The Ugandan Jobline

• Develop and present to Country Executive
  Committee a detailed 3 year VAF strategyDevelop a VAF strategy that
  includes grey vehicles; is customer centric; focused on client base growth
  and the achievement of set business targets
• Evaluate market trends and competitor
  offerings; identify new revenue streams and business opportunities; and
  conceptualize appropriate VAF products
• Understand the highly complex retail
  banking/financial services business (all aspects – segments, sales, risk
  management and channels) generally in the external market, but also more
  specifically what the capabilities and constraints are within the bank
• Gather data on new VAF products and
  evaluate them for financial and market potential
• Collaborate with enabling functions to
  develop the delivery and support of product strategies and processes
• Define and manage the risk appetite for
  the VAF products

• Develop an understanding of the market
  size, growth opportunity, market shares, potential customer profiles,
  competitors and profitability of the VAF product(s)
• Based on the market opportunity, set the
  VAF market share strategies, growth plans as well as budgets and targets
• Develop the VAF bank wide sales plans for
  each sector
• Communicate the value proposition of VAF
  products to the sales team, customers and other relevant stakeholders
• Develop selling tools that support the
  VAF products selling process
• Manage the processing of VAF applications
  across the bank in liaison with Credit
• Manage VAF book provisions and
  expenditure within the agreed budget
• Develop and monitor the VAF sales channels
• Train and support sales teams

• Drive the development of customized Uganda
  specific VAF solutions
• Package VAF products to make them
  compelling, differentiated and easy to buy/sell
• Identify and review new business
  opportunities for the VAF products/solutions
• Re-engineer or enhance product processes

• Define good product management
  understanding, processes and practices including but not limited to:
  product features and functionalities; pricing and margin management; risk
  appetite setting and monitoring; revenue leakage; balance sheet
  optimisation; ROE; capital management; FTP; value driver lever analysis
  and balancing interdependencies; and product activation and customer value
  management
• Take full accountability for identifying,
  quantifying and highlighting any significant issues and growing trends
  that have implications for the profitability and relevance of the products
  within the portfolio
• Prepare and deliver VAF product
  demonstrations/presentation to internal and external audiences

• New or re-engineered VAF products or
  processes
• Product profitability 

• Embed the VAF product within all client
  relationship managed portfolios
• Build a strong understanding of the
  customer, the customer value proposition and competitor offerings
• Work closely with others to resolve VAF
  customer complaints and challenges
• Ensure frequent client visits to existing
  VAF clients

• Build effective cross functional
  relationships in-country (Business Owners, Regional Managers, Credit,
  Legal, Risk, Operations)
• Implement and maintain strategic
  relationships with Dealers, Suppliers and Brokers
• Manage the matrix ROA relationships (ROA
  VAF Head and VAF Heads in other countries) and leverage on Group VAF
  expertise

• Responsible for inspiring, motivating,
  leading and managing the VAF team
• Responsible for the recruitment,
  development and retention of relevant skills
• Set clear VAF team goals and coach direct
  reports to set aligned individual goals
• Develop a bank wide VAF products and sales
  training program to build product awareness and grow VAF products sales
• Identify and develop talent for the VAF
  business

• Play a pivotal role in enabling the VAF
  regulatory framework
• Accountable to manage the entire VAF
  value chain and risk related procedures, processes and controls
• Put in place a governance framework and
  processes for the VAF business
• Establish and observe compliance
  requirements with appropriate legislation
• Keenly analyse associated regulatory risk
  in the VAF business and implement mitigation plans
• Adhere to internal and external audit
  requirements
• Address audit issues within agreed
  timelines

• Country Exco approved 3 year VAF strategic
  plan
• Budgeted sales objectives achieved
• Budgeted profits achieved
• Performance of the VAF book against budget
• Customer satisfaction feedback
• Stakeholder satisfaction feedback
• Satisfactory audit rating
• No repeat audit findings
• VAF team employee engagement score
• Performance development plans executed for
  the team
• Succession plan for key roles
• Sales targets embedded in the business
  scorecards

• The Stanbic Bank Head – Vehicle and Asset
  Finance (VAF) career opportunity should hold a Bachelor’s degree in
  relevant field
• At least five to seven years’ experience
  in management positions in VAF or commercial banking.
• Proven successful sales track record in
  the financial services industry.
• Previous experience in management of teams
  or sales teams
• A sound working knowledge of Managing
  Local Market (MLM) sales principles and practices to manage and optimise
  portfolio retention and growth.
• Good working knowledge of technical
  portfolio management systems
• Knowledge of how to use the Group
  Reference Guide to access/ look up relevant information

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