To lead the acquisition, activation and profitable growth of new-to-bank micro, small and medium-sized business clients across designated markets, sectors, ecosystems and digital channels. The role translates the Business and Commercial Banking strategy into a structured acquisition plan and leads the sales team to deliver quality client growth, deposits, transaction activity, lending opportunities, fee income and cross-sell, while ensuring compliance with customer due diligence, credit, conduct, data protection, financial crime and operational risk requirements.
Key Responsibilities
- Develop and execute the annual acquisition and sales plan aligned to Business and Commercial Banking strategy.
- Identify attractive client pools using customer data, industry information, market intelligence and value-chain analysis.
- Maintain a qualified pipeline and support complex pitches, high-value prospects and strategic ecosystem opportunities.
- Deliver agreed targets for new-to-bank clients, deposits, transaction activity, fee income, merchant and collections income, digital usage, lending opportunities, cross-sell, retention and profitability.
- Drive end-to-end digital acquisition from prospect identification and online lead management through onboarding, activation and cross-sell.
- Originate and manage relationships with associations, cooperatives, aggregators, marketplaces, distributors, anchor corporates, fintechs and ecosystem partners.
- Ensure adherence to KYC, customer due diligence, AML/CFT/CPF, sanctions, beneficial ownership, fraud, credit, consumer protection, data privacy, information security, records management, conflicts and anti-bribery requirements.
- First Degree in Business Administration, Economics, Finance, Accounting, Marketing, Banking or a related discipline.
Experience Required
- Minimum 7 years relevant experience in business banking, commercial banking, SME banking, client acquisition, relationship management, payments, merchant services or financial-services sales.
- At least 2 - 3 years experience in leading a sales, acquisition or relationship-management team, with measurable delivery of customer, deposit, transaction and revenue growth.
Behavioural Competencies:
- Adopting Practical Approaches
- Articulating Information
- Challenging Ideas
- Convincing People
- Directing People
- Exploring Possibilities
- Following Procedures
- Generating Ideas
- Making Decisions
- Producing Output
- Providing Insights
- Understanding People
Technical Competencies:
- Application & Submission Verification (Business Banking)
- Customer Acceptance & Review (Business Banking)
- Customer Understanding (Business Banking)
- Product Knowledge (Business Banking)