Relationship Manager, Business Banking

JOB SUMMARY:

The overall purpose of this role is to achieve business growth for the Bank by selling products and services to SMEs within assigned market segments and by promoting and selling other products and services of the Bank to enhance value-added relationship with existing customers.

KEY RESPONSIBILITIES:

Strategy - 20%

• To support the branches in increasing business in the sectors and segments allocated.
• Ensure implementation of the SME Banking strategy in line with the allotted Sector / Segment and aligned to the overall strategy of the Bank.

Acquisition: Business Development - 35%

• To onboard new customers so as to grow the Bank's liabilities, Assets and NFI 
• To service existing customers so as to continuously grow the Bank's liabilities, Assets and NFI 
• To increase product usage amongst existing customers in the portfolio assigned 
• To increase account activity and utilization amongst existing customers in the portfolio assigned 
• To ensure continuous engagement 
• To play a key role in product development relevant to the SME Banking sector. 
• To evaluate credit proposals and ensure the credit applications process on a timely basis with the bank’s set turnaround times. 
• To effectively manage and expand the relationships with existing SME banking clients and bringing in new partnerships so as to ensure business growth and continuity. 
• To ensure continuous improvement in customer service and implementing effective retention of customers within the corporate banking framework.

Cross-sell, Retention & Servicing of Clients - 25%

• Provide advice on potential financial solutions based on identified needs
• Understand and Resolve and where necessary, escalate client queries in a timely and appropriate manner 
• Analyze financial requirements of customer and match with the Bank’s product offerings 
• To grow the Bank's wallet share in the SME banking sector within the designated portfolio / segment. 
• To evaluate credit proposals and ensure the credit applications process on a timely basis with the bank’s set turnaround times. 
• Develop and maintain strong working relations with all existing clients at key levels to optimize the utilization of approved facilities 
• Ensure renewal of facilities such as overdrafts are undertaken in a timely manner and no limits expire / mature 
• Ensure proper communication to clientele in respect to any changes in the Banks services or products
• Manage all facilities in the portfolio to maintain an acceptable PAR 
• Ensure that the client has an active account by frequently reviewing the account to ensure that there are regular transactions depending on the nature of the clients business.

Compliance - 10% 

• To ensure compliance with both internal and external regulatory requirements.
• To work closely with risk and compliance units to ensure effective controls to mitigate against business risks associated with corporate banking.

Talent Management - 5%

• Ensure personal development. 
• Ensure development of the team by also effectively charting their career paths.

Other - 5% 

• To safeguard and promote the bank’s image with the general public.

KEY RELATIONSHIPS:

Direct Reports to this Position;

• N/A.

Customers to this Position; 

• SME Clientele 
• Trade Finance 
• Treasury 
• All HODs 
• Regional Manager 
• Branches

Knowledge;

• Skills and Experience required for this Role
• Bachelor’s degree from an accredited University preferably with a Major in Finance, Accounting, Marketing or Economics 
• Excellent interpersonal skills 
• Excellent communication and presentation skills
• Organizing and planning skills 
• Information gathering, monitoring and analytical skills
• Problem analysis and solving skills
• Decision making skills

Competencies required for this Role 

• Emotional Intelligence; Dynamic individual with the ability to work under pressure 
• A passion for performance, building team play, and achievement in a competitive and dynamic environment 
• Commercial awareness and customer focus
• Strong networking skills, for both internal and external networks
• Delivering Results and Meeting Customer Expectations
• Achieving Personal Work Goals and Objectives 
• Entrepreneurial and Commercial Thinking
• Persuasion and Influencing
• Presenting and Communicating Information eloquently 
• Relating and Networking 
• Working with People

Problem Solving

• Ability to maintain a quality Asset book
• Ability to handle customer complaints and expectations in a diplomatic way
• Ability to foster teamwork with colleagues to enhance a good working environment
• Ability to conduct oneself in a professional manner ensuring that the Bank’s image and reputation is protected 
• Knowledgeable in analysing of statements of accounts and annual financial reports to ensure that the company’s earnings are correct in terms of industry and period of analysis

Accountability 

• Ensuring timely submission of reports 
• Ensuring seamless execution of tasks
• Ensuring adherence to the department’s SLA 
• Ensuring a customer satisfaction/retention mechanism