1 - Sales Focus- Achieve customer growth, revenue and collections targets as defined by the bank
• Meet and exceed individual activity metrics for all product lines
• Meet, exceed and effectively execute on all Sales & Customer targets as set by the Bank
• Effectively execute the Banks sales strategy in respect of Product & Value Added Services(Up Selling, Cross Selling & Capital Take Up)
• Outbound calling to target both existing and prospective customers
• Convert all sales opportunities received through inbound customer requests, outbound calling, lead generation initiatives and customer queries
• Establish, develop and maintain business relationships with existing and prospective customers to generate new business
• Participates in cross selling bank products.
• Maintain detailed tracking of pipeline management and of prospect data and activities
• Set up in person visits, appointments and presentations, following up telephonically where necessary
• Conduct a professional financial needs analysis to make a needs based analysis that may lead to a sale
• Scheduling customer feedback for obtaining documents and progress updates
• Adhere to Supervision requirements set out by Line Manager for all financial products
• May prepare weekly, monthly and quarterly reporting and present results to management
• Ensure effective Cash Management as and when required with approved authorization
• Ensure effective CAM Management as and when required with approved authorization
• Ensure effective management of Credit Card Administration & Fulfilment as and when required with approved authorization
• Ensure accountability for your own results

2 - Marketing Focus
• Keep abreast of products and services, competitive activities, advertising and promotional trends in and around your branch
• Identifying referral opportunities in and around the branch
• Assists the branch in meeting goals by generating new business through marketing activities, promotions, telemarketing and targeted customer initiatives
• Participates in events that demonstrate support for the community and increase business opportunities for the Bank
• Ensure all marketing endeavours, activities and initiatives adhere to appropriate policies and procedures

3 - Risk & Compliance Focus
• Ensure deal quality is a premium by reviewing and completing product applications with the customer timeously and accurately utilising all the necessary Bank tools and training to mitigate risk (Biometrics & Fraudulent Indicator Identification)
• Comply with all policies/procedures related to all customer interactions and engagements
• Ensure compliance with all regulatory requirements and the Banks compliance policies related to these requirements
• Ensure the reporting of certain incidents and instances required in terms of regulatory requirements(AML)
• Ensure the reporting of all fraudulent behaviour incidents and fraudulent indicator instances via the correct fraud and dishonesty reporting channels
• Ensure effective execution of a “zero defect” prerogative in terms of the Deal Quality Error Rate
• Ensure effective execution of a “zero defect” prerogative in terms of the Capturing of Income & Expenses Error Rate
• Ensure compliance with FAIS journey inclusive of RE qualification parameters and guidelines as set by the Bank(Own)

4 - Customer Service
• Ensure compliance with the Banks Customer Service Standard and relevant legislation
• Ensure compliance with TCF principles
• Ensure accountability for your own behaviours while helping team members to enhance their ability to engage with the Banks customers
• Ensure you satisfy all the Banks customer’s financial needs and help them succeed financially
• Ensure accountability for application quality and turnaround times, query resolutions and solution creation for the Banks Customers

5 - Training & Development
• Responsible for ensuring you receive on-going sales/service development training for deficiencies as highlighted in your developmental/coaching plans
• Responsible for participation in and successful completion of all product and services training and developmental initiatives that have a bearing on your on-going value proposition to the Banks customers
• Responsible for 100% participation in and successful completion of risk and compliance training initiatives that have a bearing on your on-going value proposition to the Banks customers and additional regulatory, statutory and compliance obligations of the Bank

6 - Operational Activities
• Responsible for ensuring compliance with all security and safety procedures within the branch including opening and closing procedures, camera surveillance where appropriate. Branch security, robbery, fire drill procedures and health and safety procedures and SOP’s.
• Perform other admin related duties as may be required by Management and Leadership structures of African Bank.

1 - Achievement of all Sales Targets & Growth
1. Sell, promote and Market the Banks Products and ensure that the following is achieved:
2. Retention of existing clients
3. Acquisition of new clients
4. Reactivation of dormant client
5. Achieve Sales Target as set by Management

2 - Performance of Sales Activities
1. Promote and sell new products as the Bank introduce same from time to time
2. Phone clients for sales (Tele-Sales)
3. Generate Sales Leads
4. Follow up and make appointments with prospective clients
5. Follow up on status of workflow and applications being processed
6. Keep the client informed at all times with regards to the loan application status

3 - Application Administration and Costs
1. Capturing of Loan Applications
2. Check loan application documentation for accuracy, authenticity and compliance to Policy and Procedures as well as completeness
3. Accurately capture all client information as per loan application and supporting documentation
4. Suspend or reject loan applications to be re-quoted as and when required. Explain the Loan Application Process to facilitate client understanding of the process
5. Explain Terms and Conditions of Banks Products to clients
6. Issue copy of Contract / Agreement to Client
7. Print loan agreement for client’s signature
8. Correct altered loan application information sent for rework and reprint for client’s signature

4 - Sales Focus- Achieve branch growth, revenue and expense targets as defined by the bank
1. Maintain responsibility for the branches Profit & Loss and Budget
2. Determine the critical success factors for new customer acquisition and customer retention
3. Demonstrate expert ability to leverage the banks products inclusive of technology offerings to uncover and deepen opportunity, using the various marketing tools available in branch to present product offers and financial solutions to existing and potential customers
4. Work closely with Trade Area Manager on customer acquisition strategies and retention efforts and developing new marketing campaigns
5. Manage a book of customers with emphasis on cross selling and deepening customer relationships with the bank
6. Develop and execute market plan to achieve growth goals
7. Ownership for sales life cycle-from lead generation to disbursement
8. Engage in and promote all sales activities i.e. Check-Ins, Huddles
9. Responsible for day to day sales activities inside and outside the branch
10. Ensure the achievement of branch sales goals as assigned in the defined market and business segments/industries
11. Ensure all staff achieve individual sales and service goals as assigned
12. Work to maximise customer relationships across business lines
13. Represent the bank in local community organisations with the purpose of promoting the Banks image as well as uncovering potential business opportunities
14. Develop existing business relationships and prospect within the community for new commercial business
15. Maintain consistency and integrity of data
16. Provides direction, guidance and quality assurance to Reps Under Supervision

5 - Risk & Compliance Management
1. Ensure preventative measures are carried out to fully comply with current rules, regulations and internal policies relating to risks pertaining to relevant legislation
2. Identify, evaluate and monitor and make recommendations deemed necessary to the respective risk and compliance champion in order to assess, reduce, eliminate or control any current or prospective risks to the bank arising from violations of, or non-conformance with, laws, rules, regulations, prescribed practices, internal policies, procedures and ethical standards
3. Responsible for implementing strategies to ensure operational integrity in the branch
4. Execute Branch functions / activities in adherence to Internal Audit standards (BPR)
4.1. Cash Management
4.2. People Management
4.3. Security Management
4.4. Asset Management
4.5. Compliance (NCA, Regulatory and Credit Policy)
4.6. General Operations
4.7. Risk Management
5. Ensure completion of Monthly Branch Self Audit Programme
6. Ensure Disaster Recovery capturing on monthly basis
7. Ensure OHS checklist completion and filing
8. Ensure quality assurance related to sound Manager Review practices
9. Ensure risk related to bad rate versus expected bad rate is managed within limits as set by the Bank
10. Ensure Non Deal Excellence is managed within limits as set by the Bank
11. Ensure Deal Excellence Error Rate is managed within limits as set by the Bank
12. Ensure compliance with FAIS journey inclusive of RE qualification parameters and guidelines as set by the Bank(Own & Team)

6 - People Management and Development
1. Responsible for training and development of branch staff, assessing team member needs and finding resources to address applicable need
2. Working with HR, interview, hire and terminate branch team members
3. Conduct performance evaluations for all branch personnel
4. Conduct coaching activities with team members, principle coaching duties involve coaching to achieve sales excellence and ensuring the delivery of world-class customer service.
5. Identify and work with High Potential branch staff in the achievement of their developmental goals
6. Create a feeling of energy and excitement among team players. Promote the corporate vision and values
7. Ensure 100% participation and support for all staff on Bank training and developmental initiatives
8. Ensure People Knowledge Score is managed within limits as set by the Bank(Own & Team)

7 - Customer Service
1. Create and maintain productive relationships with internal and external clients by providing advice and assistance
2. Create understanding of the ‘real’ versus ‘perceived’ need through experience and expertise while complying with company polices legislation and regulations
3. Keep the client informed about progress through written communication, telephone communications and/or face to face meetings
4. Build a positive image by exceeding client expectations at all times 5. Treat internal and external customers fairly at all times

1 - Sales Targets
• Support the bank’s drive to a more diversified customer, channel and product capability. Support and drive the implementation of branch component of the bank’s strategy
• Ensure the region meets the assigned targets in all product categories
• Develop region specific plans to ensure customer growth and retention as well as revenue growth

2 - Manage Productivity
• Capacity Planning
Ensure branches have adequate skilled staff of the right calibre in order to deliver on customer service and sales expectations
• Planning and Scheduling of Work/Activity
Manage scheduling requirements within the branches in terms of contribution and targets of all products
Plan productivity targets and deploy daily/weekly/monthly prioritised work/Activity schedules with appropriate deadline targets and input levers
Set, monitor and review workload schedule
• Productivity Control
Monitor and review productivity progress against deadline targets and output levers
• Quality Control
Ensure that all productivity and in branch processes result in producing high quality deals and customer satisfaction
Ensure that all productivity and in branch processes adhere to the company’s internal controls framework
• Branch Profitability
Optimise branch profitability taking into account local market potential and customer needs

3 - Manage Operational Performance
• Develop and implement operational improvements
• Ensure non value added activity that negatively impacts on the customer is reduced and eliminated in all operational processes
• Influence, Manage & embed change journeys to meet current business requirements
• Implement operational improvement processes to reduce risk, minimise costs and improve operational performance
• Develop a high performance team and step change
Promote and uphold company performance standards, values driven culture and work ethic
Develop and implement initiatives required to deliver step change in the following aspects of the business:
• Sales performance of new and existing products
Operational risk and compliance
Branch profitability
Productivity levers
Customer service
Product diversification
• Operational excellence
Right first time- Doing things right for the customer
High Productivity

4 - Manage the human resource
• Recruitment & Employment
Ensure all recruitment and employment is carried out in accordance to company procedure and in compliance with current employment law
• Staff Training & Development
Establish goals and objectives for self and team and implement accordingly to help support/improve job performance (experience, ability & competence)
Be aware of and promote operational best practice and performance standards
Develop and monitor performance standards
Identify individual training needs
Implement, monitor and review training and developmental plans
• Monitor and manage KPI’s
Achieve the Area Targets relating to Service, Customer Growth, Sales, Staff Engagement, Learning & Development, Personal Development, Costs, Fais, Risk and Compliance
• Performance Management & Staff Appraisals
Monitor, review and address employee under performance, maintaining appropriate records in accordance with company procedures
Conduct and perform annual performance appraisals
Ensure the appropriate systems and processes are in place to measure and manage staff performance and to coach and develop a high performance team
• Discipline & Grievance Procedures
Monitor, review and address employee under performance, liaising with the HR representative and maintaining appropriate records in accordance with the company procedures as required
Address any employee discipline or grievance issue, maintaining appropriate records in accordance with company procedures.

5 - Customer
• Create and maintain productive relationships with internal and external clients by providing advice and assistance.
• Create understanding of the ‘real’ versus ‘perceived’ need through, experience and expertise while complying with company policies, legislation and regulations.
• Keep the client informed about progress through written communication, telephone communications and/or face to face meetings
• Build a positive image by exceeding client expectations at all times
• Treat internal and external customers fairly at all times

Qualifications Required

BSC PROPERTY STUDIES WITH HONOURS; OR

B COMM/FINANCIAL QUALIFICATION WITH HONOURS

Experience Required

Minimum 5 years experience in the property market; or financial services industry with relevant management experience.

Main Purpose of the role

A multi-faceted role with a focus on sourcing new clients for the Bank and more specifically the Property Lending division. To liaise and negotiate with these new clients to secure transactions which must be accurately analysed. To liaise with and manage the relevant staff and departments at the Bank for the coordination and finalization of all elements of property lending transactions.

To structure financing solutions for various high value property transactions and provide clients with all the necessary information, support, and assistance throughout the life span of their facilities and business transactions with the Bank, to ensure effective and efficient business relationships.

To network and entertain high net worth individuals at various functions in the interest of maintaining and furthering relationships as well as to create new relationships. To create awareness in the property market of the Bank’s property funding capabilities and to grow the Bank’s brand.

To manage clients with advances in excess of R1.0 billion and contribute to the increase of the Property Lending loan advances by the budgeted amount on a gross basis year on year. To contribute towards the Property Lending fee income target in line with the budget, increasing each year.

To critically assess all aspects of a property transaction, including costs, leases, physical condition, specialisation, location, layout and market demand to ensure viability of transactions. To conduct detailed feasibility studies and amortisation projections to establish the viability of property transactions and predict the timing of utilisations and repayments. To conduct a thorough financial and risk analysis to determine client’s ability to service and repay debt facilities. To present and discuss transactions to the Credit Risk Committee/Alco/Exco/Board.

To critically assess all aspects of the Property Lending loan book and provide feedback thereon to various committees and divisional heads regarding various exposures and aspects of the book.

Key Performance Areas 

Regulatory Compliance 

Ensure compliance with FICA, FATCA, POPI and FAIS/TCF.
Ensure all internal audit outstanding matters are resolved.
Ensure that there is no non-compliance that may result in regulatory fines.

Client Administration

• Manage client queries in an efficient manner and ensure all queries and client requests are attended to timeously, ensuring client satisfaction at all times.
•  Control and coordinate all aspects of a deal, ensuring the timeous and smooth conclusion of the transaction.

Managing and Growing Client Relationships

• Effectively manage, maintain and strengthen client relationships.
• Continuously provide clients with the necessary support and assistance, always ensuring the highest level of service and client satisfaction.

Managing Strategic Internal Relationships 

• Effectively manage, maintain and strengthen internal relationships.
•  Provide the relevant departments with the required information, assistance and support to ensure the prompt conclusion of new transactions and the smooth running of existing loans with the Bank.

Managing Existing Loan Book

• Manage existing loan book and timeously attend to all renewals, extensions, restructures and re-pricing of existing loans.
•  Ensure monthly loan instalments and when applicable settlements of loans are done on time.

New Business/Division Fee Target and Stretch

• Source new clients for the Property Lending division and ensure growth of the existing loan book.
• Negotiate transaction terms with potential clients while analyzing transactions accurately.
• Communicate with these potential clients timeously while looking after the best interests of the Bank. 
• Attend to all aspects of the deal making process and the maintenance of sound and effective business transactions until take on of client on the loan book.
• Achieve target in respect of fee income, advances growth and net interest income in line with budget.

Management and Mentorship of Staff

• Ensure that staff being managed or mentored are aware of what their roles and responsibilities are regarding the deal making process and the administration that comes along with it. 
•  Ensure the general wellbeing of staff under management.
• Provide the necessary training and guidance to enable staff to learn and grow within the organization, while adopting the culture of the Bank and looking after the best interest of the Bank.

Business Management

• Play an integral role in the management of the division and all staff members. 
• Ensure that the strategy of the division fits into the organization as a whole with a focus on workflow and integration into the other divisions

1 - Sales Focus- Achieve customer growth, revenue and collections targets as defined by the bank
• Meet and exceed individual activity metrics for all product lines
• Meet, exceed and effectively execute on all Sales & Customer targets as set by the Bank
• Effectively execute the Banks sales strategy in respect of Product & Value Added Services(Up Selling, Cross Selling & Capital Take Up)
• Outbound calling to target both existing and prospective customers
• Convert all sales opportunities received through inbound customer requests, outbound calling, lead generation initiatives and customer queries
• Establish, develop and maintain business relationships with existing and prospective customers to generate new business
• Participates in cross selling bank products.
• Maintain detailed tracking of pipeline management and of prospect data and activities
• Set up in person visits, appointments and presentations, following up telephonically where necessary
• Conduct a professional financial needs analysis to make a needs based analysis that may lead to a sale
• Scheduling customer feedback for obtaining documents and progress updates
• Adhere to Supervision requirements set out by Line Manager for all financial products
• May prepare weekly, monthly and quarterly reporting and present results to management
• Ensure effective Cash Management as and when required with approved authorization
• Ensure effective CAM Management as and when required with approved authorization
• Ensure effective management of Credit Card Administration & Fulfilment as and when required with approved authorization
• Ensure accountability for your own results

2 - Marketing Focus
• Keep abreast of products and services, competitive activities, advertising and promotional trends in and around your branch
• Identifying referral opportunities in and around the branch
• Assists the branch in meeting goals by generating new business through marketing activities, promotions, telemarketing and targeted customer initiatives
• Participates in events that demonstrate support for the community and increase business opportunities for the Bank
• Ensure all marketing endeavours, activities and initiatives adhere to appropriate policies and procedures

3 - Risk & Compliance Focus
• Ensure deal quality is a premium by reviewing and completing product applications with the customer timeously and accurately utilising all the necessary Bank tools and training to mitigate risk (Biometrics & Fraudulent Indicator Identification)
• Comply with all policies/procedures related to all customer interactions and engagements
• Ensure compliance with all regulatory requirements and the Banks compliance policies related to these requirements
• Ensure the reporting of certain incidents and instances required in terms of regulatory requirements(AML)
• Ensure the reporting of all fraudulent behaviour incidents and fraudulent indicator instances via the correct fraud and dishonesty reporting channels
• Ensure effective execution of a “zero defect” prerogative in terms of the Deal Quality Error Rate
• Ensure effective execution of a “zero defect” prerogative in terms of the Capturing of Income & Expenses Error Rate
• Ensure compliance with FAIS journey inclusive of RE qualification parameters and guidelines as set by the Bank(Own)

4 - Customer Service
• Ensure compliance with the Banks Customer Service Standard and relevant legislation
• Ensure compliance with TCF principles
• Ensure accountability for your own behaviours while helping team members to enhance their ability to engage with the Banks customers
• Ensure you satisfy all the Banks customer’s financial needs and help them succeed financially
• Ensure accountability for application quality and turnaround times, query resolutions and solution creation for the Banks Customers

5 - Training & Development
• Responsible for ensuring you receive on-going sales/service development training for deficiencies as highlighted in your developmental/coaching plans
• Responsible for participation in and successful completion of all product and services training and developmental initiatives that have a bearing on your on-going value proposition to the Banks customers
• Responsible for 100% participation in and successful completion of risk and compliance training initiatives that have a bearing on your on-going value proposition to the Banks customers and additional regulatory, statutory and compliance obligations of the Bank

6 - Operational Activities
• Responsible for ensuring compliance with all security and safety procedures within the branch including opening and closing procedures, camera surveillance where appropriate. Branch security, robbery, fire drill procedures and health and safety procedures and SOP’s.
• Perform other admin related duties as may be required by Management and Leadership structures of African Bank.