Associate - Transactional Banking – Cash Management Sales at I&M Bank

Job Summary:

The role is responsible for enhancing Transactional Banking Revenue by identifying specific opportunities for offering cash management solutions covering collections, e-payments, liquidity management, channel services -mobile and connectivity products to customers in partnership with relationship management teams and banking services.

Own assigned products, manage them and the delivery of end-to-end allocated product objective including reporting financial and non-financial performance, enhancement of the products capabilities, future product strategies and oversight of risk and governance, implementation of the balance sheet strategy.

Grow new to bank revenue and improve product/market penetration over the assigned portfolio of clients. To strengthen relationships with clients by positioning extraordinary value-added products to their businesses based on their cash management solutions needs around collections, e-payments and liquidity management.

KPI

Key area

Responsibilities/Duties/Tasks

Business Development

• Responsible for managing and growth of Non-Funded Income (NFI), Current and Savings Account (CASA) and digital transactions and revenue.
• Increase market penetration and share of wallet for assigned portfolio and identified clients through sales of Transactional Banking solutions
• Increase Banks penetration in new & existing digital products to the customer in the assigned portfolio.
• Identify opportunities for new/incremental business with bank clients and work with the relevant stakeholders to turn these opportunities into revenue for the bank
• Reviewing cash management revenue lines movement and raising any income leakage noted with finance team
• Recommend products / services with a clear understanding of corporate/BB client need.
• Ensure overall attainment of all cash management sales target in portfolio measured by closed deals.
• Manage prospect qualification, customer calls/negotiation, solution presentations and solution-based proposals and implementation.
• Responsible for new business growth (revenue, pipeline and balance sheet) and client servicing solutions to build long term relationships.
• Develop jointly with the Relationship team a local product and sales strategy to meet objectives in line with the Transaction Banking strategy.
• Review client’s ecosystem in terms of cash management, to create opportunities with their anchors-buyers-suppliers to benefit from the business chain.
• Conduct a structured branch Training and RM training program.
• Visit in alignment with business development strategy, pipeline conversion and new or incremental business opportunity. This can be done jointly with the segment RMs/BMs/ROs
• Ensure an expected wallet share of the company business is maintained within the bank.
• Create, manage and own a cash pipeline from initiation to revenue realization.

Digitization

• Migrate manual transactions done at the branch to digital channels and achieve digitization/digital transactions KPI for assigned portfolio.
• Responsible for digital adoption and increase of digitally active clients in the assigned portfolio.
• Drive digital channels to customers of the assigned portfolio.
• Drive collections and payments integrations and meet overall target for digitally integrated customers and partnerships.
• Ensure all integrations in the assigned portfolio are generating maximum revenue.

Implementation & Client Service

• Conduct post sales training and support. Ensure clients are utilizing the solutions immediately for revenue realization and assurance.
• Consistently promote the bank’s channels and product capabilities
• Confer with implementation team to confirm solution’s capability to avoid missell
• Dealing with everyday corporate and BB need and the intricacies around those products and services to ensure seamless service delivery to the clients.
• Maintain a detailed and an up-to-date knowledge of the bank’s comprehensive integrated channels capabilities and their application to client needs and use this knowledge in structuring solutions.
• Frequently review client’s satisfaction with solutions provided within the quarter as an after-sales service check to strengthen relationship and contentment.
• Own follow up with implementation team for all customers who need integration and/or training-based solutions in the best interest of the customer and the bank.
• Adhere to agreed SLAs with clients and escalate if challenges are faced.
• Support and guidance to other internal stake holders of transactional products
• Other initiatives like product promotional campaigns, training and seminars & service standard development
• Ensure fees are collected accurately.
• Ensure development of a proactive customer requirement approach and creativity to develop innovative communication in order to penetrate and increase market share

Data & Analytics

• Continually analyze and monitor digital channel utilization on portfolio and liaise with implementation teams to drive utilization for the top and bottom clients in portfolio on a quarterly basis. 

Risk management

• Responsible for identifying and reporting potential and actual Money Laundering Risk, including suspicious transactions in accordance with the laid down AML/CFT policies & procedures

Qualification, Skills and Competencies

•  Presentation skills
• Interpersonal and Communication skills
• Entrepreneurial
• Demonstrate integrity, dependability, responsibility, accountability, self-awareness, work ethic, and empathy.
• Project Management Skills
• Proven knowledge in all Transaction Banking products
• Sound Knowledge of e-payments, collection and liquidity management platforms.
• Basic knowledge of bank’s ICT platforms
• Basic knowledge on how to review balance sheets and P&L
• Bachelor’s Degree in a Social Science or related field
• A minimum of 2 years’ relevant work experience