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\nJob Summary
\nThe main focus of this role is to build and maintain professional business relationships across a portfolio of SME clients of high value by driving challenging sales and income targets, proactively acquiring new clients, solutioning existing clients with cross sell, campaign and product utilisation and proactively managing and improving customer satisfaction and risk and compliance.
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\nJob Description
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\nKey Accountabilities
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\nAccountability: Income growth and Financial Targets \u2013 60%
\nOutputs:
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Driving income and sales targets by cross selling, upselling and acquiring new prospective clients
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Ensure dedicated relationships are maintained and grown by being the single point of entry via appointment based customer interaction as well as On-Site visitation.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Create and maintain an annual client interaction management plan.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Ensure the long term sustainability of the portfolio by establishing relationships with new clients and solution-based up-selling to existing clients.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Create a pipeline of new business by working on leads generation initiatives with Retail, CIB, Commercial, existing client base and within the business growth section of RBB.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Make effective use of client planning and solutioning tools for the top 30% of the portfolio to ensure in-depth understanding of the clients\u2019 needs, in order to provide clients with the best possible solutions.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Achieve new business and up-selling sales targets by pro-actively driving cross functional teams (including but not limited to Sector and product Specialist) to find client-centric solutions which must be formalised in strategic proposals and presented to clients in accordance to the distinct Client Value proposition (CVP) for Enterprise Accounts.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Achieve customer satisfaction targets within the assigned portfolio by improving customer NPS.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Develop and demonstrate a deep understanding of local and regional market trends and business lifecycle challenges.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Track and monitor the financial performance of the portfolio by utilizing available MI.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Apply risk-based pricing for all new sales and pricing reviews in line with standard pricing and fee structure\/guidelines and applications. Negotiated pricing by exception based on existing concession models.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Operate and position Enterprise Banking in a dynamic and highly competitive marketplace by interacting with all relevant stakeholders and driving key initiatives to secure customer retention and growth.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Achieve sales targets relevant to the strategic initiatives and drivers of the Enterprise Business accounts segment.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Focus on customer graduation to more customer focused and appropriate value proposition, upgrading the customer to the RBB Business\/Commercial cost to serve value proposition.
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\nAccountability: Internal and Client Relationship Management (20%)
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\nOutputs:
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Actively drive acquisition initiatives through pro-active re-engagement process supported by Enterprise banking campaign initiatives.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Conduct regular client visits in accordance with the Enterprise Business Value proposition and initiate changes to RBB Product by providing input into product development to better service the customers.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Own the primary relationship with the client by being the only point of entry to the client and ensure the portfolio is serviced appropriately.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Proactively educate the customers of the new operating model and value proposition that RBB offers.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Make use of the middle and back office support networks to ensure effective on-boarding and complete end-to-end service delivery.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Maintain overall ownership for servicing the client on operational matters by driving relevant internal support networks such as the Business Support Centre.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Conduct client visits and maintain a client visitation plan to improve customer service.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Participate in the internal customer surveys to ensure the internal relationships are improved, built and value is extracted from these relationships.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Communicate and implement any actions to improve service following client feedback and\/or complaints to all relevant parties within the bank.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Work proactively with colleagues across the group to support the growth of lead generation by introducing and working with relevant group specialist such as commercial property finance, SME specialists, franchising, etc.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Promote alternative delivery channels to clients.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Take responsibility for meeting challenging individual and team targets.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Provide support to team members where assigned.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Stay abreast of new industry developments and client market positions.
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\nAccountability: Manage Risk Assessment (20%)
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\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Understand and apply the relevant governance and compliance procedure to activities undertaken and maintain ongoing completion of relevant governance and compliance training.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Maintain customer records and accurate completion of applications and paperwork by capturing customer information.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Take ultimate ownership of the portfolio\u2019s risk management by ensuring a good understanding of both the Bank\u2019s and the client\u2019s regulatory and compliance environments.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Manage the Not Fit For Processing listings for KAMLS documents are at a minimum.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Manage dormant accounts ensuring clients activate accounts or close accounts if no longer required.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Take ownership of scanning all KAMLS (Know Your Customer and Anti Money Laundering) and other on-boarding documentation relevant to the customer (New and Existing customers).
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Ensure that all outstanding collateral conditions and conditions of credit are met.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Pro-actively manage customer credit risk and\/customer dissatisfaction due to credit limits not being renewed.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Manage high risk customers by reviewing their accounts as per the Review Manager and negotiate reduction on facilities as per the review policy guidelines.
\n\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Apply appropriate solutions according to the risk profile and credit appetite within the industry.
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\nEducation
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\nHigher Diplomas: Business, Commerce and Management Studies (Required)
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