Head of Commercial

Reporting to: Director of Business Banking

Job Summary

The overall role purpose is to set the strategy and lead on the execution of required activities to become the top Commercial business in Tanzania. The role holder will have oversight of the Commercial side of the Business bank function and other products such as Business Islamic Finance, Merchant acquiring, and Insurance etc. The primary objective is to maximize sustainable risk-adjusted portfolio contribution on an aggregate team basis.

Job Description

Job Purpose

Accountability: Driving Business Development and Growth - 40%

Deliver the overall growth of the Commercial segment of Business Banking.
Implement acquisition, Retention and expansion strategies for all segments.
Take major operating and investment decisions for the Commercial business including overall planning and Budgeting, Prioritization, Resource allocation.
Generate, evaluate and make recommendations for Commercial Business to the Director of Business Banking where relevant to the in-country leadership and wider RBB leadership.
Monitor and ensure that Key Performance Indicators for the Commercial unit are achieved.
Develop and implement strategies to deliver performance and growth targets within the Commercial banking.
Cascade Business Banking strategies to the Commercial team.
Lead origination and execution of more complex/cross-group transactions.
Drive performance against Key Performance Indicators as agreed with the BB Director.
Frequently monitor performance of the Commercial segment to ensure growth in all areas is achieved.
Understand the business drivers and issues that have an impact on the performance of commercials and proactively manage them.
Establish and embed the values, behaviors and risk appetite that underpin the achievement of the Commercial objectives.
Grow the team’s portfolio profitability by identifying new and existing customer potential including sales opportunities and new product promotion initiatives.
Proactively research competitive threats/opportunities within the team’s market and geographical area.
Communicate all key messages to customers including agreed service standards, negotiated pricing, relationship team contact points (including introductions to new personnel) and new product changes.

Accountability: Customer Service Management - 25%

Act as the Business Bank face to the Commercial Market and develop strong business networks.
Understand and articulate business trends and developments and formulate business development strategies to shape the commercial and overall BB proposition and meet changing market needs.
Generate proposals to increase the value of the Commercial Business portfolio, through identification of new markets and or product opportunities, including potential alliances.
Build a motivated, committed and focused team, consistently delivering creative, precise and customer-focused service.
Ensure BB service excellence through continuous monitoring of results of customer surveys i.e. NPS against target service quality standards.
Collaborate cross-functionally to provide a high standard of service delivery.
Engage in high net worth client meetings as needed for complex scenarios reviews and consultations.
Monitor levels of complaints and quality of handling.

Accountability: People Management and Development - 25%

Lead the Commercial team to best in Class standards, attracting the best available talent, drive performance and consequence management using reward practices to distinguish and reward top performers.
Develop and communicate an annual resource and capacity plan for the Commercial Unit.
Effective resource management/planning reflects current and future business requirements, ensuring that the correct balance of numbers, skills and experience, by playing an active role in attracting the best in class talent.
Build and develop a high performing team, through embedding performance management and coaching.
Discuss and finalize performance management plans and ratings for the BB team.
Maximize performance of team members by identifying development and training needs and ensure coaching or delivery of training takes place.
Drive employee development and engagement in order to achieve a high performance climate and culture.
Conduct effective performance management for direct reports.
Create an empowering environment for direct reports, encouraging individual ownership and initiative and ensure they do the same for all their staff.
Initiate HR processes for direct reports when required e.g. disciplinary process, leave management, learning and development, talent identification etc in consultation with HR.
Acts as escalation point for grievance cases for the commercial unit.
Motivate staff through appropriate recognition schemes.
Pursue own development to increase personal effectiveness, acknowledging strengths and areas for development.

Accountability: Risk, Control and Compliance Management - 10%

Ensure that all activities and duties are carried out in full compliance with regulatory requirements, Enterprise-Wide Risk Management Framework and internal ABT Policies and Policy Standards.
Understand and manage risks and risk events (incidents) relevant to the role.
Contribute and deliver to the improvement of the risk profile by delivering improved governance, risk management, controls and compliance requirements.
Understand and manage risks and risk events (incidents) relevant to the role.
Ensure all financial crime matters are addressed on time e.g. annual PEP & HRR, LR reviews.
Control Non-performing Assets to within regulatory and Industry standards.

Education and Experience Required

B-degree / Advance Diploma / Diploma or Equivalent qualification in Finance, Accounting, Economics, Business Admiration or any other related field
Outstanding knowledge of Business and Commercial banking products and services
Sound knowledge of strategy and planning processes
Product development knowledge and expertise
Outstanding knowledge of control and governance requirements and environment
Minimum 5 years Business experience in emerging markets.
Proven experience and expertise in credit risk analysis
Soundtrack record of relationship management
Proven networks within the Business Banking field in emerging markets

Knowledge & Skills

Proven organizational skills
Proven ability in marketing techniques
Strong Solutioning, selling and negotiation skills
Excellent diagnostic skills and rigorous approach to problem solving
Excellent communication skills at all levels
Excellent comprehension skills to understand and interpret industry data and economic trends
Sound financial skills
Strong formal presentation skills to gain acceptance to solutions, both internally and externally
Team creation and co-ordination skills to mobilize and manage product specialists
Strong Leadership and team-working skills at senior executive level
Ability to think creatively and identify innovative solutions

Absa Values

Trust
Resourceful
Stewardship
Inclusive
Courage

Education

Bachelors Degree and Professional Qualifications: Business, Commerce and Management Studies (Required)