Agribusiness Manager

Profitable growth in sales:
Formulate, drive, measure and manage the implementation of a sales performance strategy for Agribusiness to grow new business and share of wallet across the portfolios managed:
Prepare financial budgets/ forecasts in line with strategic objectives, business/ operational risk, socio-political and economic market forces;
Implement and control the pricing tactics and parameters for the sector in line with pricing policy and financial targets, measure, track and manage sales targets and budgets for the sector;
Leverage sales growth tactics and targets in collaboration with business partners in the Area e.g. CIB, Vehicle and Asset Finance; Electronic Banking; Bancassurance, and Personal markets etc;
Develop and implement sales and marketing best practices in support of the various value proposition and customer expectations;
Implement processes to monitor and manage portfolio capacity;
Provide guidance, promote, sell and structure a wide and diverse range of financial solutions customized to best meet the financial needs of high value Agribusiness customers;
Identify opportunities to migrate top-end relationships for CIB;

Service and retention:
Develop strategies and tactics to retain market share by identifying opportunities to add value to existing clients in collaboration with internal business partners;
Sets, monitors and manages (in collaboration with internal business partners) the delivery of service level agreements, standards and turnaround times in line with value proposition and retention requirements;
Perform a proactive liaison role between high-level stakeholders in Credit, Service Fulfilment and Branch Management etc to ensure that simpler, better and faster service standards are met;
Interact frequently and closely with Relationship Managers to analyse and establish portfolio needs and service Gaps;

Lending and risk management:
Facilitate a sound working partnership between Credit and the Business to stimulate business growth without compromising risk and the quality of lending;
Conduct regular discussions with Credit Managers to ensure process efficiency and quick turnaround;
Arbitrate credit decisions on behalf of portfolio, VAF and business unit. This involves facilitating negotiation between Business Product and Credit Division;
Manage the timely completion of annual credit reviews;
Support the units in structuring/ customising credit loan facility options and parameters for credit approval;
Manage and control total industry sector and client exposure, and securities held, to contain risk;

Compliance with legislation:
Monitor the complete disclosure to customers in terms of accreditation, service fees and commission;
Monitor housekeeping within the unit to ensure adherence to record keeping requirements;

People management:
Take the lead by framing the Agribusiness strategic context and inspiring people to take action;
Manage staff to ensure that targets, work and quality standards are set, achieved and maintained;
Track and manage the performance contribution of staff;
Identify strengths and development areas and ensuring that support staff receives the requisite learning and skills development interventions;
Perform a strong coaching role and providing support to the Sales staff;
Champion talent management in the suite by creating and implementing a platform for growth, mentoring and development;

Key performance measure:
Sales and financial targets as per KRA scorecard: Profitability of each unit measured by contribution, growth in new business, increased cross-sell penetration ratios (growth in existing business base) for various product categories, growth in total advances and resources;
Lending: Quality of business measured by % nonperforming loans (joint accountability with Credit);
Customer satisfaction index;
Customer retention (attrition ratios);
Competence rating (own and staff);

Relevant business related tertiary qualification e.g. B.Com degree is an advantage;
Leadership and Management skills training e.g. MDP, Leadership Development Programme is an advantage;
Previous managerial experience (more than 8 years) as a Corporate Account Executive - dealing with high value commercial clients is essential. This experience provides a general understanding of how Business Banking, Commercial and Agribusiness businesses operate, as well as understanding the business risks, industry risks and financial requirements pertaining to the Agribusiness market;
Exposure in a senior business leadership role is essential;
Significant experience in preparing and motivating Credit applications is essential for arbitration purposes;
Experience in budgeting, forecasting, cost control and sales management is essential;
Thorough knowledge and understanding of the features, benefits and value propositions of the respective value propositions and Group Company product/ service offerings;
A thorough conceptual knowledge and understanding of the principles and practices of business economics and the current business economic environment;
An in-depth current knowledge and understanding of different industry sectors and sector risk profiles/ trends; this includes an understanding of the impact of climactic conditions on the agricultural market (if there are agric clients in the portfolio);
A thorough in-depth knowledge and understanding of Managing Local Market (MLM) Sales principles and practices to manage and optimise retention and growth within the sector;
Strong negotiation and conflict management skills to create a cooperative and collaborative working environment where conflict is defused and managed;
Financial Acumen: Financial Modelling capability, activity-based costing, financial analysis (evaluating and identifying trends), complex cash flow cycles (industry/ sector specific);
Good knowledge of general banking practices and procedures;
A thorough working knowledge of multi-level products available and pricing structures;
Knowledge of competitor product offerings/ channels/ operational and marketing tactics;
Seasoned knowledge of Credit principles and practices, including an understanding of credit application, securities and balance sheet requirements;
Seasoned knowledge of multiple legal entities (companies, close corporations, sole proprietorships etc.) in the commercial market and the legislative restrictions and requirements governing these from a financial services perspective;
Good understanding of current taxation laws as they apply to the portfolio of customers;
Good knowledge of technical portfolio management systems e.g. E3 to access, load and adjust information;
Extract and apply information to CRM (Customer relationship management) and or sales force strategy;
A good knowledge of administration processes and procedures pertaining to Agribusiness transactions;

Empresa líder em Banca / Serviços Financeiros / Seguros