Job Description
Relationship Manager Commercial Banking Job at- Mombasa, Kenya
Job Purpose
- To grow and retain a portfolio of high value commercial relationships by performing a proactive, mobile, value adding financial partnership role, ensuring that close personal attention is given to providing a full array of customised financial solutions and services tailored to meet the growth needs and potential of the portfolio.
Relationship Manager Job Key Responsibilities/Accountabilities
Profitable Growth in Sales
- Providing advice on, promoting, selling and structuring a wide and diverse range of financial solutions customised to best meet the financial needs of high value commercial customers.
- Selling includes acquiring and opening new business accounts on a face-to-face basis, as well as
- Cross-selling additional value added solutions to the existing portfolio to assist clients in growing their businesses
- Identifying and taking ownership of sales leads generated for associate Group company stakeholders e.g. Vehicle and Asset Finance; Electronic Banking; Bancassurance/wealth management (where available) etc. to ensure a quick and knowledgeable response.
- Mining and analysing customer data to identify and plan for expansion and/or additional business opportunities.
- Developing and implementing a client calling schedule to visit all clients in the portfolio.
- Identifying opportunities to migrate top-end relationships.
Customer Service Quality and Efficiency
- Providing a central advisory/information/ query handling service point for the portfolio.
- Performing a proactive liaison role between customers and back office service fulfilment and credit functions.
- Interacting frequently and closely with all clients to analyse and establish ongoing needs and to assist clients to better understand their financial requirements.
- Accurately and efficiently processing customer mandates/ documentation requirements for financial facilities.
Lending Support and Risk Management
- Planning and implementing annual credit reviews for the portfolio.
- Explaining and structuring/ customising credit loan facility options, parameters and qualifying criteria.
- Supporting customers in the completion of credit application information requirements, e.g. balance sheets, financial statements and management accounts.
- Motivating and processing non-scored credit applications.
- Notifying customers regarding the approval/ decline of credit loan facilities.
- Exploring alternative solutions in the event of declines from Credit.
- Monitoring of daily referrals to ensure that client facilities are managed within the parameters set by Credit. Exercising discretion regarding account conduct based on a close knowledge and understanding of client activities.
- Managing and controlling industry sector, client exposure, and securities held to contain risk.
Compliance with Legislation
- Compliance with general banking and Credit policies and procedures.
- Ensure compliance with KYC requirements.
Preferred Qualification and Experience
- Bachelors Degree Minimum 2nd Upper, preferably Banking related e.g. Banking, Finance, Accounting, Economics of Business Administration.
- A Masters Degree (MBA) in Banking, Finance or Economics or Banking related. Professional qualifications e.g. CFA, ACCA, ACIB will be an added advantage.
- 5 – 7 years experience.
- Previous portfolio relationship management experience (5-7 years in total) as a Business Manager and/or Account Executive managing a portfolio is preferable. This experience provides an understanding of how businesses operate, as well as understanding the business risks, industry risks and financial requirements pertaining to the commercial market.
- A minimum of 6 months previous working experience in Credit is preferable to gain practical exposure to lending principles and to establish credible relationships.
Knowledge/Technical Skills/Expertise
- Relevant business related tertiary qualification particularly in the Commercial field (Business flavour), e.g. business related degree qualification.
- Strong numerical skills and financial acumen to analyse, evaluate and identify trends in complex consolidated financial statements, balance sheets and ratios.
- A sound understanding of cash – flow cycles pertaining to the industry being analysed.
- A good knowledge of financial spreadsheet applications (e.g. Excel) to capture and analyse financial data.
- Good knowledge of general banking practices and procedures.
- A good understanding of the principles and practices of business economics and the current business economic environment.
- A good current knowledge of different industry sectors and sector risk profiles/ trends; this includes an understanding of the impact of climactic conditions on the agricultural market (if there are agric clients in the portfolio).
- A thorough knowledge of multi-level products available to business banking customers (features & benefits) and pricing structures.
- A good knowledge of financial investment options, vehicle and asset finance and electronic banking options for lead generation purposes.
- Good knowledge of Personal Banking product offerings.
- A good knowledge of competitor offerings and structures.
- A sound knowledge and understanding of Credit principles and practices, including an understanding of credit application, securities and balance sheet requirements.
- A strong working knowledge of the terms and conditions of multiple legal entities (companies, close corporations, sole proprietorships etc.) in the commercial market and the legislative restrictions & requirements governing these from a financial services perspective.
- Sound understanding of current taxation laws as they apply to the portfolio of customers.
Negotiation skills.
- A good working knowledge of administration processes and procedures pertaining to Business Banking transactions.
- Excellent verbal and written communication skills.
- Knowledge of how to use the Group Reference Guide to access/ look up relevant information.
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