Head, HNI-Business Development at Transkredit Finance Company

Job Summary

• To lead the sales team, provide strategic leadership, drive growth of the company sales in risk asset creation and liability drive, onboard new customers, while deepen relationships with existing clients by selling products/services of the company, particularly risk asset creation and investment mobilization, to retail, HNI and MSME customers.

Duties and Responsibilities

• Grow the existing risk asset portfolio in line with the Company's strategy.
• Identify, develop and cultivate relationships with customers within the retail and MSME segment that are in need of loans and advances to support their business.
• Manage existing customers' portfolio as well as develop new business opportunities by generating risk assets within the MSME and retail market.
• Leverage the Transkredit's existing relationship by developing and executing proactive, creative and on-going contact initiatives.
• Prepare sales pitches, presentations and other documents required for Transkredit customer's engagements.
• Assist in the development, launching and sales of new product offering.
• Ensure synergy and collaboration in inter-house activities and communication in order to facilitate effective and smooth running of the Company’s operations.
• Manage MSME and retail banking portfolio within the organisation to minimise business risks and maximise profitability.
• Maintain relationship with key customers within the company and ensure that such customers are well served by officers within the Transkredit.
• Ensure the smooth running of operations in Transkredit within the business development team while providing strategic direction.
• Ensure a complete, accurate and balanced assessment of risk in the credit approval presentation.
• Coordinate the approval process managing information flow and ensuring that the credit follows the stated approval process for the facility limit.
• Keep abreast of regulations, government policies and other developments that may affect the operations, business goals and objectives of the organisation.
• Ensuring that the legal documentation is complete, consistent with the internal approvals and properly executed and filed.
• Monitor industry trends and obtain necessary intelligence to be used as input for new product development.
• Supervisory of the business development team.
• Ensure that delinquent loans is below 5% of the company’s loan book.
• Conduct regular performance management review with the Sales team, at least monthly.
• Review all loan documentation before sign-off.
• Montor the sales team and guide understanding and growth.
• Attend meetings with members of the team regularly.
• Prospect for potential new clients and turn this into increased business
• Ensure company’s target branding, corporate image making, planning and implementing promotional campaigns.
• Present and develop new products (Loans and Savings).
• Work with a team to develop proposals that speak to the client’s needs, concerns and objectives.
• Present an image that mirrors that of the client.
• Client Retention and lead generation.
• Present and develop new products (Loan and Savings) and services and enhance existing relationships.
• Work with technical staff and other internal colleagues to meet customer needs.
• Arrange and participate in internal and external client debriefs.
• Business Development Planning.
• Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
• Present to and consult with mid and senior level management on business trends with a view to developing new services, products and distribution channels.
• Identify opportunities for campaigns, services and distribution channels that will lead to an increase in sales.
• Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiation.
• Forecast sales targets and ensure they are met by the team.
• Present business development training and mentoring to business developers and other internal staff.
• Ensure Savings targets are met.

Market Penetration:

• Develop and implement strategies to penetrate new markets and increase market share.
• Monitor competitors and adjust strategies as needed.
• Develop new business opportunities by generating Deposit Liabilities and Fund Mobilization within the MSME and retail market.

Client Acquisition and Relationship Management:

• Lead efforts to acquire new clients and expand the customer base.

Negotiation and Deal Closing:

• Lead negotiations with clients, partners, and stakeholders to secure favorable deals.
• Ensure contracts are effectively managed and executed.
• Identify, develop, and cultivate relationships with customers within the retail and MSME segment that need loans and advances to support their business.
• Initiate the development, launching, and sales of new product offerings.

Sales and Revenue Generation:

• Set sales targets and lead the business team to achieve revenue goals.
• Develop and implement sales strategies to maximize profitability.

Performance Monitoring and Reporting:

• Monitor key performance indicators (KPIs) to measure the success of business development efforts.
• Prepare regular reports for Management on progress and achievements.

Team Leadership and Development:

• Lead and manage the business development team, providing guidance and mentorship.
• Conduct regular training and skill development programs for team members.

Compliance and Risk Management:

• Ensure business development activities comply with industry regulations and internal policies.
• Mitigate risks associated with business expansion and client relationships.

Networking and Industry Engagement:

• Represent the institution at industry events, conferences, and seminars to enhance brand visibility.
• Build a strong network of contacts within the financial industry.
• Development of new loan with a weekly target Achieve volume and Value targets in order to contribute to the overall goals of the company
• Building a sound relationship with company business partners, vendors and Customers.
• Creating new business opportunities (seek new clients)
• Develop a good marketing plan for the company’s products and business.
• Ensure prompt loan repayments’ and recoveries.
• Creation of financial projections for growth and profitability.
• Track and analyze micro finance & economic trends and make any recommendations to the company.
• Analyze applicants’ financial status, credit and evaluations to determine feasibility of granting loans.
• Review and update credit/loan files
• Liaison with other service providers
• Gathering marketing intelligence
• Analyze potential loan markets and develop referral networks in order to locate loans.

Technical Skills:

• In-depth knowledge and understanding of the principles of product development, brand management and business intelligence.
• Working knowledge of the leading products and services available in the global market.