Melvin Saprapasen

• Reporting to Managing Director
• Ocus Areas Manage, Lead and grow the business banking segment (Commercial & SME) in areas of profitability, wallet share, value chain strategy, customer base, digital agenda and customer satisfaction
• To design and implement the Wholesale Banking Strategy in line with the overall ABSA Group strategy and that designed at achieving higher returns in PARCC, CIR, LDR and ROE, focus on banking the Eco System/Value Chain and increase customer base
• Deliver superior performance at set target areas such as LDR, CIR, ROE, RORWA Drive, manage, lead and motivate a high and lean performing team totaling 28 team members.
• Key Achievements Half one results demonstrate a contribution of 51% on overall profitability
• A product penetration of 78% in the digital space and 60% in FX
• 100% customer profitability rate
• A RoE of 21%
• Successfully designed and implemented payment holidays for clients impacted by Covid 19
• Successfully ran the business at set target rates despite impact of Covid 19, grew the business by 14%
• Grew asset book by 23% and liability book by 14%
• Maintained low NPL ratio of less than 6%
• A positive NPS score in 2021 indicating a high customer satisfaction rate
• Prepare and implement the Wholesale Banking strategy in light with the banks and group strategy
• Set up teams objectives and targets (financial and non-financial) to ensure fee income out-weighs interest income 60/40
• Leverage on deep rooted sales, leadership, product and business acumen and to understand customers working capital cycles and identify opportunities in line with the banks strategy and ensure maximizing wallet share and product penetration
• With the team, develop a pipeline (assets, liabilities and transactional – Cash & FX), following a detailed analysis of account plans, product profitability, portfolio analysis, industry trends, country and economic focus and client gap analysis
• Ensure system enhancements are implemented adequately fully addressing client expectations As a Member of the ABSA Bank leadership/Management team - Central Management Committee (CMC)
• Providing leadership and advice to CMC committee meetings and drive the unit and Bank’s agenda and Strategy
• Leading a team of 28 staff with the role of enabling and empowering the team to achieve objectives, grow in their careers, stay motivated and ensure the strategy of the unit and bank overall is achieved
• Ensure strict adherence to all Governance & Controls of the department and bank
• Ensuring KYC compliance in-line with group and regulatory requirements
• Reviews, PEP, Securities, covenants and Audits are compliant and satisfactory. Actively involved in ensuring all Governance, Regulatory and Audit matters are adhered to and satisfactory rating is always achieved.
• Ensure my line manager (Managing Director) is fully aware of the business’ activities and performance - opportunities, risks and traction to strategy.
• Attend the Banks Board Credit Committee and Main Board and present the departments performance and other focus areas
• Prepare Board packs to ensure the board is fully aware of the activities of the bank and unit
• Engage internal and external stakeholders on all matters pertaining to those areas, these include clients, regulatory bodies, government agencies.
• Ensure the department and bank operate in line with all Compliance, Risk and governance frameworks.
• Drive the banks digital agenda by ensuring key and relevant products to the market and clients.
• Spear-head the design and implementation of key products to ensure customer simplicity and convenience and increase customer profitability.

Reporting to Managing Director

• Manage the existing Business Banking client base (Commercial & SME) and drive the “New to Bank” agenda of tripling customer base in 3 years
• Ensuring a broader understanding of our customer base and their requirements for the immediate and medium term and ensuring delivery
• To drive and ensure the strategy of the bank is implemented to root levels with participation of all team members and deliver the financials and non-financial objectives/targets
• To ensure alignment with all stakeholders (locally and group) so as to guarantee delivery of all set out objectives To deliver superior financial performance with set targets in key ratios for the bank RoE, RoC, RoRWA, RWA etc
• FY Achievements: Contributing 44% of Barclays Bank’s profitability (FY 2019), A product penetration of 58% and 52% in FX and Digital Drive
• Launching Structured Trade & Commodity finance transaction in Barclays Bank
• Successfully closed three (2) large Risk Participation transactions on deals above Barclays Bank Tanzania single borrowing limits (SBL) Successfully discussed and closed with Central Bank on matters of SBL for Barclays Bank on cashew nut transactions. Engaged the Cashew Nut Board of Tanzania on transactions pertaining to cashew nuts Liaise with various governments and non-government institutions on matters pertaining to policy and non- policy related
• Successfully off-shored clients in order to maintain relationship and transactional business
• Successfully owned and led a highly driven sales team to achieve the units, bank and overall group strategy of increasing product penetration to clients
• Worked hand in hand with the product teams to design and provide clients with value adding appropriate products for their business
• Have engaged with various ministries on opportunities in mining, manufacturing and trading
• I co-chair the banks cost committee that has seen Barclays Bank/ABSA Bank significantly trim on costs in all areas i.e. Property, people, systems, branches
• Successfully presented and defended a total of 23 new applications to the business committee (credit, markets, treasury, finance and MD) and achieved a 96% success rate
• Oversaw the implementation of the new Credit system and actively involved in the new requirements as per local requirements
• Grew the asset book in 2018 by 75% via an aggressive sales campaign and grew the liability book by 28% from customer deposits
• Participated with local banks and ABSA group on structuring transactions to ensure client is appropriately solutioned and guaranteed customer loyalty to Barclays Bank
• Appropriately structured and financed a start-up based on industry performance, off-taker risk and management capabilities
• Responsible for redesigning several processes in the bank, whcih reduced TAT by 40%.
• Researched and correctly advised clients on industry performance and structured products appropriately to solution their needs (cashew nuts) Successfully passed (Green Rated) all audits in the past 3 years (internal and regulatory)
• Scope of Activities Prepare and implement the Business strategy in light with the banks and group strategy
• Set up teams objectives and targets (financial and non-financial) to ensure fee income out-weighs interest income 60/40
• Leverage on deep rooted sales, leadership, product and business acumen to understand customers working capital cycles and identify opportunities in line with the banks strategy and ensure maximizing wallet share and product penetration
• With the team, develop a pipeline (assets, liabilities and transactional – Cash & FX), following a detailed analysis of account plans, product profitability, portfolio analysis and client gap analysis
• Ensure system enhancements are implemented adequately fully addressing client expectations As a Member of the Barclays leadership team - Central Management Committee (CMC)
• Providing leadership and advice to CMC committee meetings and drive the unit and Bank’s agenda and Strategy
• Leading a team of 22 staff with the role of enabling and empowering the team to achieve objectives, grow in their careers, stay motivated and ensure the strategy of the unit and bank overall is achieved
• Ensure strict adherence to all Governance & Controls of the department and bank
• Ensuring KYC compliance,
• Reviews, PEP, Securities, covenants and Audits are compliant and satisfactory
• Ensure the Managing Director is fully informed of the business’ activities and performance
• Attend the Banks Board Credit Committee and Main Board and present the unit’s (Business Banking) performance and other focus areas
• Prepare Board packs to ensure the board is fully aware of the activities of the bank and unit
• Engage internal and external stakeholders on all matters pertaining to those areas
• Ensure the department and bank operate in line with all Compliance, Risk and governance frameworks

• Corporate Banking
• Lead and drive the performance of Business Banking (Commercial)
• To carve out the Commercial segment from Corporate Banking and carve out the SME segment from Retail Banking and combine the two to create a Business Banking Directorate. Created the Business Banking Directorate at NBC Bank.
• To significantly drive down the number of non-performing loans in the unit and ensure financial profitability. Reduced NPL ratio from 32% in 2014 to 9% in 2016.
• Key Achievements
• Successfully forming the Business Banking Directorate in 2016
• Forming the second largest directorate in NBC by customer base and profitability (in 2016)
• I managed to turn Business Banking into a profitable unit at NBC and significantly driving impairments/provision down
• Scope of Activities
• Tasked with reducing the non-performing book. This was successfully achieved by lowering the NPL ration to 9%
• Reforming the team and driving new energy into the unit with the aim of having a high performing team driven to achieve the set strategy over a small period of time. This required changing 80% of the team
• Ensure compliance on all regulatory requirements including but not limited to KYC
• Drive the performance objectives of Business Banking in NBC
• Increased Balance sheet size by 30%
• Turned around the business into profitability in 22 months.
• Drive a value chain proposition in Business Banking, by ensuring all Corporate suppliers and distributors are banking under Business Banking.

• Corporate Banking
• Ocus Areas Increase the number of Trade clients and trade products in the bank
• Ensure Trade finance contributed to 10% of the total income of Corporate Banking and Business Banking
• Generate revenue by ensuring appropriate solutioning and product solutioning for clients
• Use trade products to minimize RWA consumption of the bank
• Key Achievements Successfully grew the trade business by 131% over the two years, ensuring Trade was an important contributor to the overall income of Corporate and Business Banking
• Successfully launched and implemented Structured Trade and Commodity finance for the Petroleum
• Ndustry
• Drove a successful campaign to reduce the dependency on Overdraft facilities and instead drive structured trade to minimize misuse of funds extended to clients
• Successfully stopped all revenue leakage from Trade and participated in the implementation of the FTP model for NBC
• Scope of Activities Trained RMs on the importance of fully understanding the client’s working capital cycle and solutioning with appropriate products
• Ensuring the trade team works closely with the coverage teams (CIB & BB) to warrant relationship plans are met and cross selling and sales targets are met
• Specialist point of contact for the Corporate Director, coverage teams and ABSA Africa colleagues to discuss specific challenges
• Driving trade sales including managing the trade team and ensuring their growth through on the job and formal trainings as appropriate
• Ensure all Trade products and structures are presented, defended and approved by Credit (local and center).

• Transaction Banking – Corporate & Investment Banking
• Focus Areas
• Generate revenue from development, delivery and management of cash and trade products and services (including internet banking) to a demanding portfolio of corporate customers including Public Sector, Large Local Corporate, Global Corporates and Development Organizations
• Key Achievements
• Grew income by approximately 19% YoY, successfully launched working capital products such as Receivable services, Structured Trade Finance, Buyer Finance and also launched and managed the Chinese Portfolio.
• I increase the digital platform penetration (Straight2Bank - Internet Banking) by 78% by ensuring transactions such as salary processing were routed via internet banking instead of manually
• Scope of Activities
• Responsible for setting the teams objectives, including sales revenue targets, product launches and service level agreements with various key stakeholders
• Ensuring that fee income from cash management and trade contributed to 50% of Corporate Banking’s income
• Enabling provisional training to product managers and in addition play a strong catalyst role to Relationship Managers to support product up-take and usage for revenue growth
• Tasked to attain 75% penetration of internet banking (straight2Bank) to Corporate & Investment Banking customers
• Facilitate constant product innovation to ensure Standard Chartered Bank is a leading product house.

• Corporate & Investment Banking
• Focus Areas
• To support the Relationship Managers and Head of Sales on all after sales related matters
• To grow product penetration and utilization of all bank products
• To ensure customer satisfaction and customer centricity is at the core of every relationship
• To communicate with other lenders on syndications and requirements to guarantee adherence to set contracts
• Key Achievements
• Successful delivery of the Celtel Tanzania syndication transaction which involved participants locally and internationally with private and public entities
• Successful management of the Kagera Sugar syndication transaction
• A high score on customer survey following our customer centricity strategy in 2006
• Scope of Activities
• Manage the portfolios of two (2) senior Relationship Managers as well as the Head of Sales on all matters pertaining to after sales
• Perform credit reviews on all borrowing names
• Ensure all securities are in place and appropriate monitored
• Prepare and complete account plans jointly with clients.