Job Title and Overview<\/p>\n
Job Title:\u00a0Relationship Manager, Development Organisations
\nReports to:\u00a0Head, Institutional Banking & Public Sector
\nUnit:\u00a0Institutional Banking & Public Sector
\nDepartment:\u00a0Institutional Banking & Public Sector
\nGrade:\u00a0Band 5
\nDate:\u00a0[Not specified]
\nJob holder:\u00a0[Not specified]
\nSupervisor:\u00a0[Not specified]
\nSignature:\u00a0[Not specified]
\nSignature:\u00a0[Not specified]<\/p>\n
Job Purpose Statement
\nTo manage a portfolio of clients within assigned market segment by contributing to business growth for the Bank through referrals or selling of Institutional Banking products and cross selling other Bank products and services so as to enhance value-add relationship with existing customers. This incorporates strong personal drive in prospecting and acquiring new customers, pursuing incremental business within the existing customer base, managing customer expectations to sustain the business relationship and providing business advice that will benefit the client. The main activities for role will include:
\nAdvertise services<\/p>\n
Maintaining and building account profitability with assigned clients
\nAssist customers in analyzing problems and propose solutions
\nDevelop cost effective, long term Asset and liability business with assigned market segment to ensure Bank\u2019s maximum profitability
\nMaintaining adequate relationship contract with assigned customer segment to ensure their expectations are managed and that they have appropriate understanding of NCBA.
\nManage administrative tasks, including credit analysis, and loan processing.
\nNegotiate terms and conditions for credit facilities and make both credit and pricing recommendations for credits through the appropriate credit approval process.
\nAnticipate and be continually sensitive to the shifting customer expectations and initiate appropriate measures to ensure that NCBA stays ahead of competitors in rendering customer service
\nIn liaison with the Retail managers who handle transactions for Institutional Banking customers on day to day basis always ensuring the bank is not unduly exposed
\nContinually Identify and exploit cross selling opportunities that embed the bank and its products with the customers\u2019 needs.
\nEnsure compliance to Know Your Customer (KYC) and Anti Money Laundering (AML) requirements in all dealings with existing and potential customers.
\nEnsure an effective call program is maintained on all assigned customers and prospects
\nChampion development of innovative products.
\nParticipate in cross-functional activities that help promote and nurture collective responsibility to the bigger objectives of the Bank.
\nPeriodic (as specifically defined) performance reporting on marketing activities
\nReviewing credit appraisals for facility requests and other requests<\/p>\n
Additional Responsibilities<\/p>\n
Review daily excesses\/balances reports per customer
\nReview daily large transactions reports and report suspicious transactions in line with KYC \/AML guidelines
\nMake decisions on paying and un paying of customer cheques\/instructions
\nEnsure timely resolution of customer queries
\nExecuting marketing and sales initiative in the assigned portfolio
\nProvide and analyze market intelligence and develop appropriate proposals actions to competitive positions of product and services
\nManage and monitor the Performance of the portfolio against targets<\/p>\n
Key Accountabilities (Duties and Responsibilities)<\/p>\n
Business Development (45%)<\/p>\n
Manage and retain existing relationships and generating new business in the assigned market segments by providing core banking products and services. This will include increase customer base, growth in balance sheet (assets\/liabilities & contingent liabilities), growth in earnings, increased facility utilization and actively cross-selling bank products and services<\/p>\n
Relationship Management (20%)<\/p>\n
Adequacy of personal competence to effectively perform Relationship Management tasks to ensure the customer relations are maintained well to reduce complaints and also retain existing customers by management of customer expectations. Develop strategies for maintaining and further penetrating existing client base and execute the strategy through calls, visits, needs assessment, customer qualification and follow-up meetings to maintain, enhance and expand customer relationships<\/p>\n
Risk Management (20%)<\/p>\n
Consistency in adherence to and application of established policies, processes, and tools to achieve optimal efficiency, compliance and cost containment. Minimization of exposures to and impact of risks associated with client portfolio in line with Bank credit policies, NCBA regulatory requirements, KYC and AML policies.<\/p>\n
Credit Preparation (10%)<\/p>\n
Make financing proposals through the appropriate credit approval process by structuring proposals, analyzing financial statements, negotiating terms and conditions for facilities and managing administrative tasks including credit analysis and processing<\/p>\n
General administrative duties (2.5%)<\/p>\n
To be the principal contact point for the new and assigned portfolio and prospective customers to all other NCBA units as customer needs by responding promptly to customer issues, questions and concerns<\/p>\n
Reporting (2.5%)<\/p>\n
Prepare and maintain appropriate reports on client portfolio and per set operational guidelines<\/p>\n
Job Dimensions<\/p>\n
Reporting Relationships: jobs that report to this position directly and indirectly<\/p>\n
Direct Reports: N\/A
\nIndirect Reports: N\/A<\/p>\n
Stakeholder Management: key stakeholders that the position holder will need to liaise\/work with to be successful in this role.<\/p>\n
Internal (all)
\nGlobal Market
\nMCC
\nBranch Managers
\nOperations
\nFinance
\nCash Management and Trade Business
\nRetails Banking<\/p>\n
Decision Making Authority \/Mandates\/Constraints: the decisions the position holder is empowered to make (Indicate if it is Operational, Managerial or Strategic). Please also highlight any budgetary control responsibility if applicable for the role.<\/p>\n
Personal work plan for effective time utilization in achieving the objectives of the position.
\nAppropriateness of the product or solution for a sales opportunity
\nEscalation point to sustain value-add customer relationship<\/p>\n
Work cycle and impact: time horizon and nature of impact (Planning)<\/p>\n
Long Term Planning (6 months \u2013 1 year): Plan how to generate business leads from customers with regional presence in areas where the Bank has presence with support from colleagues in these areas
\nShort Term Planning (5 days \u2013 6 months) Plan how to systematically build up potential leads and close sales<\/p>\n
Ideal Job Specifications<\/p>\n
Academic:<\/p>\n
Bachelor\u2019s degree from a recognized accredited university.
\nRelevant professional qualification in banking, finance or marketing
\nProficiency in use of MS Office applications<\/p>\n
Professional:<\/p>\n
7 years\u2019 experience in Banking or related financial institution with at least 4 years in a sales or sales support role.<\/p>\n
NCBAT Bank Core Value Behaviours (Performance Drivers)<\/p>\n
Driven:\u00a0We are passionate, make bold decisions and learn from our failures. We seek new challenges and appreciate different views constantly raising the bar. We explore our full potential
\nOpen:\u00a0Our interactions are candid honest and transparent. We listen to each and our clients. We are inclusive and always respect each other.
\nResponsive:\u00a0We are proactive, act quickly and resolutely to deliver results. We put our customers interests at the heart of all that we do. We keep it simple and seek new ways to improve.
\nTrusted:\u00a0As a trusted partner, we do what is normally right always. We our word. We are accountable and believe in each other.<\/p>\n
Ideal Job Competencies<\/p>\n
Technical Competencies<\/p>\n
Proactive and dynamic sales and marketing skills to prospect and close business. Embody teamwork fostering strong unit sales drives and strong ability to effectively sell Bank products and expand market share
\nStrong Negotiation skills to effectively, structure and close moderately complex institutional banking credits\/structured financial proposals
\nPortfolio Management Skills to effectively manage portfolio
\nBusiness Development Skills to achieve business development objectives
\nStrong Relationship Management skills to effectively manage corporate relationships cross border operations and perform and coordinate Relationship activities\/tasks in a manner that consistently achieves high quality standards or benchmarks and manage client relationship so as to ensure value add to the client and increase the Bank\u2019s wallet share
\nBroad knowledge of banking operations and regulations<\/p>\n
Banking and Sales<\/p>\n
Interpersonal skills to develop and maintain business networks and to effectively communicate with other stake holders who impact performance.
\nStrong commercial awareness. Understands and applies commercial and financial principles. Views issues in terms of costs, profits, risks, markets and added value.
\nProduct development knowledge to recognize new product initiatives and product development areas strong credit analysis skills
\nKnowledge and effective application of all relevant banking policies, processes, procedures and guidelines to achieve required compliance standards or benchmarks.
\nSelf-empowerment to enable development of open communication, teamwork and trust that are needed to support performance and customer-service oriented culture.
\nAbility to segment the target market, gather market intelligence and identify opportunities
\nSpeaks clearly, fluently and in a compelling manner to both individuals and groups.
\nAble to create rapport with others and develop effective communication and team spirit with colleagues<\/p>\n
Marketing and Networking<\/p>\n
[No specific content provided]<\/p>\n
Behavioural Competencies<\/p>\n
Emotional Intelligence:\u00a0Knows own strengths and limits; aware of own emotions and the effect they have on others and has the self-control to keep disruptive emotions and impulses in check.
\nSocial and Cross-cultural Awareness:\u00a0Interacts with people (colleagues, customers, stakeholders and the public at large) in different social and cultural environments, in an ethical manner showing respect and positive regard for all cultures consistent with the values of the organisation.
\nAgile:\u00a0Able to change plans, methods, opinions or goals in light of new information, with the readiness to act on opportunities.<\/p>\n
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