Job Summary
To implement the Institutional clients /NBFI Markets sales strategy according to the Director Market Sales and the Absa Market Sales Strategy and Policies & Procedures, and in line with Group Values.
Job Description
Key Accountabilities
Markets Sales Dealing
- Under the guidance of the Director, Market Sales actively participating in the implementation of the institutional Markets Sales Strategy in line with the Absa Market Sales Strategy and Country sales requirements.
- Acting as the primary point of contact for Institutional/NBFI Markets sector (Asset managers, Financiers, remittance companies, DFIs, Pension funds, Insurance companies, Hedge funds and Stockbrokers) while ensuring regular face-to-face engagement with the respective teams to promote teamwork.
The role also entails offering financial markets solutions to commercial banking institutions.
- Manage one’s client portfolio, to include:
- Daily contact with clients who have completed the Terms of Business (TOB)
- Regular face-to-face interaction with clients in one’s portfolio
- Regular contact with principal Relationship Manager and other internal key stakeholders
- Offering yield enhancement and risk management solutions to institutional clients
- Managing one’s allocated client portfolio and support the team in the management of the other client portfolios where needed
- Under the direction of the Director Market sales achieving a leading position in the chosen products, markets and segments by:
- Spending at least 50% of one’s time meeting with existing and identified new clients.
- Drive Money Market Sales revenue – Vanilla (Eurobonds) and Structured MM (CLDs, loan distribution, structured deposits etc).
- FX origination – both flow and structured for the related sector.
- Giving superior customer service
- Presenting the full Absa product set to clients whilst managing the product portfolio to suit client needs
- Expanding the customer base to financial institutions and investors as is appropriate
- Undertaking customer visits and joint customer visits with the NBFI coverage team.
- Actively participating in client events with Absa Capital Economics unit and Corporate, including training and seminars, and Entertaining clients as permitted under the bank and group compliance policies
- Managing one’s client portfolio to generate strong growth and sustainable returns over the business cycle with special focus on Customer Service and Financial Performance
- Ensure that Counterparty credit limits are not exceeded.
- Assisting the Director Market sales in achieving strategic and tactical objectives.
Reporting
- Providing weekly reporting on client growth, volume and profitability in one’s own portfolio
- Providing detailed Management Information to the Director, Market sales on the composition, performance and profitability of the client portfolios monthly
- Assisting the Director Market sales with any ad-hoc reporting requests
Personal Development
- Actively managing one’s own technical and soft skills development in conjunction with the Director, Market sales.
- Researching, identifying and proposing training solutions for own development to the Director, Market sales.
Financial Performance & Risk Management
- Revenue growth through building of a structured FX flow business and product diversification.
Customer Obsession
- Giving superior customer service
- Expanding the customer base as is appropriate.
- Undertaking customer visits (and joint customer visits with the coverage teams)
- Show case risk management and yield enhancement solutions to clients.
- Actively participating in client events, including trainings and seminars, and Entertaining clients as permitted under the bank and group compliance policies.
- Conversion of dormant clients to active clients
Digital Transformation
- Ensure clients are onboarded on/ and utilize Markets Sales digital platforms.
Qualifications
- Bachelor’s degree in a business-related course
- ACI Dealing certificate
Experience
- Experience in foreign exchange dealing and managing of institutional/NBFI clients portfolio. Also, financial markets risk management solutions and yield enhancement products