Client Executive

Job Description

To articulate and drive the strategy for the sector and assume overall accountability for the effective management, growth and profitability of clients within the assigned sector portfolio

To lead the overall account planning for the sector, and take accountability for coordinating all product stakeholders to deliver on client plan

To maintain overall oversight of sector team and all coverage professionals and specialists within the sector

• Engage with Relationship Managers to gain an understanding of what portfolios will grow by, per client, per portfolio
• Identify gaps between what management want vs. current status
• Allocate stretch targets to Relationship Managers and ensure the stretch is allocated
• Utilise the budget tool to set realistic measurable budgets by understanding market forces, trends and product capabilities
• Conduct revenue and profits forecasting utilising a bottom up approach
• Develop and maintain an in-depth knowledge via Industry Analysts of the South African market and each of the Banks specific client activities and value chains in each of the sub-industry sectors in which they operate
• Drive the growth of CIB products in the sector and maintain a strong presence in representing the interests of the various CIB teams interest in the sector by collaborating with other FirstRand business units across the country
• Facilitate a brainstorming session with the wider team to understand the broader context of the industry in relation to sector targets
• Develop tactics to deploy in order to achieve revenue targets
• Identify, action and ensure key strategic client deliverables are documented on the client action plan
• Present the sector strategy and tactics to all key stakeholders in order to gain buy-in
• Drive innovation by providing insight into product development and enhancements required, via
• Solutions Strategist, to support execution of the sector strategy
• Match clients need with products in the group whether generic or specifically developed
• Analyse growth of revenue from an MIS perspective and proactively manage outliers
• Engage with clients at both a strategic and operational level as may be required
• Develop and maintain a strong partnership approach with Credit in order to gain buy-in
• Identify prospective clients
• Engage in joint calls where possible and present proposal to the client
• Conduct effective client negotiations with a view to ensure origination of banking opportunities
• Oversee annual and strategic pricing negotiations with the client base, taking volumes and risk into consideration
• Ensure that all core Coverage disciplines are well entrenched and applied in all matters relating to origination and new business generation
• Identify opportunities as a result of a deep client insight for the delivery of customised solutions across the CIB spectrum
• Apply the principles of key account planning and ensure all gaps are effectively identified
• Analyse industry and client value chain and implement them accordingly
• Manage end to end service delivery process and ensure that all related issues are dealt with timeously
• Review channel flow for effective and price-efficient product changes are being utilised by clients in the transactional interactions with the bank
• Ensure efficiencies are in place in order to reduce or eliminate revenue leakage, manage team adherence to all risk mitigation measures, and mitigate risk in client and bank interactions
• Innovate for retention by using value-add and advisory services to shift client focus away from pricing
• Understand individual product house ROC strategies and strive to achieve them
• Monitor performance of client base and growth of individual products within it
• Build and maintain effective relationships with all key stakeholders to facilitate organisational effectiveness
• Identify areas of concern and use influence to debate and agree the best way forward
• Act speedily to resolve problems, queries and complaints
• Use influence and negotiation to achieve win-win outcomes
• Initiate meetings with key stakeholders to track progress, manage expectations and ensure clients needs are met
• Proactively communicate and share information and encourage discussion and debate, share successes, highlight challenges and identify and manage risks
• Read the cultural environment and adapt communication style to meet the needs of different audiences
• Anticipate and manage conflict, demonstrating an ability to resolve differences, particularly where these may be stalling the implementation of agreed plans
• Have a robust skills acquisition, development and retention plan for key positions to ensure business continuity
• Take full responsibility for performance management of all direct reports managing their performance in relation to quality standards and agreed benchmarks and objectives focusing on all aspects of sound people management
• Engage in recruitment development, performance management, remuneration and rewards, career path planning, on the job training, coaching, and mentoring
• Ensure appropriate levels of management and accountability
• Motivate, delegate, and empower appropriately, enabling direct reports to take responsibility and display appropriate creativity and initiative
• Work with the team to actively grow their skills and lead them in operational excellence
• Demonstrate pride in the organisations brand services and products by consistently delivering on the brands promise
• Follow through to ensure that personal quality and productivity standards are consistently and accurately maintained
• Stay relevant and up to date with legislations and new developments
• Maintain a positive attitude and respond openly to feedback
• Handle stress in ways that do not negatively impact others
• Plan and manage own workflow anticipating obstacles juggling priorities and following through on objectives within agreed time frames and according to quality standards
• Take ownership of personal career development leveraging formal and informal opportunities
• Read situations and organisational realities
• Set aside personal agenda for the greater good
• Act in an ethical transparent and morally defensible manner including highlighting unethical practices
• Share debate and communicate learnings
• Flag and debate issues constructively
• Promote a friendly cooperative climate

 

Important Closing Date Note

Take note that applications will not be accepted on the below date and onwards, kindly submit applications ahead of the closing date indicated below.

14/05/26