Account Manager - Dodoma Branch

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Job Summary

Responsibility for retention of existing and recruitment of new customers (30% retention / 70% recruitment). Each Account Manager to pro-actively manage top 50% of customers e.g. 200-300 customers each. Some will cover vast areas and will therefore need to be flexible to travel as required and be able to deal with customers remotely

To recruit profitable new business and then to establish, manage and develop long term, profitable relationships, ensuring the provision of first class customer service and maximising business opportunities to achieve key objectives and goals

One Account Manager in each region will take on the role and responsibilities of a Team Leader as well as carrying out normal Account Manager activities and targets

Job Description

Main accountabilities and approximate time split

Staff Management -5%

• Lead, motivate and develop an itinerant team, working a cross-country region, selling the full range of Absa card solutions, to achieve income generation and business objectives and goals
• Performance Management responsibilities for direct reports

New Business Development (55%)

• Recruit new business within the allocated market at a profitable level

• Proactively create and develop business relationships with companies
• Build close working relationships with Absa Corporate team contacts and other Group/external key business influencers to create business opportunities
• Identification of cross sale opportunities and introduction of leads to Corporate
• Implement activities to deliver value added products and services, generating increased income and revenue from existing accounts

• Fully understand the workings of Absa card and the pricing and risk strategy

Customer contact (35%)

• Customer contact is normally at senior management or director level and involves discussions and negotiations with customers on commercial and operational issues
• The role holder is responsible for managing and responding to customer requirements
• Establish, build and maintain ongoing relationships with customers to develop and protect business income
• Negotiate pricing and contracts with customers at senior management or director level.
• Develop a deep understanding of the needs and requirements of customers’ businesses
• Make sound commercial judgments in order to retain and fully develop customer base
• Provide evidence of customer demand to influence new products / enhancements / solutions

Planning and research (5%)

• Responsible for developing a personal sales plan to achieve targeted objectives and goals

• Personal time management of day to day activities to maximise return on resources

• Keeping fully updated on customer activities as reported in the media and via internal Group sources
• Maintain and understand the business environment in which the customer operates

• Constantly update knowledge on all products and services offered by Absa card

Risk and Control Objective

• In the event of major issues in the business unit, act as crisis coordinator and allocate tasks to the crisis teams.

• Review the risk and compliance profiles of the business unit on a regular basis and provide consultative support to the Managing Director on changes that are required to rebalance risk and reward where required.
• Understanding of own role in the end to end processes in which you play a part, including applicable risks and controls.
• Adhere to Absa’s policies and procedures applicable to own role, demonstrating sound judgment and responsible risk management.
• Keep up to date on all regulatory changes and have the ability to articulate the impact to the Business, be well informed on the industry thinking.
• All mandatory training completed to deadline.

Technical skills / Competencies

• Communication skills
• Relationship Management skills
• Planning
• Interpersonal skills
• Sales skills
• Negotiation skills

Knowledge, Expertise and Experience

Essential

• Full and extensive knowledge of Absa card products and services
• Working knowledge of acquiring industry dynamics, interchange, etc.
• In-depth knowledge of competitor solutions
• Knowledge of the Business to Business sector
• Fully aware of industry trends (in country and overseas)
• Knowledge of Absa Group and Absa card strategies both locally and overseas

• Working knowledge and practical understanding of Law legislation and regulations as they apply to the local market

Preferred

• Knowledge of relevant third party suppliers (e.g. technology)

• An up to date knowledge of industry related developments

Key Issues over the next 12-24 months

Competition expected to enter / follow more aggressive strategies in most markets

Additional details of exceptional aspects of the demands of the role

There is a need for flexibility and to be able to work to challenging deadlines when they arise

The role is itinerant.  Office space will not be available.  Travel in country and, in some cases, out of country will be required

Absa Behaviours: of particular importance to this role:

• Drive Performance

• Delight Customers

• Build Pride and Passion

• Execute at Speed

• Grow Talent and Capability

• Protect and Enhance our Reputation

Absa Values

Absa  Values and Behaviours represent the set of standards which governs the actions of all of us who work for the bank and against which the performance of every one of us in Absa are being assessed and rewarded:

• Trust
• Resourceful
• Stewardship
• Inclusive
• Courage

Education

Higher Certificates and Advanced National (Vocational) Certificates: Business, Commerce and Management Studies (Required)