Summary
Overview
Work History
Education
Skills
Certification
Affiliations
Accomplishments
REFEREES
Timeline
Generic

MWAPE BEVERLY KAMBAFWILE

Lusaka

Summary

  • Performance-oriented Sales Leader offering exceptional record of achievement over 19-year career.
  • A proven team player who is able to be part of a team and has what it takes to inspire the team into exceeding their targets.
  • A Tenacious manager with strategic and analytical approach to solving problems, bringing in customers and accomplishing profit targets.
  • A highly networked individual that has worked with the Zambian customer base across all segments.
  • A talented and self motivated manager that is versatile and able to start a new sales business and drive growth in a short space of time.

Overview

20
20
years of professional experience
1
1
Certification

Work History

Regional Sales Manager - Retail & Digital Sales

ATLASMARA BANK ZAMBIA
06.2022 - 05.2024
  • Successfully led a team consisting of 8 Direct Reports, Branch Sales Officers, and an additional 60 indirect Reports (Direct Sales Agents) in the oversight and supervision of the Retail and Digital Sales process.
  • Established and expanded the bank's customer base by effectively marketing and presenting the banks holistic Workplace Banking offering. Enabled customers to save, transact, insure, and borrow.
  • Consistently met and surpassed sales goals for Current and Savings Accounts, Salary Backed Loans, Salary Advances, Mobile Wallet Sales (Tenga), and Insurance products
  • Drove business growth by leveraging various avenues such as Print & Electronic Media, Radio and TV Interviews, Roadshows, Market Storms and promotions for expanding market reach
  • Created a robust client base through relationship-building
  • Drive the execution of effective sales strategies to maximize revenue across various customer segments and channels in the retail & digital banking sector.
  • Implementing differentiated sales models
  • Growing the retail customer base
  • Grow Mobile Money customer base
  • Growing the agent network base
  • Growing the micro merchant network base
  • Identify and take ownership of generating sales opportunities through various events and marketing efforts
  • Create alliances with banking and non-banking partners to exploit sales opportunities
  • Seek out new opportunities and expand and enhances existing opportunities to build and manage the pipeline in specialty areas
  • Establish a professional, working, and consultative, relationship with the alliance/partners, by developing a core understanding of the unique business needs of the alliance and partners within their industry
  • Build and maintain mutually agreed upon business plans with key partners
  • Ramping up the alliance signups as per strategic goals
  • Constantly scan the market to acquire new alliances
  • Ensure timely payments of loan installments in order to maintain performance of the book within triggers i.e Pre NPL monitoring
  • Working with all stakeholders to ensure that the bank maximizes value from its ecosystem

Head of Sales - Global Markets & Treasury

ATLASMARA BANK ZAMBIA
06.2016 - 06.2022
  • Delivered exceptional results by managing a top-performing team composed of six senior managers, achieving consistent overachievement of the Bank's Global Markets & Treasury sales financial objectives throughout a continuous six-year period.
  • Implemented strategy to increase the Bank's Share of existing client's business (both FX and Money Market) as well as expand client portfolio
  • Devised periodic review processes to assess the alignment between marketing efforts and target achievements among team members.
  • Developed and launched new initiatives to drive market growth and increase overall profitability
  • Evaluated and provided feedback on proposals to enhance the Bank Group's investment management framework, financial policies, and procedures.
  • Review and comment on proposals from other divisions to ensure alignment with the overall objectives of the Bank
  • Provide leadership in maintaining and managing professional relationships with the bank's clients, retail, business banking and corporate clients, investment community; represent the Bank at conferences
  • Oversee capacity building in Foreign Exchange Markets, Money Markets and risk management; oversee compliance from the Regulators
  • Develop and lead the Bank's work program and be responsible for the attainment of the relevant key performance indicators
  • To drive all Risk Management Products of the Bank such as Interest Rate Derivatives, Commodity Derivatives and Secondary Market Bond Sales
  • To conduct presentations to existing and potential customers in order to increase awareness of the Treasury products and to build relationships
  • To set up new revenue streams by exploring new market niches and selectively introducing new products
  • To set up a clear and coherent marketing plan
  • To set up an aggressive calling plan across existing and potential clients
  • To monitor business performance on an ongoing business vis-à-vis budget and take proactive measures to achieve it
  • To conduct a competition, scan periodically to determine the Bank's standing in the market place and communicate it to Head of Global Markets
  • To work closely with Corporate and Retail Banking teams with a view to expanding Treasury franchise
  • To ensure Daily market watch are sent to the Bank's Clients regularly on all platforms and the quality of information/analysis conveyed reflects the Group's standard
  • To ensure necessary steps are taken to address regulatory and internal control guidelines
  • To cross sell Banking products to the customer base
  • Ensure that controls and monitoring plans provided are adequate, practical and appropriate for global markets and also to manage the resolution of any compliance breaches or exceptions highlighted by the business monitoring performed within Treasury
  • Ensuring to remain alert to the risk of money laundering and assist in the Bank's efforts in combating it by adhering to the key principles in relation to.

President

ACI THE FINANCIAL MARKETS ASSOCIATION OF ZAMBIA
10.2010 - 11.2016
  • Headed ACI Zambia for 6 years
  • Drove the ACI International Agenda in Zambia and represented the Association both locally and internationally
  • Sat on the ACI World Council, the Bank of Zambia quarterly Treasurer's meetings and the Bond Traders Committee in Zambia
  • Provided ACI Dealing and Operations Certificate training, Derivatives Training, Dealing Simulation training, Money Markets training and all relevant training to Treasury professionals in Zambia
  • Worked closely with Commercial Bank Treasurers to ensure that all treasury professionals were adequately trained and executed their duties in an ethical and professional manner whilst adhering to the Dealers Code of Conduct and Model Code
  • Audited Commercial Banks Treasuries training records to ensure that all practicing dealers were fully ACI certified
  • Resolution of disputes that arose from the Interbank trade and punishing erring dealers
  • Developed of the Zambian Financial Markets by implementing projects such as the Lusaka Interbank Offered Rates, LUSIBOR and the enforceability of the International Swaps and Derivatives Association Agreements (ISDA) in Zambia
  • Monitored the key drivers of the Financial Markets in Zambia namely; i
  • The Exchange Rate of the Zambian Kwacha, ZMW against major currencies ii
  • Local and Foreign Currency Liquidity iii
  • Government Paper iv
  • Monetary Policy Rate (MPC)
  • And arranged for emergency stakeholders' meetings during adverse movements in order to study the causes, the impact and came up with a market wide position
  • Recommended the necessary changes in the policy to the Bank of Zambia to ensure stability in the financial markets
  • Addressed the media and answered all media queries on the Financial Markets in Zambia
  • Collaborated with other professional organizations on all matters concerning the Financial Markets in Zambia.

Assistant Vice President Treasury Sales

BARCLAYS BANK ZAMBIA PLC
05.2013 - 05.2016
  • Developed the Fixed income book for Barclays Bank Zambia
  • Introduced Risk Management products from plain vanilla and closed their first ever Interest Rate Swap on a USD300M Deal
  • Was in charge of training Barclays Bank Zambia staff on non-vanilla products in order to upskill the bank with non-vanilla products
  • To set up new revenue streams by exploring new market niches and selectively introducing new products
  • To set up a clear and coherent marketing plan
  • To set up an aggressive calling plan across existing and potential clients
  • To ensure that the clients of the Bank are serviced efficiently by quick quotation of rates, quality inputs on the markets and regular contact on telephone etc
  • Maintain a portfolio of clients to service for their Treasury needs
  • Development of the public sector portfolio
  • To ensure Daily market watch are sent to the Bank's Clients regularly on all platforms and the quality of information/analysis conveyed reflects the Group's standard
  • To ensure necessary steps are taken to address regulatory and internal control guidelines
  • To manage an exclusive list of clients
  • To cross sell Banking products to the customer base
  • Identifying your customer
  • Knowing your customer
  • Safeguarding records and not disclosing suspicions to customers
  • Ensuring that I am adequately trained in combating money laundering
  • Achieve the set revenue targets
  • Preparation of Sales Pitch to both existing and potential clients
  • Making client visits throughout the country and producing call reports
  • Providing input into the overall sales strategy of the bank.

Associate Director Financial Markets Sales

STANDARD CHARTERED BANK ZAMBIA
03.2010 - 04.2013
  • To drive global markets marketing activities towards attainment of the financial targets
  • To put a strategy in place for increasing the Bank's Share of existing clients business (both FX and Money Market) and for enlarging the current portfolio of clients
  • To devise systems whereby results of the marketing efforts are reviewed periodically for other team members, and reconciled against targets
  • To increase new products and initiatives in the market place with the object of improving profitability
  • To drive all Risk Management Products of the Bank such as Interest Rate Derivatives, Commodity Derivatives and Secondary Market Bond Sales
  • To conduct presentations to existing and potential customers in order to increase awareness of the Treasury products and to build relationships
  • To set up new revenue streams by exploring new market niches and selectively introducing new products
  • To set up a clear and coherent marketing plan.

Corporate Sales Dealer

STANDARD CHARTERED BANK ZAMBIA
05.2007 - 03.2010
  • Started in the role as a forerunner to Associate Director Financial Markets sales, fulfilling identical duties and responsibilities, before being promoted due to outstanding teamwork and consistently exceeding performance expectations.

International Graduate

STANDARD CHARTERED BANK ZAMBIA
08.2004 - 04.2007
  • Successfully completed a comprehensive 2-year international training program covering all bank functions and departments, encompassing Wholesale Banking, Global Markets & Treasury, Retail Banking, Operations, Information Technology, Finance, Human Resources, Corporate Affairs (including Legal and Compliance).
  • Enhanced skill set through international trainings in Singapore and Malaysia.
  • Served on the Ironman Capacity Building project team for PT. Premata Bank Indonesia before its acquisition by Standard Chartered, collaborating on process optimization.
  • Managed retail sales products and team of 20+ Direct Sales Representatives, surpassing targets in 6 months.

Education

Currently pursuing a Master's of Business Administration Degree -

ZCAS UNIVERSITY

Bachelor Of Engineering - Civil And Environmental Engineering

THE UNIVERSITY OF ZAMBIA

Grade 12 School Certificate -

MPELEMBE SECONDARY SCHOOL

Skills

  • Strategic Planning
  • Implementation for growth and advancement
  • Strong networking with ability to create networks from the scratch
  • Sales Leadership
  • Customer Service
  • Business development and planning
  • Sales expertise
  • Deal Closing
  • Business Development
  • Relationship selling
  • Account development
  • Training and mentoring
  • Lead Generation
  • Project Management
  • Sales initiatives and techniques
  • Partnership Development
  • Sales Tracking
  • Analytical Thinking
  • Competitive Analysis
  • Sales Lifecycle Management

Certification

2008, ACI DEALING CERTIFICATE, Awarded with Merit

Affiliations

  • Listening to Music and Playing the Piano
  • Sports namely Swimming, Soccer, Golf and Jogging
  • Travelling and Siteseeing

Accomplishments

  • Worked for close to two Decades at 3 International Banks with Respect and Integrity
  • International Exposure. Worked on average 3 months attachments to Standard Chartered London, Dubai, Nairobi and Gaborone. Was attached to Barclays Johannesburg as well.
  • Successfully completed Strategic Spin Selling Training delivered by Mackenzie in Johannesburg 2007
  • Worked through two Banking Mergers and Acquisitions and still managed to exceed the sales targets
  • Sat on the ACI World Board for 6 years as was appointed as ACI Africa Vice President
  • Outstanding Leadership Qualities - Senior Prefect Mpelembe Secondary 1995

REFEREES

  • Mr. Teza Ngulube, Country Head Retail & Digital Banking Atlasmara Bank email tngulube@bancabc.co.zm Mobile +260977756853
  • Ms. Mwaka Kopakopa, Country Treasurer, United Bank for Africa Zambia +260979477354

Timeline

Regional Sales Manager - Retail & Digital Sales

ATLASMARA BANK ZAMBIA
06.2022 - 05.2024

Head of Sales - Global Markets & Treasury

ATLASMARA BANK ZAMBIA
06.2016 - 06.2022

Assistant Vice President Treasury Sales

BARCLAYS BANK ZAMBIA PLC
05.2013 - 05.2016

President

ACI THE FINANCIAL MARKETS ASSOCIATION OF ZAMBIA
10.2010 - 11.2016

Associate Director Financial Markets Sales

STANDARD CHARTERED BANK ZAMBIA
03.2010 - 04.2013

Corporate Sales Dealer

STANDARD CHARTERED BANK ZAMBIA
05.2007 - 03.2010

International Graduate

STANDARD CHARTERED BANK ZAMBIA
08.2004 - 04.2007

Currently pursuing a Master's of Business Administration Degree -

ZCAS UNIVERSITY

Bachelor Of Engineering - Civil And Environmental Engineering

THE UNIVERSITY OF ZAMBIA

Grade 12 School Certificate -

MPELEMBE SECONDARY SCHOOL

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