The Commercial Department CF consists of Sales (Business Development Managers), Relationship Management, Asset Management, Commercial Support and Project Management. The Sales team is responsible for new business development, predominantly via introducers. The Relationship Managers nurture the relationship with existing customers and support the Sales team on new transactions. The Asset Managers are responsible for monitoring the assets in the facilities with customers. The Commercial Support team supports both the Sales team and the Relationship Managers. The Commercial Department is also responsible for KYC activities.
Purpose of the job
The Sales Manager, UK is responsible for generating new business by seeking referrals, and advising and selling Commercial Finance products and services to new prospects, with a view to realising long term profitability, and Key Business Introducer and Client satisfaction. Focus is on sustainable growth, balancing risk and reward, and growing the portfolio in line with the Return on Equity targets and ABF growth strategy. The job holder is responsible for building the client brand in their region and the UK. The job holder promotes cross sell of other bank services.
Maintains formal and informal contacts with a variety of stakeholders throughout the organisation and represents ACF in dealings with influential organisations within the field. Is visibly active on business within his/her area of focus, in co-ordination with other Stakeholders.
Reviews and assesses quality of the prospect, what is and is not possible with regards to the prospect, the position of the company in relation to developments within the industry, etc, the risks and the securities to be provided by the client, all within the parameters of the current credit policy, the operational processing opportunities and the rates to be realised. In the context of those activities, considers and takes account of the clients interests.
The jobholder is required to act as a strong first line of defence (LoD), which is demonstrated in the quality of the credit proposals they submit. Also in ensuring compliance with all 'Licence to Operate' measures.
Key result areas
On an annual basis, the key result areas are defined through a departmental OGSM (Objectives, Goals, Strategies, Measures).
Key elements are:
- Financial performance (P&L, portfolio growth, new business volume, C/I ratio, ROE)
- Net Promotor Score
- Risk & Compliance
- Compliance / LtO
Knowledge and Experience
Required level and content of education
Required employment experience / skills