Job Summary

The position will be responsible for driving and exceeding assets sales targets in a competitive market. Market and close assets sales with an aim to increase disposal of assets under recovery within the DRU & Special Assets teams and any other allocated for disposal within the Banks portfolio, Prepare daily reports for action by the immediate Supervisor. The property advisor will be expected to aid the business to reduce non-performing portfolio under the function by adopting objective and appropriate strategies that aid in property disposal for both residential and commercial properties. This is to be done within policy guidelines and regulations to minimize credit losses and ensure the team meets their overall debt recovery targets and the Banks portfolio remains profitable in line with SBM Bank business objectives.

Key Responsibilities

Strategy - 50%

• Create systematic and consistent lead generation from property marketing efforts, cold calling, referrals, lead generation services and other forms of media. All engagements to be on CRM.
• Ensure that all client engagements from prospecting to closure are on CRM
• Conduct surveys to identify the price of competing properties on the real estate market and relay the same to the supervisor
• Provide periodic (daily, weekly and monthly) reports (client pipeline) for management on sales performance and generate returns using CRM systems.
• Build and maintain relationships with clients by providing support, information and guidance through the entire customer journey
• Participate in the promotion of property sales on organized events such as expos, site activations among others
• Follow up and ensure the preparation and approval of documents such as booking forms, offer letters, sale agreements and transfer documents are executed
• Upload customer payment evidence on the CRM for validation
• Ensure customer payment plans are followed up and all collection done on time.
• Achieve 85% compliance to customer payment plans. Issue cancellation notices through the CRM as per policy
• Ensure mortgage clients are identified early, their mortgage applications created and tracked centrally
• Ensure compliance with all real estate laws & policies and other controls, rules, procedures, and regulations when conducting property sales. Act with high levels of professionalism in all client engagements.

Operations - 20%

• Lead generation and conversion.
• Weekly reports on lead follow ups and engagement in line with CRM.
• Documentation and Compliance: Ensure all sales transactions are properly documented in line with Bank policies.
• Market research & benchmarking
• High productivity
• Implementation of sales & Marketing strategy through continuous review properties in database and prepare fact sheet/profiles for internal and external marketing.
• Maintain and prepare assets disposal reports as and when required and submit them to the Supervisor.
• Ensure compliance to the Bank’s Credit Policy and Procedures regarding management of property sales process.

People Management - 15%

• Maintain good coordination between the Debt recovery and Special assets Team, Credit Team and the Business Development Teams.
• Undertake any delegated activities as assigned by the Senior Manager Corporate Recoveries, or by the Director, Debt Recovery and Special Assets.
• Ensure to undertake Best Practice, Skills and Knowledge shared across the Debt Recovery team and wider Team/ Departments.

Compliance - 10%

1. Ensure compliance with both internal and external regulatory requirements
2. Working closely with risk and compliance units to ensure effective compliance standards are consistently met within the unit.
3. Developing and continuously reviewing sales & marketing strategies and procedures ensuring their compliance.

Other - 5%

• Safeguard and promote the bank’s image with the general public.

Key Responsibilities

Direct Reports to this Role

• N/A.

Knowledge; Skills, and Experience required for this Role

• 3 years’ experience in the financial or real Estate Industry
• Experience in using Customer relationship management tool
• Proven track record of assets sales & Own network of potential leads
• Experience in handling high-net-worth clients
• Excellent Communication and Negotiation skills
• Minimum Diploma in Business Administration, marketing, or related field
• Knowledge and a competent user of Internet, Microsoft Outlook, Microsoft word, Microsoft PowerPoint, and Excel

Competencies Required for this Role

• Excellent Communication, influencing and Negotiation skills.
• Astute sales skills
• Knowledge of KYC/AML Compliance requirements
• High Integrity
• A Strong team player
• Ability to adopt a flexible approach to meet targets and needs of the business
• Passion for performance and ability to work under pressure.

Problem-solving

• Analytical
• Assertive
• Decision-making
• Communication