The role is responsible for enhancing Transactional Banking Revenue by identifying specific opportunities for offering cash management solutions covering collections, e-payments, liquidity management, channel services -mobile and connectivity products to customers in partnership with relationship management teams and banking services.

Own assigned products, manage them and the delivery of end-to-end allocated product objective including reporting financial and non-financial performance, enhancement of the products capabilities, future product strategies and oversight of risk and governance, implementation of the balance sheet strategy.

Grow new to bank revenue and improve product/market penetration over the assigned portfolio of clients. To strengthen relationships with clients by positioning extraordinary value-added products to their businesses based on their cash management solutions needs around collections, e-payments and liquidity management.

Key Responsibilities/Tasks

Business Development:

·       Responsible for managing and growth of Non Funded Income (NFI), Current and Savings Account (CASA )and digital transactions and revenue.

·       Increase market penetration and share of wallet for assigned portfolio and identified clients through sales of Transactional Banking solutions

·       Increase Banks penetration in new & existing digital products to the customer in the assigned portfolio.

·       Identify opportunities for new/incremental business with bank clients and work with the relevant stakeholders to turn these opportunities into revenue for the bank

·       Reviewing cash management revenue lines movement and raising any income leakage noted with finance teams.

·       Recommend products / services with a clear understanding of corporate/BB client need.

·       Ensure overall attainment of all cash management sales target in portfolio measured by closed deals.

·       Manage prospect qualification, customer calls/negotiation, solution presentations and solution-based proposals and implementation.

·       Responsible for new business growth (revenue, pipeline and balance sheet) and client servicing solutions to build long term relationships.

·       Develop jointly with the Relationship team a local product and sales strategy to meet objectives in line with the Transaction Banking strategy.

·       Review client’s ecosystem in terms of cash management, to create opportunities with their anchors-buyers-suppliers to benefit from the business chain.

·       Conduct a structured branch Training and RM training program.

·       Visit in alignment with business development strategy, pipeline conversion and new or incremental business opportunity. This can be done jointly with the segment RMs/BMs/ROs

·       Ensure an expected wallet share of the company business is maintained within the bank.

·       Create, manage and own a cash pipeline from initiation to revenue realization.

Digitization:

·       Migrate manual transactions done at the branch to digital channels and achieve digitization/digital transactions KPI for assigned portfolio.

·       Responsible for digital adoption and increase of digitally active clients in the assigned portfolio.

·       Drive digital channels to customers of the assigned portfolio.

·       Drive collections and payments integrations and meet overall target for digitally integrated customers and partnerships.

·       Ensure all integrations in the assigned portfolio are generating maximum revenue.

Implementation & Client Service:

·       Conduct post sales training and support. Ensure clients are utilizing the solutions immediately for revenue realization and assurance.

·       Consistently promote the bank’s channels and product capabilities

·       Confer with implementation team to confirm solution’s capability to avoid missell

·       Dealing with everyday corporate and BB need and the intricacies around those products and services to ensure seamless service delivery to the clients.

·       Maintain a detailed and an up-to-date knowledge of the bank’s comprehensive integrated channels capabilities and their application to client needs and use this knowledge in structuring solutions.

·       Frequently review client’s satisfaction with solutions provided within the quarter as an after-sales service check to strengthen relationship and contentment.

·       Own follow up with implementation team for all customers who need integration and/or training-based solutions in the best interest of the customer and the bank.

·       Adhere to agreed SLAs with clients and escalate if challenges are faced.

·       Support and guidance to other internal stake holders of transactional products

·       Other initiatives like product promotional campaigns, training and seminars  & service standard development

·       Ensure fees are collected accurately.

·       Ensure development of a proactive customer requirement approach and creativity to develop innovative communication in order to penetrate and increase market share

Data & Analytics:

·       Continually analyze and monitor digital channel utilization on portfolio and liaise with implementation teams to drive utilization for the top and bottom clients in portfolio on a quarterly basis.

Risk management:

·       Responsible for identifying and reporting potential and actual Money Laundering Risk, including suspicious transactions in accordance with the laid down AML/CFT policies & procedures

Skills, Knowledge and Abilities

·       Presentation skills

·       Interpersonal and Communication skills

·       Entrepreneurial

·       Demonstrate integrity, dependability, responsibility, accountability, self-awareness, work ethic, and empathy.

·       Project Management Skills

·       Proven knowledge in all Transaction Banking products

·       Sound Knowledge of e-payments, collection and liquidity management platforms.

·       Basic knowledge of bank’s ICT platforms

·       Basic knowledge on how to review balance sheets and P&L

Academic / Professional Qualifications

·       Bachelor’s degree in business administration, Finance, Economics, Marketing or any other related field

·       M.B.A in Finance and Marketing

Working Experience Required

·       A minimum of 3 years of working experience in Transactional Banking