Position the standard offering in a compelling manner
- Terms prescribed within Solutioning toolbox parameters
- Meets all deal pipeline deadlines to enable accurate projections.
- Communicate the deal broadly (TBCT and CSTs) and activate the branding plan where applicable. Capture all system requirements, sort mandates and any client exceptions
- Co-ordinate all implementation documents to meet time deadlines across geographies and / or solutions, including the allocation of accountabilities to other sales colleagues accountable for local activation
- Acts as the primary interface for client and represent the client “face” to teams, co-ordinate client satisfactions measures across multiple clients, geographies and solutions
- Check client revenues against sales force plan (three-year cycle) and close any variance with clients based on projected revenues and conditions. Leverage the deal brand externally by working with Brand and Marketing to enable targeted and bespoke approaches.
- Create an environment that empowers people to make decisions, embrace change, and take control of their personal development and growth. Manage performance of teams and individuals to consistently deliver work and meet agreed targets.
Qualifications
Type of Qualification: Advanced Diploma
Field of Study: Business Commerce
Experience Required
- Must have NBFI experience
- Investor services knowledge advantageous
Sales
Transaction Banking
8-10 years
Adjusts approach to client need and context and articulates the benefits and future applications of Transaction Banking skills and solutions in an aspirational manner
8-10 years
Champions the simplication of Sales ways of working to enable better and faster client outcomes across multiple jurisdictions
8-10 years
Contributes to the development of client experience strategies and executes through bespoke client engagements. Partners with other providers to enhance and support the client experience.
8-10 years
Demonstrates knowledge of the macro context working across multiple jurisdictions. Assimilates and applies knowledge to identify, plan and solution for multiple clients
8-10 years
Utilises insights from industry, market and clients to inform ESG initiatives and approaches aligned to clients values and needs.
8-10 years
Works with solutioning, client and / or partners teams to identify and optimise digital and data levers to improve client experience and adoption.
Additional Information
Behavioural Competencies:
- Articulating Information
- Developing Expertise
- Interacting with People
- Interpreting Data
- Making Decisions
- Producing Output
- Providing Insights
- Resolving Conflict
- Seizing Opportunities
- Showing Composure
- Team Working
- Upholding Standards
Technical Competencies:
- Client Business Case
- Client Retention
- Cross and Up-Selling
- Industry Knowledge
- International Market Knowledge
- Local Market Knowledge
- Product Development
- Risk Management
- Value Identification
