Job Description

Job Title: Business Development Manager

Service Function: Client Growth Delivered

Reports to: Commercial Director

Supervision of: New Business Development – Manufacturing & Retail

Grade: 4C

CTC (Monthly) R 45000 – 60 000

Scoring: Knowledge Teams Impact Scope Communication Relationships Score

7 4 6 6 7 7 37

About Us

We are a leading provider of Big Data, predictive analytics & forward-looking insights. We help our clients deliver growth be it in FMCG, Healthcare, Retail or Media. With the largest collection of purchase, media, social, casual and loyalty data available through an on-demand cloud-based technology platform, IRI works collaboratively with its clients around the world in their quest to remain relevant, capture market share and connect with consumers.

About the Team

New Business Development – Manufacturing & Retail

With our ever-advancing technology we can now provide bespoke services to an array of clients and retailers. That is why we have a dedicated team to ensure that we reach those clients and retailers who are currently not able to benefit from our services. You will need to be an out and out salesperson for this role and have a good understanding of how manufacturers and retailers work and what keeps them awake at night. This team is required to embed themselves as part of the client / retailer and work collaboratively to help their business grow. They do this by using our technology and array of product offerings to help the client /retailer understand their own performance as well as the consumers spending habits. Being a part of this team means you are passionate about not only data but also what it can reveal to our partners.

Your Responsibilities

The ideal candidate for this role needs to have some proven agency and / or management consulting background. Retail and Manufacturer serving experience will be preferable. Must be able to demonstrate ability to develop key relationships with clients and retailers. 1. Operate across Retail & Manufacturer Clients that form part of the strategic objectives of the department. 2. Building and maintaining a healthy client pipeline. 3. Taking initiative to find creative ways of engaging with these clients from a value perspective, rather than just cold calling. 4. Being able to independently run all types of new client meetings – who we are and what we do, our vision and credentials, data accuracy and integrity,

coverage, technology and solutions, expertise, unique selling points (and differentiators against competitors). 5. Continuously sharing IRI thought leadership. 6. Ensure the financial targets are on track and any deviation, or possibility of deviation, are addressed in a timely manner. 7. Driving for the team to hit our annual revenue target (ACV and Booked). 8. Ensuring that STAR and SharePoint are always up to date. 9. Providing feedback for the weekly commercial update. 10. Responding to all RCGD requests within the given deadlines. 11. Consultative Selling and comfortable in C Suite Engagements. 12. Independently be able to run the sales process end to end:

- Researching potential new clients and qualify leads to meet the objectives of the Business Development strategy and targets - Actively listen to client brief - Being able to demonstrate and comfortably talk to all our solutions - Clear understanding in structuring of deal models and contracts - Manage client and internal process from lead generation through to project implementation and handover - Generating proposals using the interactive costing model and being able to take the pricing committee through the P&L

13. Strong ability to understand and implement financial reporting and revenue recognition objectives by ensuring STAR is updated at all times and the forecasted opportunities and pipeline is accurate.

Measures of success

1. Ensuring that team to hit their revenue targets (Revenue, Booked and EBITDA) 2. Comfortable engaging with C-Suite clients and conveying our value proposition in a compelling manner 3. Running with the full end-to-end sales process from initial engagement to implementation 4. Represent self at client as a true brand ambassador of IRI 5. Show up as a dedicated team player 6. Able to be agile and fluid across the retail and manufacturer portfolios 7. Be able to think strategically 8. Drive client and account continuity & transparency across the team 9. Display strong commercial excellence

Competencies Weighting

Business Development

 Identifies, evaluates, and qualifies leads from multiple sources

 Converts leads into quantifiable business opportunities

 Leads strategies and competitive differentiation for specific solution offerings

 Determines companies to target, gathers critical information regarding critical success factors, current/future challenges and business needs

 Builds relationships with targeted companies

 Understands and participates in all stages of the pursuit management process

 Effectively manages internal resources involved in business pursuit

15%

 Manages contract preparations and ensures terms adhere to company standards

Strategic Selling

 Applies knowledge of the business, industry and domain expertise to identify, create and close business opportunities

 Manages, maintains and builds productive business relationships with key client stakeholders (Exec, Sales, Research, Marketing, Brand, etc.)

 Identifies and develops strategies to expand services and penetrate client organization

 Targets and sells services that address unexpressed and underlying client needs; asks questions so as to identify the root causes of issues versus symptoms

 Asks questions to test assumptions and challenges the status quo

 Synthesizes information on a variety of issues, translates the information into a project framework that ultimately provides solutions for clients

 Develops plan to close business including identifying critical components of solution to the client and IRI, works toward an agreement that includes critical components for both parties; establishes trust in the negotiation process to support close

15%

Deep Product Expertise

• Knows IRI’s internal capabilities, products, and services. Applies knowledge to develop application of solutions for clients that meet client needs.

 Displays a comprehensive understanding of IRI’s products and services, their capabilities and applications

 Effectively explains processes, projections, and systems to clients and employees

 Applies in-depth understanding of how things get done at IRI, including who needs to be involved and at what point in the process, to create and deliver optimal solutions to clients’ business issues.

 Stays abreast of developments in other areas and shares information regarding their potential applications

 Knows how clients use IRI products and services

 Clearly describes what differentiates IRI products and services in the marketplace

 Exhibits thorough knowledge of how each department’s work impacts others

 Knows which internal groups are responsible for existing, new, and proposed products

 Uses knowledge of how various product groups interact and how product-related decisions get made to benefit clients

15%

Drive for Results

 Sets high standards of performance for self and others

 Motivated to get results that have a clear, positive, and direct impact on business performance

 Readily puts in whatever time and effort is required to achieve goals

 Transfers ideas into action with a focus on both processes and results

 Prioritizes workload accurately and consistently meets established deadlines

 Demonstrates appropriate level of oversight of financial responsibilities (revenue/expense management)

 Manages risk appropriately

15%

Consultative Selling

 Applies knowledge of the business, industry and domain expertise to identify, create and close business opportunities

 Manages, maintains and builds productive business relationships with key client stakeholders (Sales, Marketing Research, Marketing, Brand Management, etc.)

 Identifies and develops strategies to expand services and penetrate client organization

 Targets and sells services that address unexpressed and underlying client needs; asks questions so as to identify the root causes of issues versus symptoms

 Asks questions to test assumptions and challenges the status quo

 Synthesizes information on a variety of issues, translates the information into a project framework that ultimately provides solutions for clients

15%

Planning and Organizing

 Determines effort and resources required to meet objectives; plans, coordinates and manages resources effectively to ensure task completion

 Manages complex data delivery and requests across local and international operations teams

 Plans for, organizes and coordinates work and resources to respond to data delivery requests and to ensure project goals and timelines are met

 Holds self and others accountable for meeting timeline and quality standards

 Ensures client requests are thoroughly understood by the project team and that solutions meet the client’s needs

15%

Problem Solving

 Accurately assesses problems and effectively and efficiently arrives at excellent solutions

 Asks meaningful and relevant questions to understand problems and potential causes

 Notices discrepancies and inconsistencies in information related to problems

 Identifies and evaluates many possible causes for a problem

 Uses logical, systematic approaches to break down and solve problems

 Creatively comes at problems in new and different ways that lead to innovative solutions

 Analyses costs, benefits, risks and chances for success of potential solutions

 Breaks down complex problems into their fundamental parts

5%

Leading Self

 Actively manages career choices and decisions, takes ownership of personal development.

 Demonstrates self -awareness - Understands personal feelings, beliefs and behaviours and leverages this understanding to identify barriers to growth and change where necessary

 Takes direction well; seeks opportunities to learn and utilizes what is learned

 Receptive to and seeks coaching and feedback

 Presents a professional, confident image

 Shares credit with others

 Maintains a positive mind-set

 Serves a role model for our values

 Drives and takes accountability for their work

5%

100%

Please insert regulatory details here.

R-15915441 Operational Risk Manager – Retail Banking Fraud (Open) Justification The role needs to represent the 2nd Line of defense (Risk) to Fraud within Retail Banking. Job Description Summary Ensure all activities and duties are executed within the Enterprise Risk Management Framework where the strategy formulation and execution meets the objectives of the Everyday Banking Business Strategy. Critically assess and challenge the Fraud Risk control landscape and its alignment to risk appetite. Furthermore ensure the fraud risk is clearly articulated to business and Group Risk whilst managed through governance. Job Description Governance and Assurance:

 Define clear objectives and measures to ensure governance adherence is present during monthly sessions;

 Check and challenge NAPA input from Fraud 1st LOD;

 Check and challenge governance where 3rd Party vendors offer services to Retail Banking

 Performance and drive management assurance of the fraud strategy against plan. Design assurance plan to critically assess the execution

 Support with the assessment and Critical Processes defined to measure fraud risk within Retail banking (including channels);

 Weigh in on the Fraud risk rating for Retail Banking;

 Responsible for drafting Standards where the Fraud Policy requirements are expanded;

 Provide input to the Group Fraud Policy and Standards;

 Contribute to the Operational Risk committees and forums;

 Compile a calendar of Fraud activities across Retail Banking and oversee execution.

Risk, Execution and Appetite

 Work with Fraud Risk (1st LOD) heads, Group Fraud and other key stakeholders during the implementation of the approved fraud strategy to ensure the strategy is meeting the agreed objectives;

 Introduce an execution assessment framework to critically assess execution. Framework to assess control effectiveness, execution design and execution quality;

 Check and challenge the risk appetite as presented by Fraud 1st LOD against the fraud strategy designed to deliver on the risk appetite targets;

 Monitor adherence to required technology to support the fraud strategy execution in line with the fraud risk appetite. Monitor the roll out of solutions supporting the fraud strategy.

 Assess adequate levels industry participation from Fraud Risk 1st LOD

Stakeholder Management

 Communicate fraud risk to the Everyday Banking Head of Operational Risk;

 Collaborate with Group Fraud Risk on fraud topics pertaining to the policy, standards, governance and performance;

 Own key fraud relationships with the Fraud risk 1st LOD, Fraud Solutions, Insider Trust and Forensics across Retail Banking;

Accountability People

 Build and sustain a culture that aligns with RBB’s aspirational colleague and customer experience to deliver target customer experience and financial performance.

Education and experience required

 Bachelor’s degree

 5 – 7 years financial services experience

 2 – 3 years fraud management experience

 Numerate and literate

 Well rounded risk professional with operational-or-fraud risk and management experience

Knowledge and skills:

 Knowledge of Fraud risk management (Intermediate)

 Proven track record of Fraud Risk management (Intermediate)

 Knowledge and understanding of unsecured products

 Knowledge and understanding of strategy execution

 Knowledge of policy and control frameworks

Competencies: Problem solving leadership

 The ability to analyse and grasp the implications of a fraud situation, relating to controls, data, sources, evaluation and integrated information to diagnose a problem

Results Orientated

 The ability to set ambitious goals, maintain bias for action, drive delivery and take accountability for execution

Governance

 Strong understanding of governance structures to manage risk Business acumen

 Ability to understand complex fraud situations and use expertise to exploit opportunities Control framework

 Strong understanding of control frameworks and its role in mitigating risk Collaboration and influencing

 Ability to build extensive relationships with Group Risk, Fraud prevention community and Operational Risk peers to drive best in class risk management practices.

Strategic capability

 The ability to continuously evaluate the fraud strategy and value proposition to ensure it drives the interests customer impact, business risk appetite and fraud risk management;

JOB PROFILE

JOB TITLE Senior Manager: Credit and Insurance Pricing

JOB GRADE DU

OCCUPATIONAL LEVEL

OCCUPATIONAL CATEGORY

CORE / NON CORE FUNCTION

DIVISION Credit

REPORTING TO Head: Credit Strategy

MAIN PURPOSE OF THE JOB

The purpose of the position is to manage the risk and reward relationship of credit and insurance products within the Bank utilising advanced techniques of NPV modelling.

NO. OF SUBORDINATES 5

LOCATION Midrand

MINIMUM EDUCATION Post graduate degree, specialising in mathematics

PREFERRED MINIMUM EDUCATION Masters

MINIMUM EXPERIENCE 8-10 years’ experience

PREFERRED MINIMUM EXPERIENCE 10+ years

TECHNICAL COMPETENCIES ❖ Business acumen ❖ Knowledge and understanding of pricing strategies ❖ Knowledge and understanding of regression techniques ❖ Knowledge of industry pricing for monitoring purposes ❖ Understanding of legislation relating to pricing changes

to the NCA & repurchase rate changes ❖ Knowledge of the NCA and other applicable legislation

relating to pricing changes ❖ Knowledge of various pricing reports for the purpose of

monitoring & reporting ❖ Practical knowledge of application and behavioural

scoring. ❖ In-depth understanding of NPV and ROE calculations.

BEHAVIOURAL ATTRIBUTES ❖ Relationship building & networking ❖ Communication and Influence (Persuading) ❖ Analytical thinking ❖ Decision making ❖ Strategic Intent ❖ Team Leadership

INCUMBENT:

SIGNATURE

MANAGER:

SIGNATURE

APPROVED BY:

SIGNATURE DATE:

Page 2

NO KEY RESULT

AREAS KEY PERFORMANCE INPUTS / ACTIVITIES

1. Origination

❖ Manage and monitor, on a daily, weekly and fortnightly basis the ongoing performance of the Bank’s Credit portfolio which entails the ongoing checking, communicating and acting upon trends and issues identified in the normal course of business.

❖ Sell concepts to stakeholders, governance forums and, at times, industry ❖ Follow through to ensure management actions taken do have the desired impact ❖ Network and relationship management with a broad range of stakeholders

2. Underwriting ❖ Knowledge of architectures and use of technology, business rules and credit policy to support and evolve the business

❖ NCA and other applicable legislation ❖ Research – local and international competitor environment, credit risk in emerging market ❖ Risk appetite and link to economic outcomes ❖ Knowledge and understanding of AB policies

3. Score cards ❖ Basic score card knowledge

4. Determining of pricing strategies

❖ Provide legislation changes with regards to pricing such as changes to the NCA and repurchase rate changes

❖ Provide business objectives and strategies ❖ Provision of different portfolios and relative sales strategies and targets ❖ Determining and recommendation of the best pricing strategies and approaches to achieve the above

5. Monitoring of industry pricing

❖ Analysis and understanding of pricing available on the bureaus ❖ Design, implementation and analysis of mystery shopping exercises ❖ Translating the above into the pricing strategies of our main competitors for use in determining pricing

strategies

6. Determining of pricing

❖ Given fluctuations in sales, risk, and or costs determine what pricing is required to achieve the profitability targets of the business

❖ Translate the above into pricing recommendations ❖ To give inputs into system and product designs that will allow the implementation of the various pricing

strategies ❖ Motivation of pricing changes and implementation of changes where approval has been granted, which

includes audit and sign off of changes ❖ Overseeing the continuous analysis and monitoring of pricing to identify market changes or system errors /

manipulation and making sure the source of changes is investigated ❖ Overseeing the monitoring of pricing changes implemented to ensure the desired outcomes are met ❖ Checking of the various pricing reports ❖ Dealing with external pricing queries i.e. legal, consumer complaints etc.

7. Management of Insurance Portfolio

❖ Design the strategic framework of insurance ❖ Identify critical risk areas and develop methodologies to address these risks ❖ Support the Head of Insurance in analytics, adhoc requests, and implement strategy ❖ Design the required financial models in compliance with best industry principles ❖ Design and implement capital adequacy and provision requirements for Insurance business ❖ Balance/ Value at Risk Analytics ❖ Integration of Insurance models into profitability framework of bank ❖ Retrenchment Forecast to Impairments and benefit comparison ❖ Claim and Premium expectations alignment with Profit model ❖ Insurance Book valuation ❖ Design pricing and related models to appropriately price insurance products to deliver the required returns ❖ Manage insurance underwriting criteria to ensure portfolio performance meets desired requirements ❖ Insurance reporting on Lapsing, Claims & Premium ratios (including retro views) ❖ Refine insurance reporting methodologies and data presentation formats on an ongoing basis ❖ Facilitate changes to insurance/Partnerships based on reporting ❖ Understanding Insurance Products ❖ New Product Research and Proposals ❖ Insights into Funeral and other products, substitution and DC

8. People management ❖ Manage and develop subordinate(s): Performance management in terms of contracting, reviews and poor performers, Training and development, Employee relations

❖ Manage people efficiencies through leave management, headcount budget, fixed term contracts, staff movements, secondments, staff utilization

❖ Take appropriate disciplinary measures as required ❖ Facilitate induction of new staff within one month of joining the organization

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NO KEY RESULT

AREAS KEY PERFORMANCE INPUTS / ACTIVITIES

9. Analysis ❖ Ongoing analysis to ensure that the portfolio and its various components constantly evolve. ❖ Mould solutions based on an amalgam of ideas to ensure the team can see the value of their contribution

10. Governance ❖ Manage decisions that are made at the Operational and Strategic Credit Committees. ❖ Ability to easily step thinking through strategy, tactics and operations and communicate with various

audiences at the appropriate level, in the context of long, medium- and short-term timelines and deliverables

11. Stakeholder management

❖ Manage ongoing communication and engagement with various stakeholders

12. Project co-ordination ❖ Manage the co-ordination of projects as required to support the portfolio objectives, from time to time

13. Customer ❖ Create and maintain productive relationships with internal and external clients by providing advice and assistance

❖ Create understanding of the ‘real’ versus ‘perceived’ need through experience and expertise while complying with company polices legislation and regulations

❖ Keep the client informed about progress through written communication, telephone communications and/or face to face meetings

❖ Build a positive image by exceeding client expectations at all times ❖ Treat internal and external customers fairly at all times

JOB PROFILE

JOB TITLE Senior Manager: Credit Underwriting

JOB GRADE DU

OCCUPATIONAL LEVEL

OCCUPATIONAL CATEGORY

CORE / NON CORE FUNCTION

DIVISION Credit

REPORTING TO Head: Credit Strategy

MAIN PURPOSE OF THE JOB

NO. OF SUBORDINATES 5

LOCATION Midrand

MINIMUM EDUCATION Post graduate degree

PREFERRED MINIMUM EDUCATION

Masters

MINIMUM EXPERIENCE 8-10 years’ experience

PREFERRED MINIMUM EXPERIENCE

10+ years

TECHNICAL COMPETENCIES ❖ Business acumen ❖ Knowledge and understanding of pricing strategies ❖ Knowledge and understanding of regression

techniques ❖ Knowledge of industry pricing for monitoring

purposes ❖ Understanding of legislation relating to pricing

changes to the NCA & repurchase rate changes ❖ Knowledge of the NCA and other applicable

legislation relating to pricing changes ❖ Knowledge of various pricing reports for the

purpose of monitoring & reporting ❖ Practical knowledge of application and behavioural

scoring. ❖ Data mining and Analytical experience and skills.

BEHAVIOURAL ATTRIBUTES ❖ Relationship building & networking ❖ Communication and Influence (Persuading) ❖ Analytical thinking ❖ Decision making ❖ Strategic Intent ❖ Team Leadership

INCUMBENT:

SIGNATURE

MANAGER:

SIGNATURE

APPROVED BY:

SIGNATURE

Page 2

NO KEY RESULT

AREAS KEY PERFORMANCE INPUTS / ACTIVITIES

1. Origination ❖ Managing and Support various areas with the Credit and profitability area, including Reward models, Direct marketing models, profitability and collections models

❖ Sell concepts to stakeholders, governance forums and, at times, industry ❖ Follow through to ensure management actions taken do have the desired impact ❖ Network and relationship management with a broad range of stakeholders

2. Underwriting ❖ Knowledge of architectures and use of technology, business rules and credit policy to support and evolve the business

❖ NCA and other applicable legislation ❖ Research – local and international competitor environment, credit risk in emerging market ❖ Risk appetite and link to economic outcomes ❖ Knowledge and understanding of AB policies

3. Score cards/Statistical models

❖ Build and maintain statistic models used in the credit origination process ❖ Provide detailed reports on model performance and stability ❖ Provide insight and suggestions on possible improvements ❖ Drive changes through the model risk committee ❖ Manage the implementation of requisite changes

4. Credit Business Rules ❖ Business rules maintenance, champion/ challenging, and reporting ❖ Adequacy of the policy rules overtime ❖ Queue monitoring and Maintenance of tables ❖ Efficiency/capacity management and reporting across various queues ❖ Trigger effectiveness insights and market responsiveness ❖ Understanding subgroups and credit management thereof ❖ Refine analytical methodologies and data presentation formats on an ongoing basis ❖ Facilitate changes to credit policy and procedures based on reviews (Queues and Policy rules) ❖ Manage the analysis of ad hoc investigations and provide solutions and recommendations to the

business ❖ Systems: Manage the implementation and maintenance of new and existing business rules through

Strategy Manager (system)

5. Affordability Risk Management

❖ Ensure that the affordability rules in place adhere to the minimum requirements under the NCA ❖ Ensure that affordability is risk is managed through the use of statistical models ❖ Drive changes in these models to balance the risk/reward relationship that exists between instalment

size and client affordability ❖ Provide detailed reporting on the outcomes of affordability measures ❖ Drive requisite changes in the credit change management process

6. Champion/Challenger Management

❖ Manage the random number allocation process so that all champion/challenger exercises in the system get the requested distribution splits

❖ Provide detailed report that outlines the list of champion/challenger exercises in the system, their impacts on sales, risk, offer rates and take-up rates.

❖ Recommend changes

7. People management ❖ Manage and develop subordinate(s): Performance management in terms of contracting, reviews and poor performers, Training and development, Employee relations

❖ Manage people efficiencies through leave management, headcount budget, fixed term contracts, staff movements, secondments, staff utilization

❖ Take appropriate disciplinary measures as required ❖ Facilitate induction of new staff within one month of joining the organization

8. Analysis ❖ Ongoing analysis to ensure that the portfolio and its various components constantly evolve. ❖ Mould solutions based on an amalgam of ideas to ensure the team can see the value of their

contribution

9. Governance ❖ Manage decisions that are made at the Operational and Strategic Credit Committees. ❖ Ability to easily step thinking through strategy, tactics and operations and communicate with various

audiences at the appropriate level, in the context of long, medium- and short-term timelines and deliverables

10. Stakeholder management

❖ Manage ongoing communication and engagement with various stakeholders

11. Project co-ordination ❖ Manage the co-ordination of projects as required to support the portfolio objectives, from time to time

Page 3

NO KEY RESULT

AREAS KEY PERFORMANCE INPUTS / ACTIVITIES

12. Customer ❖ Create and maintain productive relationships with internal and external clients by providing advice and assistance

❖ Create understanding of the ‘real’ versus ‘perceived’ need through experience and expertise while complying with company polices legislation and regulations

❖ Keep the client informed about progress through written communication, telephone communications and/or face to face meetings

❖ Build a positive image by exceeding client expectations at all times ❖ Treat internal and external customers fairly at all times