Relationship Officer – Asset Finance

Reports to: Head Asset Finance

Location: Head Office

• Increase revenue for the Bank by ensuring Asset Finance and Insurance Premium Finance Products are optimally marketed bank-wide.
• Support implementation of relationship strategies aimed at fostering and maintaining cordial business relationship between the Bank and its customers, potential customers, motor vehicle dealers as well as the Insurance Companies, Insurance Brokers and Agents for Insurance Premium Finance business.
• Provide regular feedback on marketing intelligence and competitor analysis with the view of enhancing brand value of KB Asset finance and KB IPF products as well as profiling KB bank as a key player in these key lines of business.
• Facilitate implementation of marketing strategies aimed at increasing business volumes, revenues and market share of both KB Asset finance and KB IPF products.
• Enhance dealers/ customer satisfaction, loyalty and retention, attract new potential clients and maintain good relations with dealerships, insurance companies and brokers through the provision of quality customer service and efficient service delivery.
• Facilitate product training to relationship teams and dealer representative channels

Responsibilities

SALES, SERVICE AND CUSTOMER RELATIONSHIP MANAGEMENT

Managing and leading Customer Relationship

• Managing all Asset Finance customer relationships, dealing with issues proactively and reactively
• Working in close cooperation with Relationship Teams, to provide a world-class Asset Finance offering to customers
• Managing dealer, Insurance Companies and supplier relationships
• Making product presentations/ proposals to prospective customers

Deal structuring

• Supporting Relationship Teams, structuring deals to best advantage for the Bank and customers
• Negotiate transactions with customers.
• Structure asset finance facilities to suit customer needs.

Sales

• Delivering excellence in sales, developing new leads from outside the Bank
• Using the existing corporate network to maximize sales to Bank customers
• Performing to plans as agreed, to drive profitability and increase market share
• Developing the profile of KB Asset Finance
• Developing and maintaining a Sales database
• Maintaining a hit list and sales deal pipeline
• Achieving the Asset Finance targets as set
• Driving the growth of the Asset Finance book and income
• Leverage on the bank’s branch network to drive sales
• Support marketing of special dealer schemes
• Enhance repeat business by marketing to customers about to liquate their facilities

Liaison with Relationship Teams

• Support Business Teams in the development and implementation of new Asset Finance products and services
• Hosting customer meetings to sell Asset Finance & IPF, to ensure maximum structuring benefits are achieved
• Training and development, coaching of corporate and retail staff to ensure awareness of Asset Finance

Relationship building

• Building relationships across the business, both internally and externally
• Liaising with staff at all levels up to support asset finance business
• Building relationships with KB Sales team to encourage sales of the product set
• Maintaining good relationship with motor vehicle dealers
• Ensure outstanding issues between the dealer and the bank are quickly resolved

BUSINESS MANAGEMENT

Risk Management

• Managing own portfolio of the Asset Finance & IPF, ensuring that risk profiles (book mix) are managed by sales of the correct products within approved risk management criteria
• Working in close relationship with Credit Department and Relationship Teams in processing AF credit applications
• Support Business Teams pursue appeal to Credit Department on deserving cases that may have been unfairly declined
• Coordinate with Credit Department to ensure applications are processed within agreed TAT and escalate violations to the Head of Business.

Training & development

• Responsibility for training and development for Business Development relationship managers
• Responsibility for the training and development of other Bank staff
• Training asset finance product to motor vehicle dealers
• Training asset finance product to Business Bankers and Branch Managers

OPERATIONAL MANAGEMENT

Administration

• Monitoring functions to ensure smooth running of day-to-day operations
• Ensure complaints procedures, queries, escalation dealt with effectively
• Carry out physical checks of financed assets

Reporting

• Adherence to monthly reporting requirements and deadlines and any other ad hoc reports as per the demand.
• Identifying issues and escalating appropriately

Profit center

• Responsibility and accountability for the unit’s cost center and budget

Documentation

• Work in close cooperation with the Business teams to ensure all necessary documentation is completed and all the procedures have been adhered to prior to AF undertaking/ drawdown.

Checks

• Responsibility for adherence to Policy & Procedures
• Asset Register maintained and correct
• Reconciling records with registration documents
• Undertaking periodic checks to ensure adherence with Policy & Procedures
• Verification that corrects deal procedures are undertaken
• Responsibility for adherence with IT security procedures
• Responsibility for giving input to update the AF policy document
• Participation in AF & IPF projects

Arrears and PAR Management

• Work in close cooperation with Business teams and Risk to ensure that impairments and losses are kept at a minimum
• Ensure recoveries for own portfolio are done daily and maintain the NPL to below set targets

Qualifications

• A university degree in a Business-related area.
• Experience in Marketing and Sale of Asset Finance.
• Experience in Customer service/Relationship Management.
• A thorough knowledge of SME Products, Other KB products and services, and extensive Banking Industry knowledge.
• Excellent interpersonal and negotiation skills with the ability to network, generate new business and develop strong business relations.
• Strong leadership skills with demonstrated competence in championing high performance management.
• A good understanding of risk, credit policies and procedures.
• Excellent Planning and organizational skills coupled with very strong communication and questioning skills