Team Lead, FMCG / Manufacturing

Job title: Team Lead, FMCG / Manufacturing
Division/Unit: FMCG / Manufacturing
Organisation Function: Corporate Banking
Location: Head Office, Dar es Salaam

Reporting relationships

• Functionally reports to: Head, Corporate Banking
• Administratively reports to: Head, Corporate Banking
• Supervises: Relationship Managers (direct); Relationship Officers (indirect)

Overall objective/job summary

Drive Corporate and Commercial Banking towards the realisation of the Bank’s mission and vision through achievement of the set targets for the FMCG / Manufacturing sector.

Duties and responsibilities

• Drive client acquisition and manage existing corporate and commercial client relationships within FMCG / Manufacturing, consistent with the Bank’s business development strategy, ensuring clients receive the appropriate level of service and advice to meet their banking needs.
• Generate new-to-bank business to achieve defined sales targets, and reactivate dormant relationships to improve deposit liability growth and mix.
• Conduct regular customer site visits to review and assess business operations, property, plant, premises, equipment and other collateral, followed by a call report for management. Recommend changes required to meet customer expectations while remaining compliant with Bank policy.
• Analyse and monitor market trends within FMCG / Manufacturing, interpret customer requirements, and provide integrated products and solutions in line with Bank policy; recommend product development and improvement.
• Enhance client retention by serving as a one-stop point of contact for client needs, and develop sales strategies in liaison with the Product Development Team and other stakeholder departments.
• Monitor and track approved risk triggers, conditions and covenants on availed credit facilities, and continuously monitor non-performing facilities.
• Initiate recovery action on deteriorating, watch-listed and non-performing accounts within the sector portfolio.
• Recommend the creation of viable and profitable risk assets to increase business profitability.
• Source and monitor customers’ tenured investments and facilities.
• Offer products tailored to the needs of the FMCG / Manufacturing sector and maintain regular contact with client executives.
• Meet and exceed set targets for Revenue/PBT, risk assets, guarantees, deposits, foreign exchange and other targets as advised from time to time.
• Lead, supervise and develop the sector team, ensuring Relationship Managers and Relationship Officers are equipped to meet their individual targets.
• Carry out research on industry and market trends, regulations and emerging products to improve the Bank’s customer value proposition and safeguard against unforeseen risks.
• Review, analyse and screen credit applications, and write credit memoranda in line with the Bank’s credit policy for recommendation and approval.
• Comply with all Bank policies, procedures and operational guidelines, in particular the Credit Policy and the Human Resources Policy.
• Perform any other duties as assigned by the Head, Corporate Banking.

Key performance indicators

• Achievement of the approved PBT target for the sector.
• 100% attainment of annual targets (deposits, risk assets, fees and commission, client conversions, dormant account reactivations).
• Functional commercial banking relationships.
• Viable and profitable risk asset book.
• Growth and quality of the portfolio under management.
• Performance of Relationship Managers and Relationship Officers against their individual targets.
• Timely submission of complete and accurate performance reports.

Job requirements

Education

• First degree in a business-related field or social sciences discipline from a reputable university.
• Higher degrees, MBA or professional certifications are an added advantage.

Experience

• Minimum of five (5) years’ relevant experience in a banking environment, including exposure to the FMCG / Manufacturing sector.
• Credit and relationship management experience required.

Key competency requirements

Knowledge

• Banking operations, policies and procedures.
• Corporate and Commercial Banking.
• Bank products and services.
• Business development and acquisition.
• Credit and marketing.
• Relationship management.

Skill/Competencies

• Ability to work under pressure with minimal supervision.
• Ability to achieve and surpass business targets.
• Ability to evaluate customer needs and determine the products or services that best serve them.
• Leadership and team development skills.
• Interpersonal skills.
• IT and computer appreciation.
• Communication skills (written and oral).
• Selling and marketing skills.
• Self-driven, proactive and commercially aware of the business environment.
• Attention to detail.
• Reasoning and analytical skills.