Business Development Manager - Asset Based Finance

About the Role

Join a leading African banking group with a century-long legacy, where your career can contribute to shaping the future and growth of the asset finance sector within the Business Banking segment. This role supports the Asset Finance strategy targeting SME Enterprise and SME Micro clients, focusing on developing new business through Dealer relationships and client acquisition.

Key Responsibilities

• Drive achievement of Asset Finance revenue and balance sheet targets tailored for the Retail Banking Business (RBB).
• Collaborate with Relationship Managers and Branch teams to source and underwrite new-to-bank Asset Finance opportunities within agreed timelines.
• Coordinate with Trade Finance on timely conversion of Letters of Credit facilities into Asset Based Finance.
• Conduct joint client visits with Business Managers or Relationship Managers to identify asset finance requirements and offer customized solutions.
• Provide regular performance updates weekly, monthly, and quarterly to all stakeholders.
• Maintain active engagement with Commercial Banking, SME, Branch, and Credit teams to identify leasing and asset finance prospects.
• Execute sales initiatives and customer awareness campaigns quarterly in partnership with relevant stakeholders to boost product uptake.
• Manage and nurture dealer partnerships to ensure efficient service delivery and effective sales channel support.
• Ensure prompt turnaround times in servicing Retail Banking Business customers.
• Supervise business strategies and monitor progress against objectives.
• Oversee dashboard and management information accuracy related to sales activities.
• Identify and develop cross-selling and upselling opportunities, tracking results diligently.
• Collaborate with the Head of Asset Finance to document and track strategic objectives and outcomes.
• Maintain detailed records including customer visit call reports and ensure precise documentation as per policy and service level agreements.
• Conduct training sessions for internal stakeholders to enhance product knowledge across the bank.
• Support signing of Vehicle Asset Finance (VAF) schemes with target companies alongside designated relationship managers.

Compliance and Risk Management

• Ensure adherence to all regulatory requirements including the Banking Act and internal service level agreements.
• Identify, escalate, and resolve sales administrative issues promptly.
• Comply with all business procedure manuals and internal audit processes.
• Manage and report customer complaints, ensuring resolution within agreed timelines.
• Participate in compliance checks and snap audits.

Stakeholder Engagement

• Maintain strong working relationships with internal teams (RBB business units, credit, securities) and external partners such as customers, dealers, insurers, auctioneers, and tracking agents.
• Coordinate with branch and operations teams to ensure comprehensive understanding and efficient execution of Asset Based Finance processes.
• Provide support to other asset finance staff as needed.
• Assist branch management in managing customer queries and complaint resolution promptly.
• Contribute actively towards team goals and target achievement.

Market Research and Intelligence

• Continuously gather and analyze market intelligence via various channels including industry publications, internet research, and networking.
• Evaluate competitor sales activities by engaging with dealerships and staying informed about market dynamics.
• Conduct weekly dealer visits to monitor competitor initiatives and market trends.

Additional Duties

• Supervise post-approval documentation and follow up on release letters.
• Manage arrears to maintain a healthy, sustainable loan portfolio.
• Track loan processing and portfolio growth through data analysis.
• Onboard, train, resolve conflicts, and manage dealer schemes effectively.
• Oversee Asset Finance specialist direct sales personnel in the region.
• Support growth of Bancassurance and Insurance Premium Finance (IPF) products.
• Collaborate with marketing for brand enhancement.
• Ensure all processing turnaround times and SLAs are consistently met.
• Lead continuous training efforts for branch Asset Finance champions to improve service quality.
• Manage all customer complaints professionally and effectively.

Education Required

Candidates must hold a Higher Diploma in Business, Commerce, or Management Studies.