Sector Head, Transportation at DET Consulting Limited

Job Purpose

• To establish, develop and manage mutually beneficial relationships with customers in the Transportation sector by proactively anticipating and meeting their needs at all times, while ensuring the continued growth of the bank\'s share of every customer\'s business as well as increasing the bank\'s share of its targeted markets.
• To direct, deploy and manage the resources of the team towards the attainment of its business goals and objectives.
• To provide all the necessary support needed by the relationship managers and account officers in the units to enable them to effectively carry out their job functions.
• To ensure smooth running of the day-to-day activities of the unit.

Duties & Responsibilities

Financial / Budgetary

• Work with the Group Head to formulate and supervise the implementation of the strategies, targets and marketing goals of the Transportation Sector.
• Work with the Group Head to develop and implement initiatives to achieve the sector\'s budget and financial goals as approved by management.
• Ensure the sector achieves set targets.
• Continuously monitor and assess changes in the operating environment, market needs, competition and provide vital information to the bank on these, with a view to allowing the bank to take advantage of opportunities created by having the right information at the right time.
• Stay abreast of the latest developments, best practices and trends that may impact on the bank\'s business competitiveness.
• Develop comprehensive business plans and financial projections as frequently as may be required by management.
• Cross-sell the bank\'s products.
• Identify and generate good trade transactions for the bank with a view to increasing overall customer yield.
• Identify and create profitable assets for the bank.
• Identify and generate stable and cheap sources of liabilities for the bank with a view to reducing the bank\'s overall cost of funds.

Customer Relationship

Customers:

• Airlines
• IATA/Agents
• Road Transport
• Rail Transport
• Maritime
• Shipping Agents

Logistics

• Manage the day-to-day running of clients within the sector while developing strong relationships with the key decision makers of both existing and potential customers within the unit\'s focus segments.
• Explore, understand and determine customers\' needs and provide solutions to meet identified customer needs while utilizing the various support functions within the bank.
• Review customer balances and transaction volumes on a daily/weekly basis or as may be required, for the detection of real or potential loss or gain of business and take decisive action as appropriate.

Credit

• Analyze and create top quality risk assets with a view to improving the asset quality of the bank.
• Perform credit reviews of customer businesses in compliance with the bank\'s policy, with a view to supporting recommendations for credit facilities.
• Develop specialized and expert knowledge of the target sub-sectors.
• In collaboration with debt recovery, structure loan workout packages for delinquent facilities.

People

• Acquire and retain qualitative and excellent staff in the sector.
• Assign tasks amongst unit members, set targets for self and subordinates, and ensure time management in achieving day-to-day activities of the team, while making sure that tasks are undertaken efficiently and professionally.
• Establish performance goals, objectives and targets for unit members.
• Train and develop subordinates to be banking professionals in all aspects.
• Initiate actions on employee performance appraisal and see to the completion of the exercise.
• Direct and supervise the following by staff within the sector
• Carry out objective and diligent appraisals of direct reports.

Others

• Develop products to improve the bank\'s positioning in the Transportation sector.
• Ensure complete and chronological documentation, filing and report rendition.
• Perform other functions as may be assigned by immediate supervisors and management.

Key Performance Indicators

• Achievement of Budgeted Income Contribution margin/Balance Sheet size.
• Quality of Credit Analysis Proposals and Presentations.
• Growth in terms of customers, business volume, revenue and profits.
• Customer Satisfaction Levels.
• Compliance with Operating Expense budget.
• Workforce development and productivity.
• Level of unit\'s compliance with the bank\'s internal processes, policies/procedures, especially Credit Policy.
• Customer complaints/issues resolution.
• Levels of the volume and quality of market information generated.
• Unit\'s Documentation Standards.

Educational Qualifications

Minimum Educational Qualifications:

• First Degree or its equivalent

Post Graduate Qualifications:

• Master\'s degree or its equivalent (an added advantage)

Professional Qualifications:

• A related professional qualification is an added advantage

Previous Work Experience Requirements

• Minimum of 10 years’ cognate experience, including relevant experience in the assigned sector(s)

Required Skills/Competencies

• Deep knowledge of credit analysis
• Deep knowledge of Bank Credit Culture, Policies and Procedures
• Innate knowledge of treasury operations
• In-depth industry and product knowledge
• High level of IT proficiency
• Ability to think and act independently
• Ability to work under pressure
• Integrity and sound judgment
• Leadership capability
• Self and team management
• Communication (oral and written)
• Interpersonal skills