Head Public Sector at NBC Bank Limited

National Bank of Commerce

Head Public Sector

• locations Head Office NBC
• time type Full time
• job requisition id R-15967867

Head Public Sector at NBC Bank Ltd September 2024

NBC
is the oldest serving bank in Tanzania with over five decades of
experience. We offer a range of retail, business, corporate and
investment banking, wealth management products and services.

Job Summary
o To directly lead a relationship team(s) covering
a portfolio of Public Sector names, Government Parastatals
semi-autonomous Government Institutions, Pension Funds, Local Government
Authorities / entities under LGA’s with specific focus on Central
Government.
o To be a key member of the Corporate banking leadership
Team. Driving business performance within that specific business
segment.
o Performance management and coaching of members of the corporate team.
o
To oversee relationship management and sustainability of a portfolio of
Public Sector customers with specific focus on the above-mentioned
Government entities, building long term relationships founded on
efficient and reliable support for their business. This achieved
particularly through quick risk decisions and managing consistence and
quality of operational services.
o The primary objective is to
maximize share of liabilities contribution in over CIB business, while
balancing the requirements for lending, Trade and Working Capital to all
such entities vis a vis Reputation risk for the bank.
o The
jobholder will be responsible for business development both with new
customers and with existing customers where they are expected to
increase “wallet share”
o The jobholder will be expected to develop
an intimate knowledge of the Public Sector, relevant regulatory
framework and demonstrate the ability to meet the senior officials of
ministries and Institutions for negotiation of financial transactions.
This includes working closely with investment banking teams.

Job Description​
Strategy Development 10%

• Undertake
  market entry strategy review (macroeconomic) and financial service
  industry analysis, profit generation, competitive analysis for the
  respect region.
• Undertake strategy reviews of existing businesses on a periodic basis in collaboration with other bank unit’s
• Undertake
  competitor and target reviews; build target lists for priority
  markets/sectors. Develop acquisition valuation/synergy cases, priority
  as driven by pipeline.
• Build expert knowledge of Tanzanian market and our current business strategies
• Contribute
  to overall strategy formulation in discussions with the Head of CIB,
  Country, Management Committee and Credit Risk, bringing market
  knowledge, competitor analysis, trade flows and innovative “deal”
  structures in order that the strategy brings maximum revenue to the
  bank.

Business Development, Sales, Service and Risk Management 50%

• Execute
  integrates sales, relationship, and credit strategies that are in
  alignment with the country business plan to achieve desired revenue and
  service hurdles.
• Responsible for client satisfaction and
  relationship profitability, while providing Commercial customers with
  single point of contact within Public Sector segment in the Bank.
• Provide
  product units with qualified referrals for cross-sell. Assist in
  closing deals across other products such as Trade Finance, Cash
  Management and Treasury Products.
• Use sound judgment in
  determining potential clients/deals. To Structure deals appropriately to
  balance risk and reward. Recognize early warning signs and monitor
  clients to anticipate changes in risk rating. Present concerns and
  solutions to mitigate potential future risk to the business.
• Partner
  within other business units (i.e. Retail Banking, Treasury etc) to
  ensure ongoing and appropriate communication to support overall client
  and franchise objectives.
• Maintain frequent interaction with
  centres` of influence, diverse industry segments, community leaders,
  regulators, and senior business contact.
• Liaise with various
  stakeholders in corporate risk management including Lawyers, Insurers,
  Valuers, Collateral Managers, Central Bank and Government registry to
  ensure quality of Bank assets at all time and assurance of secondary
  mitigations.
• Overall accountability for ensuring excellent
  relationship between clients and the bank, including good relationship
  between management.
• Grow the Segment team portfolio
  profitability by identifying new and existing customer potential
  including sales opportunities and new product promotion initiatives.
• Formulate business development strategies and objectives for the segment to meet changing market needs.
• Monitor results of customer’s surveys for the industry against target service quality standards.
• Monitor levels of complaints and quality of handling for the industry portfolio.
• Proactively research competitive threats/opportunities within the team’s market and geographical.
• Communicate
  all key messages to customers including agreed service standards,
  negotiated pricing, relationship team contact points (including
  introductions to new personnel) and new product changes.
• Conduct annual and if appropriate, interim reviews of customers borrowing facilities.
• Determine
  the products that are most effective in meeting customer’s needs and be
  able to sell these at short notice both reactively and proactively.

Business Management 20%

• Manage
  performance of the industry team against key financial (risk-adjusted
  contribution) sales, service, and operational targets.
• Champion,
  manage and monitor implementation of change impacting the industry team
  and arising from central and local corporate change programmes.
• Consult customer owners/managers on financial/credit issues and general business practice/ideas.
• Develop Customer Relationship Plans for customers in portfolio.
• Work closely with the Corporate Director in driving and delivering business performance in the country.
• Research, create and follow up on target list for potential new business
• Identify
  priority customers using the Customer Relationship Planning templates
  to assess their present and potential contribution.
• Control and manage quality of the portfolio, using available triggers and adherence to Risk Management guidelines and policies.
• Deputize
  the Corporate Direct in his absence attending country CMC and other
  leadership forums on behalf of Corporate Banking Department as needed.

Staff Management 20%

• Lead the RM’s and Operational Bankers within the Corporate Banking Team using a team base management approach.
• Help
  team members to identify strengths and weaknesses in their own skills
  and attributes, review their self-development and ensure training and
  development needs are accommodates.
• Coach team members on relationship management, service quality and risk.
• Assess manager’s performance against contract. Review and input to Performance Development Reviews.

Technical skills / Competencies:

• Outstanding relationship and interpersonal skills
• Sales and negotiations skills
• Team player
• Credit risk and structuring skills
• Where appropriate, specialist industry knowledge of industry
• Communication skills

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Knowledge, Skills and competences required:

• Detailed knowledge of the PSI product set
• Comprehensive understanding of products available in NBC
• Detailed understanding of our Pan –African corporate representation and capability
• Broad knowledge of our wider geographic capability
• Broad understanding of policies and strategies within the country as they relate to the demands of customer base
• A
  good knowledge of products & services available in the Retail
  sector is also required to satisfy the individual financial needs of
  business owners / key individuals
• Broad understanding of competitor positioning and detailed understanding of NBC area of competitive advantage
• Detailed understanding of country and CBRM guidelines and credit risk policies

Preferred

• Knowledge of banking and financial environment in Tanzanian and neighbouring countries
• Banking and Government systems in Tanzania
• MBC/Degree in Banking
• Commercial or related qualification would be an advantage.

Experience

• Minimum 7 years experience in Corporate Banking (PSI) in emerging markets
• Proven experience and expertise in credit risk analysis
• Sound track record of relationship management
• Proven networks within the Business banking field in emerging markets

Qualifications

• Analytical
  Thinking – Advanced (Meets all of the requirements), Bachelor`s Degrees
  and Advanced Diplomas – Business, Commerce and Management Studies,
  Commercial mindset – Senior (Meets all of the requirements), Customer
  Excellence – Service Management (Meets all of the requirements), Digital
  familiarity (Meets all of the requirements), Experience in a similar
  environment at management level, Leading people – Leadership level
  (Meets all of the requirements), Openness to change (Meets some of the
  requirements and would need further development)

Deadline: 04th October, 2024.