Standard Bank Head - Client Coverage KZN Jobs in South Africa

Standard Bank Head - Client Coverage KZN Jobs in South Africa

Job Purpose

• To sell Commercial Property Finance’s products and develop and maintain professional relationships with customers and potential customers in the commercial property industry.

• To proactively source and acquire new business, structuring of the resultant transactions and management of the transaction origination process.

• To ensure effective sales execution in order to achieve sales and service targets.

• To provide specialist input and advice into Business Banking’s product experts in respect of the commercial properties being funded for both the bank’s credit risk as well as bank’s customers.

Key Responsibilities/Accountabilities

Sales Acquisition (Owner and Dealer Investors):

• Sources new business by identifying opportunities within the existing SBSA customer base as well as sourcing new leads from the Account Executives, Brokers, audit firms and legal practices.

• Achieves agreed budgets for new business and revenue, by exploring new business opportunities from the existing client base and by sourcing new business externally by exploring new customer opportunities.

• Actively follows up on all leads, reacting promptly to requests for service and identifying customers’ needs promptly to proactively market appropriate solutions.

• Proactively self-sources new-to-bank Commercial Property Finance business opportunities in the market place by developing the necessary lead generation networks.

• Proactively grows and maintains a pipeline of prospective Commercial Property Finance customers.

• Achieves new business targets agreed upon through the sourcing of new business.

Sales Execution (Ownerand Dealer Investors):

• Monitors individual sales against targets by tracking all recorded sales and activity schedules.

• Acts as the point of contact for any Commercial Property Finance referrals or queries from the branch or business banking suites.

• Ensures there is appropriate Commercial Property Finance product awareness to the relevant local markets and business banking suites.

• Ensures timeous payout of the loan by the transactional management unit in the Operations Shared Services (OSS) area.

• Negotiates and ensures deals are accepted by presenting logical, appropriate and convincing arguments that take into account the needs of all parties (e.g., banks and potential customers).

• Identifies cross-sell opportunities for the customers and liaises with appropriate areas with regards to the cross-sell opportunities.

• Shares the lessons learnt and best practices with the greater Specialised Lending sales team.

• Proactively manages regular customer interaction/visits to maintain relationships and pursue and grow business opportunities.

Customer Retention Management

• Maintains regular contact with customers and has an in-depth knowledge of the customer’s businesses, the financial performance and the industry outlook including competitors in order to provide a value-added service to the customers.

• Develops and maintains sound relationships with customers appropriately balancing technical input and sales skill to address customer’s needs.

• Provides specialist inputs regarding the property market by interpreting competitor information received from PBB Measurement and MIS in order to generate new business.

• Maintains a visible presence in the market with the network of key players, and other bank stakeholders (e.g., Credit, Legal, etc.) by attending networking functions and contacting brokers and customers.

• Ensures effective sales query resolution and provides timely feedback to the customers.

• 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.

• Business Unit tactical plan attached to be followed.

• Proactively networks with key customers and industry players to generate leads and create brand awareness.

Customer Service

• Provides excellent customer service during the sales execution in order to retain customers and ensure referral business.

• Complete all compliance training within laid down timelines.

Customer Relationship Management

• Ensures that all new service requests (queries and complaints) are logged correctly.

• Ensures cross selling opportunities are identified.

• Identifies and actions opportunities for cross sell.

• Ensures accurate capture, updates or amendments of customer information and history notes.

Specialist Input

• Structures transactions appropriately by balancing risk and reward and manages the credit application process in a timely and efficient manner.

• Prepares the motivation in order to negotiate pricing and/or loan structure with product in Business Banking to meet the required financing arrangements of the customers.

• Performs desk top valuations of the properties utilising and analysing information sourced from the market and property professionals.

• Interprets the information (e.g., market, property, customer, etc.) to establish the correct level of lending for the bank outlining both the strengths and weaknesses of a particular transaction.

• Inspects properties and documents comments on suitability of properties for security and prepares the application papers to be handed over to Credit

Stakeholder Engagement

• Ensures effective leveraging of business banking relationships across the provinces to deliver the Commercial Property Finance sales.

• Ensures relationships are maintained with the local market teams in order to be the first point of contact regarding the Commercial Property Finance sales

Preferred Qualification and Experience

• 3-year property related degree

• Suitable financial qualification

• Property related certificates

• Driver’s licence

• 5 years’ general banking experience and/or property finance experience

• Experienced in analysing and interpreting balance sheets, ratios, income statements and cash flows

• Experience in determining appropriate pricing structures for property deals with an understanding of interest rates and funding mechanics

Knowledge/Technical Skills/Expertise

Knowledge

• Knowledge and understanding of banking and the entire range of products and services useful to property developers/investors, with knowledge of their mechanisms, regulatory environment, client benefits, limitations, profitability to the bank, and value in developing long term business relationships.

• Understanding business economic principles as they pertain to the property market.

• Understanding of the transactional processes as they apply to the preparation and completion of deal documentation.

• Understanding of the principles of property valuation.

• Knowledge of SA property tax, leasing principles and legal conveyancing process.

• Knowledge of Business Banking products, processes and systems.

• Understanding of the Bank’s credit policies.

• Understanding of the competitor offerings and the activities of the competitors and the impact of these on the relationship with customers.

• Understands ACBS (Advanced Commercial Banking System) functionality.

• Knowledge and understanding of systems, processes and support staff responsibilities to obtain information to manage transactions and the portfolio.

Experience

• 5 years’ general banking experience and/or property finance experience

• Relevant construction industry, property development, quantity surveying or valuation experience

• Experience in selecting, gathering and consolidating financial information from clients to ensure comprehensive financial assessment for feasibility purposes

• Experienced in analysing and interpreting balance sheets, ratios, income statements and cash flows

• Experience in determining appropriate pricing structures for property deals with an understanding of interest rates and funding mechanics

Technical Competencies

• Sales skills

• Property valuation

• Risk management

• Relationship management skills

• Financial acumen

• Computer literate (e.g., Microsoft Excel, Word, etc.)

• Analytical skills

Personal Competencies

• Self-motivated.

• Ability to adapt to different situations and audiences.

• Attention to detail.

• 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.

How to Apply

For more information and job application details, see; Standard Bank Head - Client Coverage KZN Jobs in South Africa