Category: Jobs

Job Summary

• To follow the six steps of financial planning in executing the role of a FAIS licensed financial adviser. A professional introduction must be made to introduce the adviser and the services offered by the adviser. Upon client approval the adviser may conduct a Financial Needs Analysis (FNA) in the disciplines of Investment, Life Insurance and Estate planning. Based on the concluded FNA to make recommendations to address single or multiple needs identified on behalf of the client. Advice recommendations will must be presented under the license categories for which the adviser is accredited Absa approved product(s) that are deemed will meet the needs of the client. On client acceptance of all or part of the advice, the adviser is required to implement the accepted advice through Absa’s new business processes. The adviser must conduct regularly review of the client needs to assess continued suitability of implemented solutions. In these reviews, new needs may be addressed and changes to existing plans be proposed to ensure continued solutioning of client needs. Adviser must continue to ensure ongoing Fit and Proper status to enable them to offer services under an Absa advice license.

Job Description

Accountability: To establish and maintain a professional relationship with all stakeholders (Client, Bank personnel, product providers and Adviser Support staff)

• Participate in reciprocal leads activities and sales/pipeline meetings to identify opportunities for new or repeat business, and fully utilising Absa’s bancassurance structure.
• Assess client’s needs through use of recommended needs analysis tools, ensuring that the client is aware of the full value proposition offered by AIFA.
• Prepare recommendation and quote for appropriate risk and investment solutions based on the client’s individual needs and profile.
• Present recommendation to clients, ensuring that all FAIS regulations are followed regarding advice given.
• Follow all the steps in the designated client engagement process as specified by Absa Advisers.
• Provide regular feedback to the Regional Manager on actions taken to progress the lead to business.
• Network, on an ongoing basis, with all stakeholders in Everyday Banking (PGM’s and Regional Managers) and elsewhere by attending their meetings and social gatherings to position the Absa Advisers’ value proposition to the Bank and to the clients

Accountability: Meet sales and/or growth targets

• Do activity planning by identifying the clients to be approached/contacted during a particular period in conjunction with Everyday Advice Executive.
• Using the leads information provided by the source and or Regional Manager listings, as well as leads sourced through own prospecting activities and determine the client’s financial needs.
• Make exclusive use of Absa’s Financial Needs Analysis tool (Avalon from Aug 2024 onwards) to conduct a comprehensive Financial Needs Analysis for the client.
• Obtain the client’s consent to access his/her existing policy information by getting him/her to sign the relevant documents to get a comprehensive view of the client’s financial needs.
• Discuss various possible solutions and options available with the client and thereafter recommend the most appropriate products and or solution(s) to address financial needs.
• Generate and discuss a formal recommendation including product quote(s) for the client.
• On acceptance of part or all the advice recommendations, complete the necessary product application forms and ensure that the client signs the forms to indicate his/her consent to engage in a transaction(s).
• Gather, generate, and complete all the necessary compliance documentation (e.g., Client Advice Record, copy of ID, Financial Needs Analysis, FICA).
• Submit the proposal forms to the relevant product providers for processing.
• Ensure that the issued policy aligns to the recommended product.
• Review the client’s portfolio at a minimum of once a year and contact the client based on the adviser and client agreed contact strategy to maintain a healthy client relationship.
• Provide a report back to the Regional Manager and Everyday Banking stakeholders on the strike rate (i.e., the number of leads provided that were converted to business) where applicable.
• Seek business opportunities from external sources as necessary to grow the book of business and reciprocate leads to Regional Managers and PGM’s.

Accountability: Manage own commission earnings

• Capture the correct Policy Relevant Information (PRI) number on the Commission system.
• On a monthly basis, check the accuracy of the commission statements received from the Broker Commissions department.  Verify that all the PRI numbers reconcile to the commission paid and reflected on the statements Keep the client database up to date by ensuring that new clients are added to the database.
• Follow up on unpaid premiums and lapses by contacting the clients to establish the reasons for the problems Manage the suspense account timeously by clearing it on the system at month end.

Accountability: Practice Management

• Ensure that staff members (Adviser Assistants) have a clear understanding of their roles and responsibilities within the adviser practice.
• Arrange for staff members to receive the relevant training (Absa programs for the Interns) e.g., systems training, product training and operational training.
• Provide coaching and mentoring to assistant(s) with regards to facilitate knowledge and skills development.
• Participate performance development (PD) discussions as required by the Absa performance management standards.
• Take the necessary corrective actions in cases of underperformance in consultation with the Regional Manager. Implement controls with regards to compliant record keeping in accordance with minimum Absa business standards (i.e. FAIS, FICA, FSB and)
• Liaise with  Provincial Operations Office) with regards to maintenance of systems and equipment and provision of other services
• Complete all the required compliance exams in the specified timeframes (e.g. Anti-Money Laundering, Sanctions, BCM, Basic Financial Crime Concepts).
• Remain fit and proper as required for FAIS flagged roles.
• Provide monthly feedback to the branch, and Business Bank, regarding non-interest income (seat costs) and cross-selling opportunities
• Segment the client base according to profile, income potential and commission income.
• Engage with business development strategies with the support of the Regional Manager and our practice management subject matter experts to maximise the sustainability of the adviser practice

Accountability: Personal Development

• Attend all the required training to attain accreditation to market Absa approved products.
• Attend all the requisite internal training (i.e FAIS-related programs/courses).
• Attain the required FAIS credits in order to attain Fit and Proper status
• Ensure that Fit and Proper status is maintained (honesty, integrity, financial solvency)

Education

• Bachelor`s Degrees and Advanced Diplomas: Accounting, National Senior Certificate/ Matric (Grade 12)

Job Summary

• To provide defined end-to-end relationship management services with stakeholders in respect of Trusts, which include Inter vivos Trusts, Testamentary Trusts, Curatorships, Policy Trusts, Road Accident Fund Trusts and Medical Claims Trusts, to ensure the retention of existing clients, as well as to secure new sources of business and accumulation of assets under management from these sources.

Job Description

Accountability:  Stakeholder Management and Customer Service 

• Build strong relationships with existing book of business sources (attorneys, private clients, insurance institutions, Road Accident Fund and the Department of Health).
• Build and secure new relationships with business sources (attorneys, private clients, insurance institutions, Road Accident Fund and the Department of Health).
• Build strong relationships with the stakeholders, Master of the High Court, Road Accident Fund, Department of Health, South African Revenue Services, and other relevant institutions. 
• Build strong relationships with various delivery channels (AIFA, IFAs, Wealth etc.). 
• Effectively communicate developments within areas of activity to all relevant stakeholders.
• Liaise with various Business Unit Heads within Absa Group.
• Liaise with Absa Trust Legal and Compliance to ensure alignment within Absa Trust in the areas of technical legal and compliance matters.
• Deal (telephonically, electronically, written communication, correspondence, and face-to-face) with clients internally and externally on a professional basis to ensure a high customer service standard. 
• Resolve customer complaints within agreed timelines. 

Accountability:  Advisory Services

• Provide technical training in the specialized area of Trust Services and ensure transfer of skills to the administrative staff.
• Provide technical support to all relevant stakeholders. 
• To consult directly with clients regarding current and future client value propositions in respect of Trust Services.
• To provide expert inputs as required in strategic projects / initiatives, forming a key part of the Trust Services offering. 

Accountability:  Generation of Assets Under Management / Administration 

• Ensure individual annual targets are met in line with the scorecards (new business, existing business and clients).

Accountability:  Marketing and Awareness

• Design marketing material and relating collateral in respect of Trusts Services in collaboration with Regional Managers and General Manager: Trust Services. 
• Plan and arrange marketing events and seminars in collaboration with the A&I marketing team, the Regional Managers and the General Manager: Trust Services.
• Promote and drive the awareness of Trust Services offering in the industry or market by making use of all the promotional and marketing material relating to Trust Services and by presenting the concept to the selected clients at special events and seminars. 

Accountability: Compliance

• Adhere to ABSA compliance requirements and industry related legislations in order to maintain a high standard of service. 
• Adhere to business processes and controls practice; non-adherence may lead to disciplinary actions.
• Complete all compulsory compliance and legislation training within the required timeframes as prescribed by Absa Risk.
• Adhere to risk and compliance policies in terms of Environmental Health and Safety, Information Security, Records Management and Money Laundering, Sanctions etc. 

Experience

• 3 years’ experience in the Fiduciary Industry or Legal Fraternity Equivalent.
• 3 years’ experience in the Sales and Marketing industry or equivalent.
• 3 years’ experience in Business Development in Trusts, which include Road Accident Fund Trusts and Medical Claims Trusts.
• Additional: One year experience in managing people.

Qualifications

• B-degree in Law (B Proc/B Juris/LLB)
• BCom Degree in Financial Planning, BCom Law, BCom Equivalent.
• NQF5 qualification or higher
• Additional: Certificate in Trust and Estate administration or Tax Law

Education

• Bachelor`s Degrees and Advanced Diplomas: Law (Required)