Background information about the job or company (e.g., role context, company overview)

Absa Bank Limited (Absa) is a wholly owned subsidiary of Barclays Africa Group Limited. Absa offers personal and business banking, credit cards, corporate and investment banking, wealth and investment management as well as bancassurance.

Responsibilities or duties

Overall Sales Management - 50%

• Increase team members’ sales skills to grow existing clients’ income and win new clients
• Take full accountability of the Absa Kenya Agri Sales targets set for the financial year and the achievement of the targets by formulating action plans which provide clear direction to Relationship Managers and ensuring achievement of plans
• Ensure optimal team composition by having skilled and positive teams in place to drive the implementation of strategy and delivery on targets. Ensure that vacancies are filled on a proactive and speedy manner by being constantly aware of possible competitor or internal candidates and initiating hiring as soon as a resignation becomes apparent. Recommend and structure the optimal RE/TB/CA ratio depending on the specific portfolio or sub-region characteristics.
• Break down Agri targets to the individual Personal Development plan of each Relationship Manager PD
• Constantly follow up in relation to the formulation, implementation and management of 90-day sales plans
• Manage and monitor, through Relationship Managers, that appropriate and client centric solutions are developed by the professional teams.
• Coach Relationship Managers in (1) submitting high quality applications to Credit to reduce reworks, and (2) improving the ability in Deal Forums to defend their support for an application
• Monitor, through client feedback, the defection of clients and ensure that line management initiates and monitors appropriate client retention and retrieval strategies.
• Develop a key new client identification and acquisition strategy and implement via the Relationship Managers.
• Develop a key existing client retention strategy and implement via the Relationship Managers.
• Develop a business plan in partnership with all the Relationship Managers with sector and product specialists that will bring about sustainable balance sheet growth.
• Support Relationship Managers in ensuring that only quality and profitable business is generated, in line with credit and risk guidelines
• Be a permanent member on the internal deal forums where new and / larger transactions are discussed on a biweekly basis and be actively involved in all appeals.
• Together with Business Bank ensure optimal Agri marketing in order to facilitate meaningful client interaction and networking which will lead to improved market penetration
• Provide input into the mid-year and year-end PD rating of Agriculture Relationship team based on their financial performance as well as the values.

Implement Agri strategy - 30%

• Develop and execute country Agriculture strategy aligned to group Agri strategy as developed and communicated by Agri Exco
• Constantly follow up in relation to the implementation and management of strategy plans
• Provide insights to Agri Exco to assist in developing or amending Agri strategy
• Develop, in conjunction with Agri CoE and Business Intelligence, a commodity and country specific Differentiated Client Value Proposition to enable key client acquisition
• Ensure optimal Agri relationship portfolio build per Banker, considering Cost-to-Serve, client type (small, medium, large, complex or simple needs) and value to the Bank, geographic spread and total portfolio size.
• Join Business Banking Manco as permanent member
• Report to the Africa Agri Exco monthly on:
  • Sales Actuals vs Targets and reasons for deviations
  • Key Client Acquisition list and monthly progress
  • Significant deals concluded
  • Risks identified (climatic, client, or otherwise) and remediating actions
  • People – Bankers behind target, morale, training, resignations, vacancies and remediating actions
  • Key client retention efforts, needs, and impact
  • Implementation progress on country Agri strategy
• Present Agriculture Sales Report at Weekly Sales Meetings.

People Management - 10%

• Develop and maintain an effective recruitment plan to ensure that the team is composed of individuals with the right skills and capabilities to ensure the success of the unit
• Lead and inspire team members to deliver extraordinary work
• Engineer an atmosphere of trust and open dialogue to always expose the business reality
• Promote a high-performance culture in the team through embedding formal Performance Development, coaching, mentoring, and building up team members through leading by example
• Determine, together with the HRBP and DP, training needs and training plans and ensure that these are budgeted for with Finance business partners and executed for the team
• With the support from the HRBP, interview and recruit, socialize and onboard direct reports
• Approve leave requests for direct reports and effectively manage the leave plans for the team
• Ensure that the team implements and monitors that all poor performance is addressed through the Absa Bank Performance improvement plan and that continued poor performance is adequately dealt with. Review PIP reports to determine effectiveness of interventions.
• Drive an appropriate Employee Opinion Survey (EOS) action plan together for the area
• Manage all people management processes in the area including but not limited to Performance Development, Employee Relations, workforce planning etc

Qualifications or requirements (e.g., education, skills)

Qualifications

• Bachelor’s degree in commerce/marketing /Agricultural or Economics.

Experience needed

Experience

• 2-5 years sales and financial experience in a commercial banking environment.
• 5 years of experience in a leadership / management role in a commercial banking environment
• Relevant Agriculture market experience ( 8 years)

Skills

• Understanding of Complex company Financials
• In-depth understanding of Credit solutions
• Knowledge on the dynamics of the marketplace and industries (global, regional and local)
• Working knowledge of risk mitigation, assessment
• Able to interface with clients on a MD/FD level
• Up to date with industry knowledge

Any other provided details (e.g., benefits, work environment, team info, or additional notes)

Never pay for any notarisation, certificate or assessment as part of any recruitment process. When in doubt, contact us

• Increase team members’ sales skills to grow existing clients’ income and win new clients
• Take full accountability of the Absa Kenya Agri Sales targets set for the financial year and the achievement of the targets by formulating action plans which provide clear direction to Relationship Managers and ensuring achievement of plans
• Ensure optimal team composition by having skilled and positive teams in place to drive the implementation of strategy and delivery on targets. Ensure that vacancies are filled on a proactive and speedy manner by being constantly aware of possible competitor or internal candidates and initiating hiring as soon as a resignation becomes apparent. Recommend and structure the optimal RE/TB/CA ratio depending on the specific portfolio or sub-region characteristics.
• Break down Agri targets to the individual Personal Development plan of each Relationship Manager PD
• Constantly follow up in relation to the formulation, implementation and management of 90-day sales plans
• Manage and monitor, through Relationship Managers, that appropriate and client centric solutions are developed by the professional teams.
• Coach Relationship Managers in (1) submitting high quality applications to Credit to reduce reworks, and (2) improving the ability in Deal Forums to defend their support for an application
• Monitor, through client feedback, the defection of clients and ensure that line management initiates and monitors appropriate client retention and retrieval strategies.
• Develop a key new client identification and acquisition strategy and implement via the Relationship Managers.
• Develop a key existing client retention strategy and implement via the Relationship Managers.
• Develop a business plan in partnership with all the Relationship Managers with sector and product specialists that will bring about sustainable balance sheet growth.
• Support Relationship Managers in ensuring that only quality and profitable business is generated, in line with credit and risk guidelines
• Be a permanent member on the internal deal forums where new and / larger transactions are discussed on a biweekly basis and be actively involved in all appeals.
• Together with Business Bank ensure optimal Agri marketing in order to facilitate meaningful client interaction and networking which will lead to improved market penetration
• Provide input into the mid-year and year-end PD rating of Agriculture Relationship team based on their financial performance as well as the values.
• Develop and execute country Agriculture strategy aligned to group Agri strategy as developed and communicated by Agri Exco
• Constantly follow up in relation to the implementation and management of strategy plans
• Provide insights to Agri Exco to assist in developing or amending Agri strategy
• Develop, in conjunction with Agri CoE and Business Intelligence, a commodity and country specific Differentiated Client Value Proposition to enable key client acquisition
• Ensure optimal Agri relationship portfolio build per Banker, considering Cost-to-Serve, client type (small, medium, large, complex or simple needs) and value to the Bank, geographic spread and total portfolio size.
• Join Business Banking Manco as permanent member
• Report to the Africa Agri Exco monthly on: Sales Actuals vs Targets and reasons for deviations, Key Client Acquisition list and monthly progress, Significant deals concluded, Risks identified (climatic, client, or otherwise) and remediating actions, People – Bankers behind target, morale, training, resignations, vacancies and remediating actions, Key client retention efforts, needs, and impact, Implementation progress on country Agri strategy
• Present Agriculture Sales Report at Weekly Sales Meetings.
• Develop and maintain an effective recruitment plan to ensure that the team is composed of individuals with the right skills and capabilities to ensure the success of the unit
• Lead and inspire team members to deliver extraordinary work
• Engineer an atmosphere of trust and open dialogue to always expose the business reality
• Promote a high-performance culture in the team through embedding formal Performance Development, coaching, mentoring, and building up team members through leading by example
• Determine, together with the HRBP and DP, training needs and training plans and ensure that these are budgeted for with Finance business partners and executed for the team
• With the support from the HRBP, interview and recruit, socialize and onboard direct reports
• Approve leave requests for direct reports and effectively manage the leave plans for the team
• Ensure that the team implements and monitors that all poor performance is addressed through the Absa Bank Performance improvement plan and that continued poor performance is adequately dealt with. Review PIP reports to determine effectiveness of interventions.
• Drive an appropriate Employee Opinion Survey (EOS) action plan together for the area
• Manage all people management processes in the area including but not limited to Performance Development, Employee Relations, workforce planning etc

• Understanding of Complex company Financials
• In-depth understanding of Credit solutions
• Knowledge on the dynamics of the marketplace and industries (global, regional and local)
• Working knowledge of risk mitigation, assessment
• Able to interface with clients on a MD/FD level
• Up to date with industry knowledge

• Bachelor’s degree in commerce/marketing /Agricultural or Economics.