Relationship Manager (MT3) - CIB
Listing reference: capbw_001318
Listing status: Under Review
Apply by: 30 January 2024
Position summary
Industry: Banking
Job category: Corporate Banking
Location: Ongwediva
Contract: Permanent
EE position: No
Introduction
Overall accountable for effective and efficient management of a defined portfolio of Corporate and Institutional Banking (CIB) Clients, integrating and co-ordinating all the Bank’s products, services and resources to maximise the value of the business relationship and ensure profitability for the Bank and the Client.
Job description
KEY PERFORMANCE AREAS (KPAS)
1. Business Strategy and Market Understanding
• Contribute to overall strategy formulation, bringing to bear market knowledge, competitor analysis, trade flows and innovative 'deal' structures
• Support Sector Team Leads in driving and executing the Customer Value Proposition (CVP) and activities aimed at optimising both customer experience and profitability for the Bank.
• Continually recommend improvements and adaptations to existing systems, processes and structures to ensure current and future viability of CIB. .
• Monitor and assess activities of the competitors to proactively satisfy and retain clients
• Grow the business by identifying new sales and business development opportunities
• Responsible for proactively identifying and researching new business opportunities and follow up on cross selling or marketing opportunities. Must refer CIB product leads to Sector Team Leads while actively pre-empting and follow up on transactional needs and leads within a given portfolio
• Ensure awareness of the strategy of the Bank and how the vision and objectives of CIB support this
• Keep abreast with and understand the activities of the traditional and non-traditional competitors and the impact these have on CIB’s relationship with the clients
• Responsible for having a clear understanding of each client’s industry and business
• Ensure that a broad range of information (e.g. clients financial and business trends and patterns, information management systems, networks) is utilised to pre-empt selling opportunities and proactively identify opportunities and threats to clients and the Bank.
• Ensure understanding of clients existing needs and expectations
• Overall accountable to ensure resolution on all client queries and requests through Transactional Products and Services (TPS) or other areas in the bank.
2. Client Profitability and Risk Management
• Manage, direct and control all aspects of business with a portfolio of customers within CIB
• Increase the existing portfolio income contribution and market share by mining within the cultivating existing portfolio maximising wallet share, increasing cross-introduction of the Bank's entire suite of products and services, as well as defending existing business
• Continually review the quality of borrowing relationships managed to minimise non-performing loans (NPL) and retain income
• Responsible for understanding the necessity for and conforms to the Bank’s risk policies and procedures e.g. sign off, levels of authority
• Responsible for proactively and timeously identifying potential problem accounts and formulating risk mitigation strategies for potential problem accounts
• Must have the ability to balance associated risks with particular clients’ needs and to act in a manner which is of long-term benefit to both the Bank and the client
• Responsible for proactively and continually researching, analysing and collecting information and input from a variety of reliable sources (e.g. network, newspaper, customer relationship management, market risk, standard equities, internet) to identify business opportunities and/or pre-empt risk for both the client, an industry/market and the bank
• Responsible for working closely with credit to initiate business deal proposals for new facilities, or facility modifications that require the assessment of credit or other risk and motivates the deal with insightful information regarding business strengths and vulnerabilities. Ensure that final sign-off on all credit facilities granted is retained
• Ensure that all operational aspects (e.g. documentation in place) of a new or changes to an existing business transaction/deal are in place prior to it being authorised/actioned
• Ensure that you understand, recognise and act on crisis / urgent situations in an appropriate manner to limit risk and maximise profitability
3. Relationship Building
• Manage and grow customer relationships independently within target sectors
• Identify key contacts at potential client companies to establish and foster a relationship
• Maintain good relationships with clients so that the Bank can maximise the value of the relationships
• Participate in one-on-one meetings with clients to explain services to guide their choices
• Ensure that clients are kept up to date with all bank related changes influencing them e.g. rate moves
• Follows up on and provides feedback pertaining to requests initiated by the client
• Responsible for maintaining strong working relationships with interrelated areas of the bank to facilitate co-operation and the smooth running of required processes
• Ensure that there is high credibility with strategic clients, through reliability and value contributed to their business.
4. Service Delivery
• Provide excellent service to maintain a positive reputation for the Bank
• Initiate the customer onboarding process and ensure due process has been adhered to
• Assess the relevance and appropriateness of offering and/or maintaining certain products and services of the Bank in view of the risk profile of the customer
• Be available to client and first point of contact for transactional products and credit related aspects.
• Ensure that clients utilise all appropriate transactional products to their benefit and that these are grouped/structured to maximise efficiency, value add and cost-benefit ratio
• Ensure that all business solutions are implemented and maintained in line with predetermined service level agreements and proposals provided to clients e.g. cash deposit fee and rates.
5. Customer Service
• Resolve any customer complaints in a prompt and professional manner.
• Ensure that clients are handled in a professional manner and that they are provided with accurate information about the Bank’s products and services.
6. General
• Attend to any other reasonable and lawful instruction as given to the incumbent by his/her supervisor is carried out on time and correct.
Minimum requirements
Experience/Knowledge and Skills:
• Minimum of 5 years banking experience of which 3 years should be in a corporate banking environment managing CIB client relationships
• Sound understanding of corporate treasury products and trade finance products.
• Sound credit knowledge and marketing skills, with the ability to interpret financial information.
• A good understanding of the general, economic, political and business environment of the region
• Enthusiastic, highly motivated self-starter with a strong work ethic and intense focus on results; acting in the best interest of the client and the bank
• Experience in financial services and knowledge of financial services industry products and solutions
• Understanding high level concepts regarding system integrations and digital products
• Excellent interpersonal and communication skills with the ability and stature to engage with a diverse client profile
• Cohesive team player who possesses a positive attitude
• Knowledge of Bank systems and procedures will be an added advantage
• Ability to handle confidential / sensitive information with discretion
Qualification:
• Matric (Grade12)
• A Commerce Degree or equivalent
