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 - 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.

MINIMUM EDUCATION
B COMM/FINANCIAL QUALIFICATION, MBA and added advantage

MINIMUM EXPERIENCE
Between 8–15 years’ experience in the Financial
And/or Professional Services Industries with a deep understanding of the Public Sector and Banking Environment. Sales, advisory services and relationship management are essential capabilities

KEY RESULT AREAS
Regulatory Compliance
• Ensure compliance with FICA, FATCA, POPI, FAIS/TCF, PFMA/MFMA, PRECA
• 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 Deposits and Loan Book
• Source new clients for the Deposits and Corporate Lending division and ensure growth of the existing loan book. 
• Negotiate transaction terms with potential clients while analysing 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 of the operational function within the Lending Division
• Management of the operational team.
• Ensure that all internal (audit, compliance and credit) and external (all client related operational queries) requires are met.

CRITICAL COMPETENCIES
• Relationship Management c-suite and Board level (CFO, Treasurer, DG/CEO)
• Deep Problem-solving skills
• Deal structuring 
• Effective Client negotiating skills 
• Excellent client services 
• Analytical thinking
• Effective communication skills
• Accountability
• Leadership and Managing staff


BEHAVIOURAL ATTRIBUTES
• Attention to detail (conscientious, consistent and thorough) 
• Client focus (providing service excellence to internal and/or external clients)
• Strategic thinking (contributes to the objectives, priorities and vision of the organisation)
• Teamwork orientated (builds bridges between teams, works collaboratively to achieve results) 
• Organisational awareness (understands and operates in a broad spectrum- political, cultural and social) 
• New business (constantly networking and encouraging the sourcing of new clients and new business for the Bank)  
• Ability to collaborate with cross functional teams across the bank to contribute to the conceptualisation, crafting and effective delivery of client solutions

SPECIAL REQUIREMENTS
Deep understanding of the Public Sector

Qualifications
Bachelor’s degree in finance, Economics, Statistics, Business, Mathematics, Accounting, Engineering, Computer Science, MBA

Experience
Minimum of 5 years’ experience in credit risk management with at least 2 years of managerial experience

KEY RESULT AREAS
Framework and Policies
• Develop policies, procedures and guidelines for the facilitation of credit risk management
• Keep abreast of new industry developments within the unsecured loan and credit environment. 
• Provide oversight in credit strategy formulation to ensure achievement of lending related business objectives.

Risk Appetite for Business Banking
• Formulation, aggregation, and cascading of the Risk Appetite for Credit Risk 
• Monitor, report and oversee the remediation of breaches thereof.

Credit Risk Monitoring for Business Banking 
• Oversee the execution of all credit activities, covering credit granting, loan management and monitoring, credit analytics and all collection activities. 
• Review and ensure compliance with approved credit framework and supporting policy suite. 
• Develop core triggers to proactively manage credit risk.
• Perform scenario analysis of the bank’s loan book to determine the impact of stressed periods on credit risk.
• Conduct risk assessments on new products and partnerships 
• Determine appropriate methodologies for delinquency, NPL, and loss forecasting
• Oversee and approve the determination of the Expected Credit Loss in alignment with IFRS 9. 
• Ensure the accuracy and reliability of risk models and metrics used for measuring financial exposures and assessing risk concentrations
• Develop approaches and review assumptions across risk methodologies, with emphasis on the Bank’s wholesale credit risk
• Building risk awareness amongst staff by providing support and training within the bank

Credit Risk Reporting for Business Banking 
• Lead the timeous preparation of various reports that are required to be presented to various governance structures relating to the Group’s loan portfolio. 
• Quality assures these reports in terms of accuracy and completeness. 
• Publish and distribute reports to the relevant users. 
• Design and develop new standard reports. 
• Present reports to various committees. 
• Enhance the automation of reporting to improve compliance with RDARR
• Ensure the availability, quality, and integrity of data used for financial risk management purposes by implementing robust data governance frameworks and data management practices

Regulatory for Business Banking 
• Ensure that the Group complies with legislative and regulatory requirements in the conduct of its lending activities.
• Ensure compliance with legal and regulatory requirements with respect to reporting obligations pertaining to the lending portfolio. 
• Lead regulatory and industry body engagements relating to Credit Risk.

Financial and People Management 
• Manage and develop subordinate(s): Performance management in terms of contracting, reviews and poor performers, Training and development, Employee relations
• Manage people efficiencies through leave management, headcount budget, fixed term contracts, staff movements, secondments, staff utilization
• Take appropriate disciplinary measures as required
• Facilitate induction of new staff within one month of joining the organization 
• Ensuring business continuity by crossing skilling employees
• Perform technical reviews on tasks performed by employees
• Promote awareness and ensure adherence to all policies and procedures
• Promote proactive risk management amongst team members

Stakeholder engagement and Committees
• Engage with internal stakeholders, including business units, senior management, and risk committees, to assess risk appetite, develop risk mitigation strategies, and support business initiatives
• Foster open communication and collaboration between the financial risk management team and other departments, such as finance, compliance, internal audit, and legal, to address risk-related issues and concern
• Participate in risk committees, such as the Risk Management Committee (RMC) or Asset and Liability Committee (ALCO), to provide insights into financial risks, portfolio performance, and risk management practices
• Co-ordination of committee activities including liaising with other divisions to put together packs, creating workplans for committees and improving on reporting
• Ensure attendance at BASA meetings
• Address stakeholder concerns and feedback in a proactive and constructive manner, demonstrating responsiveness and accountability in risk management and governance matters

Ad hoc
• Deliver on ad hoc requests

Job Specific Requirements.
• Proficient in Microsoft Office Suite.
• Modelling skills
• Extensive understanding of Banking regulations.
• Excellent analytical skills.
• Excellent communication and leadership skills
• Advanced mathematical skills.
• Good interpersonal skills.
• Detail orientated.
• Accountability.
• In-depth knowledge of performance metrics
• Organizational and time-management skills
• Decision-making skills

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

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

3 - Application Administration and Costs
• Capturing of Loan Applications
• Check loan application documentation for accuracy, authenticity and compliance to Policy and Procedures as well as completeness
• Accurately capture all client information as per loan application and supporting documentation
• 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
• Explain Terms and Conditions of Banks Products to clients
• Issue copy of Contract / Agreement to Client
• Print loan agreement for client’s signature
• 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
• Maintain responsibility for the branches Profit & Loss and Budget
• Determine the critical success factors for new customer acquisition and customer retention
• 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
• Work closely with Trade Area Manager on customer acquisition strategies and retention efforts and developing new marketing campaigns
• Manage a book of customers with emphasis on cross selling and deepening customer relationships with the bank
• Develop and execute market plan to achieve growth goals
• Ownership for sales life cycle-from lead generation to disbursement
• Engage in and promote all sales activities i.e. Check-Ins, Huddles
• Responsible for day to day sales activities inside and outside the branch
• Ensure the achievement of branch sales goals as assigned in the defined market and business segments/industries
• Ensure all staff achieve individual sales and service goals as assigned
• Work to maximise customer relationships across business lines
• Represent the bank in local community organisations with the purpose of promoting the Banks image as well as uncovering potential business opportunities
• Develop existing business relationships and prospect within the community for new commercial business
• Maintain consistency and integrity of data
• Provides direction, guidance and quality assurance to Reps Under Supervision

5 - Risk & Compliance Management
• Ensure preventative measures are carried out to fully comply with current rules, regulations and internal policies relating to risks pertaining to relevant legislation
• 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
• Responsible for implementing strategies to ensure operational integrity in the branch
• Execute Branch functions / activities in adherence to Internal Audit standards (BPR)
1. Cash Management
2. People Management
3. Security Management
4. Asset Management
5. Compliance (NCA, Regulatory and Credit Policy)
6. General Operations
7. Risk Management
• Ensure completion of Monthly Branch Self Audit Programme
• Ensure Disaster Recovery capturing on monthly basis
• Ensure OHS checklist completion and filing
• Ensure quality assurance related to sound Manager Review practices
• Ensure risk related to bad rate versus expected bad rate is managed within limits as set by the Bank
• Ensure Non Deal Excellence is managed within limits as set by the Bank
• Ensure Deal Excellence Error Rate is managed within limits as set by the Bank
• Ensure compliance with FAIS journey inclusive of RE qualification parameters and guidelines as set by the Bank(Own & Team)

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

7 - Customer Service
• 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 polices 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 5. Treat internal and external customers fairly at all times