Organisation: Barclays
Bank
Duty
Station: Kampala, Uganda
Reports
to: Head of Institutional Banking
About Barclays Africa:
Barclays
Africa encompasses Barclays Global Retail Banking, Corporate Banking,
and Barclaycard operations in 10 countries organised in four geographic areas:
North Africa (Egypt), East and West Africa (Ghana, Tanzania, Uganda and
Kenya), Southern Africa (Botswana, Zambia and Zimbabwe), and Indian Ocean
(Mauritius and Seychelles).
Barclays
Africa serves its 2.8m customers through a network of 573 branches and service
centres providing a variety of traditional financialproducts including
retail mortgages, current and deposit accounts, commercial lending, unsecured
lending, credit cards, treasury and investments.
Job
Summary: The Barclays Sales Manager will primarily sell Barclays Africa
Retail business products to walk-in customers to the branch, actively go out
and recruit new customers. He/she will support Local Business Development
managers during the account opening process for new business and cross
sales.
Key Duties and Responsibilities:
1. New Business Development 50%
- Increase product
penetration for the customers under management by reviewing their
portfolio to determine potential cross sells and proactively recommend new
products to customers.
- Create customer
proposals based on the needs analysis and follow through the sales
process.
- Refer to the relevant
product area for specialist product help or advice (e.g. Asset Finance)
when uncertain about the product delivery or application process. Respond
directly to customers with the details.
- Achieve agreed sales
targets for new accounts, cards, assets and liabilities, through a
proactive calling program to Business Club customers.
- Carry out regular
face-to-face customer visits and arrange focused social events and
individual entertainment.
- Recruit new customers
into the Business Club and manage the Business Club relationship once they
become members. Thisincludes following up on outstanding club fees,
providing input to seminars and trips arranged for customers, and ensuring
a high level of customer retention in the club.
- Interface with the
Business Club Coordinator during the event planning for monthly or
bi-monthly events including providing theinvitation list, the theme
for the event and identifying potential speakers.
- When customer wish to
exit the Business Club, conduct exit interviews to determine the reasons
for departure and feed these back to the Business Development Manager.
- On a regular basis,
interface with the Vehicle and Asset Finance team, to ensure that product
knowledge is kept up to date and that all opportunities are followed up.
- Update the customer
database with customer demographics.
- When interfacing with
business owners, identify potential opportunities for the owners to become
Prestige or Premier Customers and ensure that leads are passed on the
Affluent Segment for follow-up.
- Arrange introductions
for the Premier or Prestige team where appropriate.
- Continuously monitor
utilisation of credit facilities.
- Identify and resolve
under-utilisation by contacting customers to determine the reasons and
escalating service issues.
- Review the local media
to identify potential target market customers.
- Manage own calling
programmed, including identifying names to call on in a particular month
and setting up the meetings.
- Get advice from the
Business Development Manager if required.
- On a monthly basis,
compile a report on the calling programmed for the month and personal
sales progress against the targets as agreed. Present the report to the
Business Development Manager.
- Participate in product
campaigns that apply to Small and Medium Enterprises by ensuring that the
products are explained to customers.
- Conduct a detailed
needs analysis for potential customers to determine which products would
suit their business requirements.
2. Relationship Building 20%
- Increase product
penetration for existing customer base by reviewing their portfolio to
determine potential cross sells and proactively recommend new products to
customers. Business Customer Advisors are expected to service a portfolio
of up to 1000 customers.
- Update the customer
database with customer demographics.
3. Compliance / KYC 20%
- Complete account
opening documentation together with customers and submit to the Branch
Manager or Team Leader for final review before submitting to operations
for processing. Business Customer Advisors are however held personally
accountable for accuracy and quality of these and supporting documents
that they complete and submit.
- Achieve operational
rigour excellence in all aspects of procedures and processes personally
undertaken to ensure green audit.
- Follow the end to end
account opening ensuring new accounts are authorised and KYC compliant.
- Escalate any items
that exceed the agreed service level timelines or where there are
unresolved KYC requirements, to the Business Development Manager or Branch
Manager or Head Of SME..
- Comply with general
Barclays operational risk & rigour requirements e.g. KYC and
anti-money laundering regulations.
- Conduct snap checks as
allocated by the Business Development Manager.
- Sign customer contracts
on behalf of the bank once the contents have been agreed by all internal
parties in accordance with current procedures.
- Approve manual
transactions sent by customers to the branches prior to the payments being
released.
4. Risk Interface 10%
- Initiate credit
applications for new and existing customers by completing the
documentation with customers, completing the required financial analysis
and submitting applications to Retail credit for approval.
- Collect securities
documentation from customers ensuring that the securities meet Barclays
standards and any specific requirements depending on the facilities
offered to the customer.
- Check all such
documentation before submitting to the back office.
Qualifications, Skills and Experience:
- The applicant must
possess at least an Advanced Level certificate or equivalent with good
pass in Mathematics and English.
- At least a year's
experience in a front-line banking sales/marketing/service environment
- Excellent planning
& organisation skills
- Banking product sales
experience is preferred but not required.
- A good first degree in
Banking or Commerce is preferred but not required.
- Excellent
communication skills, both verbal and written
- Good questioning
skills
- Good PC skills
- Good numeracy &
analytical skills
- Excellent networking
skills
- Good
selling/influencing skills
- Good presentation
skills
- Listening skills
- Knowledge of the
Bank's products, services and policies including standard tariffs.
- Detailed understanding
of overall Retail goals & objectives, including the branch's
objectives growth of sales, cost control and income contribution
- Comprehensive
understanding of the sales process
- Working knowledge of
the procedure manuals
- Good working knowledge
and understanding of relevant legislation e.g. KYC, Anti-Money laundering,
banking code, service standards, health & safety standards etc
- Comprehensive
knowledge of the bank's internal departments, systems & procedures as
well as risk & rigour requirements
- Past experience in
dealing with local business loan applications.
- Detailed understanding
of competitor products and services in the SME segment.
How
to Apply:
If
you feel challenged by any of the above positions, and believe you can deliver
on key deliverables as outlined above, upload your application letter, current
curriculum vitae and photocopies of academic certificate to our recruitment
website detail below:
Barclays
is an equal opportunity employer that recruits, develops and promotes people on
merit, and rewards outstanding performance, regardless of background and
gender.
For
queries contact us on 0417122453 or email: barclays.uganda@barclays.com
Deadline: 6th February,
2014
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