Regional Head of Business Transactional Banking

6 months ago

Durban, South Africa Rory Mackie & Associates Full time

The role of the Regional Head for Business Transactional Banking (BTB) entails the full responsibility for co-creating, leading, and executing the national and regional business strategies. This includes developing, driving, and directing sales, client service, marketing, and operations within regional teams. The role also entails working closely with our clients Corporate and Institutional Bank, Business Bank, Private Bank and Wealth and Investment Business units, to source and develop Specialist Bank opportunities and assist in the implementation thereof within the region. This role will be a participating member in the BTB SalesCo, StratCo and Manco.

**The Result**:
Our client is looking for a dynamic individual who is energetic, entrepreneurial, and resourceful. They value proactive and innovative thinkers, who can challenge convention. A person who is service orientated and has a high attention to detail, with a strong sense of leadership and strategic thinking.

**Sales and Relationship Management Responsibilities**:

- Strategic planning and management of the region’s budgets and deliverables
- Accountable for regions acquisition and growth budgets. (Core Transactional Banking, Value Added Services, Cash Investments and Foreign Exchange)
- Identify key market sectors and build campaigns around their requirements
- Responsible for the region’s growth of the Business Transactional Banking Net Interest Income (NII) and Nominal Interest Rate (NIR) revenue
- Pipeline management and sales discipline responsibility working towards the growth targets
- Develop strong relationships with key stakeholders in the Group to acquire/convert clients (Business, Coverage, Private Banking, and Treasury Sales and Structuring)
- Driving proactive client contact and managing client expectations
- Attending deal/credit forums with lending product areas when and if required

**Risk Management**:

- Understand risks associated with transactional banking and identify and implement processes to mitigate these
- Managing workflow processes
- Awareness of management of compliance and regulatory framework within the team

**CRM**:

- Ongoing assessment of client segmentation
- Marketing events driven from individual team strategy
- Manage and resolve escalated queries/complaints

**People Management**:

- Translate BTB strategy to create a clear vision and direction for the regional team
- Identify future resourcing requirements and proactively initiate the sourcing of these staff
- Ensure effective integration and on-boarding of new staff and the coaching and mentoring of all staff in the team
- Identify and enable individual and team specific training, development, and skills requirements

**Requirements**:

- B. Com Degree, and/or FAIS accreditation, with 5 - 6 years' financial services experience in a frontline/similar role (preferably having dealt with business clients with turnover of R30m-R500m)
- Product knowledge:

- In-depth understanding of business and Corporate Transactional Banking products in the market
- In-depth understanding of Business Transactional Banking product offering (Cash Investments, Transactional Banking and Forex)
- Clear understanding of the Bank's different Transactional product offerings and target market definitions
- The incumbent will need to drive product cross-sell and utilization
- A passion for sales and customer relationships
- Experience in leading and developing a team

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