Specialist-Standard Bank

Job Purpose

To attract and acquire quality Third Party Fund Administration (TPFA) customers.
To proactively manage a portfolio of high value TPFA customers by performing a proactive, mobile, value adding financial partnership role with the aim of growing and retaining these customers.
To ensure effective execution of the sales tactical plan as defined by the Manager: Sales (TPFA) as well as on-boarding of new quality TPFA customers.
To provide a customised financial solution as defined by the Business Banking segment team, to meet the growth needs and potential of TPFA customers.


Key Responsibilities/Accountabilities

Sales acquisition
Promotes and sells the TPFA solution to potential new business customers to best meet their financial needs.
Sources and takes ownership of sales leads from other divisions within the bank [e.g., Vehicle and Asset Finance (VAF) , Business Online (BOL) , Standard Bank Financial Consultancy (SBFC), Home Loans, Black Economic Empowerment (BEE), Branches, Property Division , Franchising, Merchant Services, Business Managers, etc.).
Develops and implements a calling schedule for the TPFA business leads to establish financial needs and to assist potential new TPFA business customers to better understand the financial options that TPFA offers.

Mines and analyses customer data to identify and plan new TPFA business opportunities.
Proactively self-sources new to bank TPFA business opportunities in the market place by developing the necessary lead generation networks.
Proactively grows and maintains a pipeline of prospective TPFA customers.
Executes the business attraction plans for TPFA acquisition by performing cold-calling and data-mining in the relevant industries.

Sales execution
Monitors individual sales against targets by tracking all recorded sales and activity schedules.
Completes the TPFA onboarding documentation when signing on new TPFA customers.
Provides in-depth training to customers regarding the TPFA & BOL electronic system which reinforces the usage of the system.
In conjunction with the Customer Channels provincial sales teams, supports and establishes a primary point of contact for all existing and new TPFA business (including non-SBSA customers) leads referred by branches and suites.
Ensures there is appropriate TPFA product awareness to the relevant local markets and business banking suites.
Acts as the point of contact for any TPFA referrals or queries from the branch or business banking suites.
Ensures that sales MIS (Management Information Systems) are effectively used in pursuit of the TPFA sales targets.
Cross-sells additional value-added solutions (e.g., Business Online) to the new and existing portfolio of TPFA customers.
Analyses existing portfolio balances in order to identify dormancies and potential balance growths.
Reviews the interest rate paid compared to current customer balances in order to maximise profitability.
Keeps abreast of TPFA target market developments and market potential and adjusts sales tactics accordingly.
Shares the learning’s and best practices with the greater TPFA sales team.

Customer relationship management
Provides a simple and convenient offering to a portfolio of TPFA customers.
Proactively contacts the top 20, mid 70 and bottom 10 percent of customers in the portfolio in line with the relevant value proposition.
Interacts with customers and conducts a needs analysis to assist customers to better understand their financial requirements as it pertains to TPFA.
Ensures effective query management and customer feedback.
Accountable for ensuring that the service desk effectively and timeously resolves all customer queries and complaints.
Provides a central advisory/information/query handling service point for the portfolio.
Performs a proactive liaison role between customers and back-office service fulfilment and credit functions.
Interacts frequently and closely with all customers to analyse and establish ongoing needs in order to better understand their financial requirements.
Visits and contacts customers on a regular basis in order to ensure visibility and customer retention with aim of increasing usage and balance growth.
Ensures that all new service requests (queries and complaints) are logged correctly.
Ensures accurate capture, updates or amendments of customer information and history notes.

Stakeholder engagement
Ensures effective leveraging of business banking relationships across the provinces to deliver Business Market sales.
Ensures relationships are maintained with the local market teams in order to be the first point of contact regarding TPFA sales.

Risk and compliance
Complete all compliance training within laid down timelines.
Completes disclosure to the customers in terms of accreditation and pricing.
Trains TPFA customers on the Bank’s minimum requirements with regards to Know Your Customer (KYC) and Financial Intelligence Centre Act (FICA).
Communicates and reinforces the banks minimum compliance requirements that all TPFA customers need to adhere to.
Ensures proper record-keeping in terms of Financial Advisory and Intermediary Services (FAIS) Act as well as the Financial Intelligence Centre Act (FICA) requirements.
Ensures adherence to regulatory and legislative risk and compliance requirements.
Accurately and efficiently collates signed customer mandates and documentation requirements for new TPFA business facilities.

Budget management
Ensures that the travel, communication and entertainment budget are within the agreed limits.
Responsible for the achievement of the individual TPFA sales targets.


Preferred Qualification and Experience

Matric
A tertiary business qualification (e.g. B.Com.) is an advantage
Driver’s licence
3-5 years’ business banking portfolio relationship management
Sales experience in the financial services industry


Knowledge/Technical Skills/Expertise

Knowledge and understanding of Business Banking offerings and value propositions.
Knowledge of multi-level products available to business banking customers (features and benefits) and pricing structures.
Understanding of cash flow cycles pertaining to the industry being analysed.
Knowledge of financial spreadsheet applications (e.g. Excel) to capture and analyse financial data.
Knowledge of general banking practices and procedures.
Knowledge of different industry sectors and sector risk profiles/ trends.
Knowledge of competitor offerings and structures.
Knowledge and understanding of credit principles and practices, including an understanding of credit application.
Knowledge of the terms and conditions of multiple legal entities (companies, sole proprietorships, etc.) in the business markets and the legislative restrictions and requirements governing these from a financial services perspective.
Knowledge of the Financial Advisory and Intermediary Services Act.
Knowledge of Managing Local Market (MLM) sales principles and practices to manage and optimise portfolio retention and growth.
Knowledge of technical portfolio management systems [e.g., Branch Accounting, Business Online (3270), Cash Management System (StorqM)] to access, load and adjust information.
Knowledge of administration processes and procedures pertaining to Business Banking transactions.
Knowledge and understanding of the Business Online system.
Knowledge of how to use the Group Reference Guide to access/look up relevant information.
Knowledge of Customer Channel’s sales and service one pagers.
Numerical skills
Financial acumen to analyse, evaluate and identify trends in complex consolidated financial statements, balance sheets and ratios.
Computer literate (e.g., Microsoft Word, Excel, PowerPoint, etc.)
Sales skills
Software technical skills (Business Online system)
Negotiation skills
Risk management ability
Presentation and facilitation skills
Verbal and written communication skills.
Socially confident: self-assured, enjoys meeting people, creates a good impression in social situations, is good with words and knows what to say (even when communicating disagreeable information).
Persuasive: enjoys selling and negotiating, changes the opinions of others, is convincing with arguments.
Conceptual: enjoys the complex and the abstract, intellectually curious.
Analytical: identifies and analyses patterns and trends, sees the relationship between cause and effect, has an enquiring mind.
Observant: quick to identify potential opportunities, notices the details of situations and is in touch with the local environment.
Systematic: likes to get every detail right, methodical and organised, precise, accurate, neat and tidy with paperwork.
Resilient: maintains enthusiasm despite set- backs, is rarely upset by criticism, and is emotionally restrained.
Displays empathy and helpfulness towards others.
Active: energetic, vigorous, enjoys being out and about.
Results orientated: strongly motivated to compete and achieve impressive results, strives to improve, has a “can do” attitude and enjoys challenges.
Disciplines and self-motivated.
Integrity and honesty.
Works well under pressure.
Team player.
Goal directed and persistent.
Has a fast paced approach.
Follows through and completes tasks.


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Job id : , #69661, 35 views,

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