HEAD OF COVERAGE at First National Bank of Lesotho Limited (FNBL)

HEAD OF COVERAGE

First National Bank of Lesotho Limited (FNBL) a highly recognised financial services provider in Lesotho seeks to employ a proactive, innovative, self driven and highly motivated Mosotho to occupy the position of Head of Coverage. This position is based in Maseru.

JOB PURPOSE

To strategically manage Corporate relationships across the Bank’s client base in the Lesotho market with the focus and objective of growing business and maximising revenues through maintaining and strengthening existing relationships as well as developing new relationships at the highest level within the customer base

Key Responsibilities;

Reporting to the Chief Executive Officer, the incumbent shall be responsible for the following;

• Overall and ultimate responsibility for the CIB Balance Sheet and Income statement performance in Lesotho
• Driving the bottom line growth of CIB’s products in the Lesotho market and maintaining a strong presence in representing the interests of the various Corporate teams, thus collaborating with other FirstRand Business units across the country as well as South Africa;
• Developing and maintaining an excellent knowledge of the Lesotho market and each of the Bank’s specific client activities and the value chains in each of the sub -industry sectors in which they operate;
• Engaging with Lesotho clients at both a strategic level and operational level as may be required to specifically drive deeper product penetration;
• Identifying opportunities for the bank as a result of a deep client insight resulting in the delivery of customised solutions across the Corporate spectrum. This would be achieved by applying the principles of key account planning, industry and client value chain analysis and their respective implementations;
• Developing and maintaining a strong partnership approach with Credit;
• Actively developing strong client relationships with key decision makers, utilising the networking skills of the wider Africa and SA Coverage teams and senior FirstRand executives, where appropriate;
• Servicing and managing product distribution and cross sell across the Lesotho client base to maximise profits and ROE;
• Monitoring performance of the client base and the growth of individual products within it;
• Monitoring and managing the credit risks within the Lesotho client base. This will involve participation in the relevant credit forums as it relates to
origination and ongoing risk management including proactive management of irregular counterparties;
• Overseeing annual and strategic pricing negotiations with the Lesotho client base, taking volumes and risk into consideration;
• Managing a dedicated team of relationship managers. This team will manage the day to day client facing activities of assigned clients, help identify business opportunities and champion solution delivery with particular focus on Corporate Banking.
• New Business development and establishing relationships with new target clients;
• Developing retention and cross sell strategies for all existing clients;
• Drive innovation by providing insight into product development and/or enhancements required to support execution of the Lesotho Coverage strategy;
• Mentoring of individual team members and facilitation as required achieving business objectives.

Qualifications and Knowledge Experience;

• A post graduate business related degree, with at least 10 years’ experience in relationship management and/or relevant product sales and product experience, in a bank;
• Exposure to and knowledge of the Lesotho Corporate market is essential;
• A detailed knowledge of transactional banking, financial markets and/or investment banking products;
• The candidate should be experienced in the art of relationship development and negotiation;
• Must have proven prior experience in sourcing "deals" and negotiating their successful conclusion;
• Strong influencing skills, experience in managing multiple stakeholders advantageous;
• General knowledge of “Bank” wide products and services, and broad knowledge of the organization;
• Sound knowledge of Microsoft or similar applications;
• Sound knowledge of the customer relationship management (CRM) concept and its application.

Competencies and Skills;

• Conceptual / big picture thinking;
• Creativity / innovation;
• Drive and results orientation;
• Building strategic relationships / networking;
• Conflict management;
• Presentation and facilitation;
• Building the brand;
• Business insight and risk awareness;
• Commercial and financial acumen;
• Monitoring and measuring;
• Planning and organising;
• Strategic leadership; Vision creation and motivation
The Closing date for applications is 20th June 2014
Application letters accompanied by a detailed curriculum vitae and names and contact details of three referees must be sent to:

The Head of Human Resources
First National Bank Lesotho – Limited OR
Corner Kingsway and Parliament
Maseru
100

Email: mmoiloa@fnb.co.za

DISCLAIMER: ONLY SUCCESSFUL CANDIDATES WILL BE CONTACTED.