Manager – Business Development at PASS TRUST | July 2024

JOB GROUP: Managerial

JOB GRADE: C2

FUNCTION DEPARTMENT: Business Development

REPORTS TO: Senior Manager – Business Development

MAIN PURPOSE OF THE JOB – (JOB SUMMARY)

The role of the Manager – Business Development is to oversee the zonal key performance strategic goals that include zonal employees’ supervision, development and attainment of Business growth goals, manage the Trust’s Credit Guarantee portfolio risks, deliver a delightful customer experience and manage client account
relationship with partner institutions within their jurisdiction.

MAIN RESPONSIBILITIES

1. In close liaison with the Trust’s Director of Business Development, plan the Business operation program for the zone in accordance with the overall Trust’s Annual business plan and ensure that key performance indicators are achieved.
2. Implement the Trust’s strategy of acquiring and maintaining the credit guarantee portfolio and fulfilling clients’ requests, proper maintenance, recovery solutions where necessary in a professional manner.
3. Carry out pre-evaluations of proposals presented for support and assist entrepreneurs to improve the proposals into Business Plans of acceptable standards. The utmost care must be taken to ensure proper screening and analysis of applications to control the level of default to a maximum of 5% per officer, for the Zone and the Trust in general.
4. Identify entities, key stakeholders and partners in the Agri value chain with potential to bring impact in the agriculture sector.
5. Create business development plans and forecast targets and growth projections from the available business pipeline.
6. Liaise with colleagues to develop new business and marketing strategies to achieve the desired business key performing indicators.
7. Implement an acquisition strategy focused on building and maintaining high quality with long-term relationships with customers.
8. Proactively build and maintain effective working relationships with all agricultural/agri-business stakeholders in the respective Zone to develop the visibility and growth of the Trust’s business.
9. Liaise with relevant key local authorities in the respective zone to identify and promote investments in agriculture and agribusiness in the zone which include Agriculture Ministry, Chamber of Commerce,
training centers, MVIWATA, Agricultural officers, Traders, processors etc.
10. Market the Trust’s products and services, promote and inform stakeholders of the Trust’s role in the agricultural sector at meetings with potential clients, visits to clients, participating in key stakeholders’ forums and financial institutions etc.
11. Monitor the performance of the Zone’s Loan portfolio, follow up with partner financial institutions, track and identify portfolio guarantees from partner financial institutions as well as analyze and report on classification of loan portfolio.
12. Undertake supervisory role to support portfolio management and support services, including preparing reports and briefs, coordinating resources, maintaining documentation and contributing to the implementation and monitoring of portfolio plans.
13. Supervise BDOs (Business Development Officer) to monitor performance of the clients to ensure that implementation of the investments is as proposed in the respective business plans and budgets. If not, ensure remedial measures are taken promptly.
14. Ensure daily zonal operational activities are managed in an effective and efficient manner.
15. Review work performance of staff in the zonal offices including their development, deployment, appraisal, training and welfare in line with the Trust’s objectives.
16. Execute the zonal employee’s supervision to ensure they comply to the Trust’s human resources policies and procedures.
17. Articulate business knowledge and ensure zonal teams advise clients on financial and economic trends that could affect their businesses and assist clients to acquire credit facilities from collaborating Banks.
18. Liaise with the Business Development Officer to ensure that the proper books of accounts are maintained including basic accounting controls like daily verification of cash in hand, bank reconciliation statements and accounting of receipt/payments for the Zone.
19. Ensure that Zone assets – office equipment, stationery etc. are in proper order, paying specific attention to the safety of vehicles ensuring strict control on movement of same through logbooks and ascertain that they are used for official purposes only.
20.Ensure that expenditures incurred are within limits of the sanctioned budget and within the approved as well as timely submission of various periodical reports – finance and accounting, operational results as required for monitoring and evaluation framework.
21. Manage the budget under this docket which includes recommendation of invoices for payments and proposals/quotes, preparation of budgets for the zone and give inputs to the overall Trust’s activity plans and budgets.
22. Identify opportunities within the Trust’s ecosystem whilst ensuring that all necessary and relevant Trust records are kept and updated as required.
23. Identify and develop solutions for solving bottlenecks in agricultural value chains e.g., production, market access, processing, appropriate mechanization etc.
24.Ensure that the Zone’s activities adhere to the approved Trust policies and procedures as given in government manuals, staff regulations, human resources manual, finance and accounting manual etc.
25. Attend events such as exhibitions and conferences that will provide constructive linkages to the agriculture stakeholders.
26.Promote Inclusive Green Growth (IGG) practices to customers and partner banks in the Trust’s working environment.
27. Manage to ensure all revenue leakages are attended and all PASS Trust revenues are collected.

Job Specifications

Academic Qualifications
1. Bachelor’s degree in Economics, Business Administration, Agricultural Economics, Finance, Accounts, Banking or related field from a recognized University.
2. Professional qualification and related extensive experience in business development/Sales is desirable. Functional Skills
1. Selling and negotiation skills
2. Strong interpersonal and networking skills
3. Analytical and information management skills
4. Good communication and presentation skills
5. Strategic planning skills
6. Leadership skills
7. Customer experience and relationship management skills
8. Excellent problem-solving skills
9. Teamwork

Key Competencies

1. Excellent understanding and in-depth knowledge of the agricultural sector in Tanzania and worldwide as well as agricultural lending principles, products and market dynamics.
2. Excellent interpersonal and communication skills, with the ability to build rapport and influence key stakeholders.
3. Strategic thinker with a results-oriented mindset and a track record of achieving business growth targets with demonstrated experience in developing and executing successful business development strategies in the agricultural sector.
4. Exceptional negotiation skills and the ability to navigate complex deal structures and partnerships.
5. Analytical mindset with the ability to gather and interpret market data, identify trends and make datadriven decisions.
6. Leadership abilities with experience in managing and motivating teams to achieve common goals.
7. Proven track record of acquiring new clients/partners, expanding market share, and driving revenue growth.
8. Experience in managing client relationships, conducting client needs assessments, and delivering tailored solutions.
9. Proactive, flexible and adaptable, with the capacity to thrive while working both independently and as well as part of a team in a fast-paced, dynamic environment.
10.Excellent problem-solving skills and the ability to think creatively to overcome challenges and seize opportunities.
11. Adaptability and resilience in the face of change, with the ability to embrace new technologies and market trends to stay ahead of the curve.
12. Proficiency in CRM and credit appraisal/management software as well as Microsoft Office applications specifically high knowledge in the use of excel in data analytics.
13. High ethical standards and commitment to upholding integrity and professionalism in all business dealings of the Trust.

14.Commitment to the Trust’s vision, mission and values, with a passion for driving positive social impact.

Relevant Experience

1. Minimum seven (7) years’ experience proven experience in business development, credit analysis and or relationship banking with a minimum of three (3) years at managerial level.
2. Good knowledge and experience in Tanzanian agriculture and agribusiness development, business planning, project analysis, monitoring and evaluation.
3. Knowledge in agricultural financing and experience in facilitation of lending to smallholder farmers including experience in negotiating with banks.
4. Demonstrable experience in agricultural supply chain interventions for enhancement of micro, small and medium scale agricultural development.
5. Demonstrable knowledge and skills in credit appraisal/analysis especially those related to agricultural finance for corporate, emerging corporate businesses, SMEs, cooperatives, smaller holder farmers, etc.
6. Familiarity with regulatory requirements, compliance standards, and risk management practices in the financial services industry.

HOW TO APPLY

1. Interested candidates should submit their letter of application, updated CV with three referees and their contact details, academic and professional certificates in PDF format in a single attachment.
2. All applications should be channeled to the email address recruitment4@genoservices.co.tz not later than 22nd July 2024.
3. The applicants should clearly state the job title applied for in the subject line of the email.