Relationship Manager - Commercial Banking at Standard Bank Group

Job Details

Commercial Banking

Job Purpose

To provide a proactive business banking sales and service management function that will retain and grow a portfolio of small and medium enterprise customers by identifying and implementing value adding and specialized business banking financial product solutions from a range of standard and/or customized offerings.

Key Responsibilities/Accountabilities

• Profitable Growth in Sales
  
  • Explaining, promoting, selling and/ or customising a range of appropriate Stanbic Bank product Offerings/financial solutions that meet the financial needs of small and medium enterprise customers.
  • Selling includes acquiring and opening new business accounts on a face-to face basis, as well as Cross-selling additional value adding products & services to existing customers to assist them in growing their businesses
  • Identifying sales leads for associate company stakeholders e.g. Vehicle and Asset Finance; Electronic Banking; banc assurance /wealth management (where available), etc.
  • Mining existing customer data to identify expansion and/or additional business opportunities.
  • Identifying opportunities to migrate top-end relationships.
  • Developing and implementing a client calling schedule to visit key clients in need.
• Customer Service Quality and Efficiency
  • Providing a central information/ query service point for the portfolio.
  • Performing a liaison role between customers and back-office service fulfilment and credit functions.
  • Interacting with clients and conducting needs analyses to assist clients to better understand their financial requirements.
  • Accurately and efficiently processing customer mandates/ documentation requirements for banking facilities.
• Lending Support and Risk Management
  • Planning and implementing annual credit reviews for the portfolio.
  • Explaining credit loan facility options and qualifying criteria to customers.
  • Supporting customers in the completion of credit application information requirements e.g. balance sheets, financial statements and management accounts.
  • Motivating and processing non-scored and scored credit applications.
  • Notifying customers regarding the approval/ decline of credit loan facilities.
  • 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.
• Compliance with Legislation
  • Compliance with general banking and Credit policies and procedures.
  • Ensure KYC requirements compliance on relationships within portfolio.
• People Management
  • Managing a team of Business Bankers (where applicable) and the Account Support Officer(s) ensuring that work standards and quality work output targets are set, achieved and maintained.
• Managing team and individual performance.
  • Identifying strengths and development areas and ensuring that staff receive the requisite skills to do their jobs.
  • Proactively coaching and mentoring subordinates.

Preferred Qualification and Experience

• Bachelors Degree (min. 2:1) preferably banking related e.g. Business Admin, Banking, Finance, Accounting or Economics.
• A Masters degree (MBA, Banking, Finance, Economics etc) or banking related Professional Qualifications (e.g. CFA, ACCA, ACIB etc) would be an added advantage.

Experience

• Previous experience as a Business Banker managing a portfolio in the small business environment 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 market.

And/OR

• Previous experience as an Account Analyst responsible for servicing business clients and preparing Credit applications.

Knowledge/Technical Skills/Expertise

• Knowledge
• Good knowledge of general banking practices and procedures.
• Good numerical skills and financial acumen to analyse and evaluate financial statements, balance sheets and ratios.
• A sound understanding of cashflow cycles pertaining to the industry being analysed.
• A basic current knowledge and understanding of different industry sectors and sector risk trends; this includes a basic understanding of the impact of climactic conditions on the agricultural market (if there are agric clients in the portfolio).
• A thorough knowledge of standardised business banking products (features & benefits) and pricing.
• Good knowledge of Personal Banking product offerings.
• A good knowledge of financial investment options, vehicle and asset finance and electronic banking options for lead generation purposes.
• A basic understanding of market economics.
• Knowledge of competitor offerings.
• A sound working knowledge and understanding of Credit principles and practices i.e. credit applications, securities, balance sheet requirements, behavioural scoring.
• A good knowledge of the BankMaster/T24 system to capture and access customer account information.
• A strong knowledge of the terms and conditions of multiple legal entities (companies, close corporations, sole proprietorships etc.) in the SME market and the legislative restrictions & requirements governing these from a financial services perspective.
• A basic knowledge of the Companies Act and the Companies and Intellectual Properties Registration Act (CIPRA) for correct documentation/ mandate preparation purposes.
• Sound knowledge of Managing Local Market (MLM) sales principles and practices to optimise portfolio retention and growth.
• A good knowledge of administration processes and procedures pertaining to Business Banking transactions.
• Excellent verbal, written and telephonic communication skills.
• Knowledge of how to use the Group Reference Guide to access/ look up relevant information.

Sales and financial targets as per KRA scorecard:

• Portfolio profitability measured by contribution
• Net number of new accounts (growth in new business)
• Number and quality of leads written
• Increased cross-sell penetration ratios (growth in existing business base) for various product categories
• Net performing loans
• Balances growth
• Human resources development
• Customer satisfaction index
• Customer retention
• Risk: Quality of business measured by % non performing loans (joint accountability with Credit)
• Quality of Credit documentation
• Quality of annual reviews
• Turnaround times
• Competence rating

Key dimensions of the job (to be completed by each Portfolio)

• Size & Complexity of Portfolio: 120 - 200 business customers
• Annual turnover: Between US$ 400,000 and US$ 800,000 per annum
• Lending: Non-scored
• Growth Potential: Moderate growth potential, low share of wallet
• Service: Value adding relationship with a cross sell focus
• Location: Branch/ business centre based

Knowledge Competencies

• Business Knowledge and Contribution
• Risk Management
• Project Management
• People Management
• Financial Management
• Change Management
• Knowledge Management