1. Role Overview:

Position Title: Head of Transactional Banking

Location: Blantyre, Malawi

Contract Type: Expatriate (Three-Year Renewable Contract)

Reports To: Head of Corporate & Institutional Banking

Grade: 6

Purpose of the Role:

- To initiate and enable transactional sales origination, cross-selling and client engagement in the business to achieve transaction banking revenue and throughput targets, to ensure that that there is an adequate and growing share of wallet for this.

- Tracking and growing the transactional banking market share across all cash management products, including maintain and growing the market share for transactional banking products and revenue, at a rate faster than the market.

- This role involves developing and implementing strategies to enhance service delivery, ensuring compliance with regulatory requirements, and fostering strong client relationships to become the transactional banking partner of choice.

- It will also involve the identification and development of suitable digital or automated products that may be required to enhance the product proposition in the market including and innovative products to keep in line with changing market environments.

- The manager will also work closely with other departments to optimize product offerings and improve operational efficiency.

Main accountabilities and approximate time split

Customer Service & Product Management

45%

- Take the lead in identifying client needs, engaging key influencers and decision makers, developing solutions and leading proposals and pitches to clients.

- Analyse the current and prospective client base to identify where there is room to increase the share of wallet for transactional banking products as part of the key strategy.

- Understand the local markets in terms of size, share , structure, potential, customer segmentation, buyer behaviours and competitor analysis in the country, for example, the top taxpayers in the country and utility payment intgerations.

- Monitor and analyze market trends, competitor activities, and client feedback to identify opportunities for growth and improvement both in terms of the suite of products which are currently being offered and the need to develop and innovate new products as well.

- Provide inputs to product teams on new product ideas and product gaps. This includes monitoring the effectiveness and service delivery standards of all current products within the mandated Standard Operating Procedure (SOP) and Service Level Agreements (SLAs)

- Building in transactional banking related targets for clients (for revenue, throughput and anticipatory CASA balances) and ensuring that these are embedded and collaboratively achieved together with the Relationship Managers.

- Work closely with the respective Relationship Managers and internal business partners to provide the specialist partnership in delivering the revenue and driver targets for clients.

- Collborate with the TPS Managers and other stakeholders across the FCB Group countries to identify regional opportunities that are not being taken advantage of, especially in terms of clients.

- Identify and recommend appropriate changes to streamline transaction customer journeys, being aware and understanding of the bank's processes. Ensure efficient processing of transactions while maintaining high levels of accuracy and compliance. Working closely with the teams a regular reporting framework to monitor this should be developed as well as an early warning system.

- Monitor key performance indicators (KPIs) related to transaction volumes, turnaround times, and client satisfaction (through a Client Survey / NPS mechanism). This should also include tracking the average balances and and throughput of key clients and measuring this against a wallet share mechanism and target as well.

- Identify areas for process improvement and implement best practices.

Portfolio Management

45% - Manage portfolio level planning for the product, brainstorming, and identification of opportunities; take the lead in deal closure and execution.

- Deliver comprehensive suite of payments and cash management, trade finance and foreign exchange solutions.. Identify product areas of opportunity that can include, but not be limited to, tax and utility payment integrations, digitization of services, rolling out of custodial services and REITs offerings as well.

- Create a value proposition and provide structure guidance to Relationship Managers in driving portfolio revenues, through the set strategy. This should be focused on ensuring that the growth comes from increasing a share of wallet in the drivers of the business (CASA balances and throuput) for a resulting uplify of the revenue.

- Focus on maximizing cash & trade revenue by resolving any Product related impediments to the same, to achieve the required targets.

- Adher to internal compliance and regulatory guidelines.

- Ensure all transactional banking activities comply with relevant regulations (e.g., AML/KYC).

- Conduct regular audits of processes to mitigate risks associated with fraud or operational failures.

- Stay updated on regulatory changes affecting the transactional banking landscape.

- Embed a transactional led culture within the Corporate team of the Bank to become the transactional banking partner of choice for clients.

- Become the market leader in setting standards for efficiency of service delivery, product innovation and client care for transactional banking products.

Personal Development

10% - Participate in annual performance reviews

- Identifies appropriate formal and occupational (informal) training needs and courses (internal/external) to develop oneself.

- Up-Skills oneself regarding new procedures through attendance of workshops/presentations and reading of internal and external communications.

Technical Skills/Competencies/ Knowledge and Experience required

Qualifications - Degree in Sales/Marketing/Business Management.

- Professional Banking qualification preferred

Technical Skills - Communication & Presentation skills

- Sales Management skills

- Planning

- Interpersonal skills

- Sales skills

- Negotiation skills

- Financial analysis and advice

Knowledge, Expertise and Experience:

- Full and extensive knowledge of acquiring products and services

- 8 - 10 years minimum in a similar role with a proven track record of achievement and high performance

- In-depth knowledge of competitor solutions and transactional banking products, including comprehensive cash management product offerings.

- Knowledge of the Business to Business sector.

- Fully aware of industry trends.

- Proven success rate in negotiation in a corporate environment