KEY PERFORMANCE AREAS (KPAS)

1. Strategic Focus

• Development and execution of an effective product and client strategy
• Pro-actively establish, develop and maintain a sector of corporate banking clients and ensuring that new relationships or ongoing requirements of existing clients attain maximum revenue within acceptable risk profile requirements
• Contribute to overall strategy formulation, leveraging market knowledge, competitor analysis and trade flows to initiate innovative deal structures 
• Drive and execute the Customer Value Proposition (CVP) and activities aimed at optimising both customer experience and profitability for the Bank
• Responsible for proactively understanding the clients’ strategic direction and long term needs as well as the opportunities and threats to the clients 
• Market, package and sell structured solutions that are bespoke to the client context, responsive to changing dynamics and meet regulatory requirements
• Continually recommend improvements and adaptations to existing systems, processes and structures to ensure current and future viability of Corporate and Institutional Banking (CIB)

 

2. Business Acumen and Market Understanding

• Remain up-to-date in designated specialist industry (ies) and provide expert guidance to clients and CIB employees on matters relating to that industry.
• Create a strong awareness of the environmental factors and market impacts on the business and implement strategies to defend or take advantage of these
• Market to existing and potential CIB clients with the full complement of products and services offered by the Bank. 
• Monitor market and competitor activities and strategies to ensure that opportunities for new businesses are not overlooked and the Bank’s market share is maintained/increased.
• Remain abreast of all changes to rules, regulations, legislation and changes in the global markets and the implications thereof on client strategies, products and the capability of Bank Windhoek as a bank to anticipate and implement these changes
• Responsible for developing an intimate understanding of the clients’ industry and business, analysing their modus operandi, management practices, judgement of various influential decision makers, and market conditions affecting the long-term viability of the business and industry sector
• Responsible for utilising information management systems and processes to pre-empt selling opportunities and identify opportunities and threats to clients and the Bank.
• Accountable to ensure resolution of all client queries and requests through Transactional Products and Services (TPS) or other areas in the bank. 

3. Client Profitability and Risk Management

• Establishes credibility and overall profitability for the Bank and the client by the skilful application of specialist knowledge to deal with diverse client environments and provide qualified leads to relevant areas within the Bank e.g. Treasury, Project Finance. 
• Responsible for conforming to the Bank’s risk policies and procedures.
• Responsible for demonstrating a general understanding of all areas of risk associated with CIB clients, products and services. 
• Responsible for drawing on this information and input from reliable sources (network) to decide on strategies to meet their needs (business financial needs and operational banking service needs) to establish a sound relationship for further business and protect against loss of key clients to competitors. 
• Conduct pre-assessment of business deals in liaison with credit that require the assessment of credit to identify risks. The Sector Team Lead should motivate the deal with insightful information regarding business strengths and vulnerabilities and ensure correctness and quality of application through the Relationship Manager. 
• Responsible for contributing expert knowledge to the client, for the function of risk assessment, and providing insights into mitigating or cautionary factors to the risk assessment specialists 
• Maintain oversight and take ownership of market, reputational, credit and operational risk and ensure issues are identified and managed appropriately to support the business
• Assist in the business development process in conjunction with the Relationship Manager and Digital Sales Manager to bring in new relationship and provide ongoing support to clients throughout onboarding and fulfilment the process

4. Relationship Building

• Responsible for developing and nurturing strategic relationships with the clients to ensure that the strategy and business objectives of the client and the Bank are achieved (Key Client interactions and sales leadership).
• KYC champion by investing significant time with client to understand the clients existing needs and expectations
• Manage expectations while maintaining a high standard of quality and accuracy
• Continually drives a superior client orientated culture within CIB that aims to exceed client expectations
• Build and maintain networks with other sector leaders internal and external
• Adopt appropriate relationship management strategies to protect the Bank’s interest and retain customers
• Properly positioning the extend of offerings available through CIB 
• Fully accountable for the relationship with the client, across all hierarchical levels, which incorporates integrating and co-ordinating all contact between the Bank and the client
• Responsible for identifying a “champion” within the client’s business and fostering the relationship to ensure leading edge information about the client’s business objectives, opportunities and threats
• Responsible for appropriately balancing technical input and marketing skill to address client environment and needs
• Ensure that specialist skills on specific products and product mix at the appropriate time and level is introduced to create solutions, which effectively satisfies client needs
• Ensures that supportive, open relationships exist between Coverage, Retail Banking and support services and all relevant stakeholders and service providers

 

 

5. Service Delivery

• Educate the client in terms of the structure of CIB and identifies the individuals responsible for the client’s sales and service.
• Responsible for identifying barriers that emanate from sales and service delivery dissatisfaction and develop strategies to overcome these problems with the relevant members of the team and the client. 
• Ensures that client confidence is supported by solid delivery of expected benefits, such as cost-efficient finance, improved efficiency of financial administration, and reliability of required service standards through continuous communication

6. People Management

• Motivate, delegate and empower appropriately, enabling direct reports to take responsibility and display appropriate creativity and initiative
• Provide leadership, development, training, support and coaching within the CIB space 
• Manage, train and appraise a dedicated team to develop their client relationship skills and motivate them to contribute to achievement of job and team objectives
• Define key performance indicators (KPI’s) for staff members and create a conducive environment that encourages personal development
• Monitor and evaluate staff performance against agreed service levels and agreed performance contracts and personal development plans
• Ensure that all team related administrative functions including portfolio management, file maintenance, regular customer inspections, periodic appraisals, training and staff development are competently performed
• Continually drive and role models a superior client orientated culture within CIB 

7. Financial Management

• Identify through account management, potential defaulting accounts, investigate the cause for concern and recommend remedial actions to senior management.
• Carry out detailed financial analysis of the client accounts and develop proposals within defined bank procedures
• Ensure that the financial management processes and procedures of CIB is understood and conformed to.
• Responsible for continually making suggestions to improve and adapt these processes for the benefit of CIB and the client.

8. General

Attend to any other reasonable and lawful instruction as given to the incumbent by his/her supervisor is carried out on time and correct.