Relationship Manager at Citi

RIMARY PURPOSE:

• The position calls for contribution to the business growth targets translating in revenue growth through increased customer transaction activity and deepening of customer share of wallet and profit maximization through new business opportunities from new and existing clients through various marketing initiatives within the target market.
• The position is primarily responsible for marketing the bank’s products to the Not-for-Profit and Non-Bank Financial Institutions business segments. Special focus is placed on Donor Flows, NGOs and United Nations agencies. There is also growing focus on micro finance institutions and the insurance sector. The job requires one to develop a client portfolio and coordinating with various product and support teams to deliver banking solutions to the customers.
• The portfolio of clients also includes credit relationships which entail annual review and maintenance of the various credits.
• The position also requires coordinating the development of new products and services and coordinating with all product areas to ensure value-addition to customers and seamless delivery of products and services.
• The position calls for resource with the ability to think through strategic positioning of the bank to the customers in this segment through increased and improved product set, appropriate pricing structures and deploying the right solutions in line with customer requirements.
• The position also requires application of relevant skills within the overall macro-economic environment in effective decision making and carving out business opportunities to maximize profits and increase return on capital.

MAJOR OBJECTIVES

• Financials:
  • Responsible for directly meeting the business annual revenues volumes, customer acquisitions, and x-sell opportunities for the portfolio as agreed upon with the business manager.
  • Responsible for the marketing initiatives, assessment and maintenance of transactions/relationships falling within my portfolio.
  • Acquisition of new business through aggressive marketing.

• Customer:
  • To develop and build relationships with key customers (both internal and external) at various levels within the customer organization.  Manage organizational complexities to create a “win-win” situation for the Customer and Citi.  Continue to focus on creating operational dependency with their front/bank-end processes with Citi’s front/back-end processes. 
  • To seek and solicit customer views on the customer satisfaction survey and to maintain these at satisfactory levels. 
  • To position Citi as the “bank of choice” to customers (existing, potential and prospect) with a minimum annual revenue of USD 25M (or potential).
  •  For difficult customer situations where there is a risk of attrition, need to facilitate the matter and handle the same with caution to maintain the relationship with Citi.

• Target Market:
  • To continuously develop and enhance the business focus and target market of the key areas of the business in this sector. 
  • To maintain a momentum of calling on existing and prospect customers for Cash Management / Trade Services / Treasury and Markets
  • Enhance credit skills in order to increase responsibility on credit business.

• Controls and Compliance:
  • To ensure highest standards of controls and compliance, in terms of MCA, FCR and ongoing line reviews and audit.  In addition, to ensure that the client portfolio is in line with the expectation of Citi’s AML and KYC policies within the team.
• Community:
  • To actively participate in community development activities. 

• Communications:
  • To ensure effective communications sent to customers on a regular basis to position Citi as a constant force in the provision of banking services to clients.

IMPACT

• Continued growth in customer acquisitions and growing the business
• Enhancement and education of corporate image to the target market in this area.  This is done via broadening the customer base, having a face-to-face discussion with the customers and organizing customer events.
• Meet Prospect acquisition targets and provide on-going training and support to the team in the sales and acquisition process.
• Successful interaction with all product areas of the Bank – Cash Management / Trade Services /  and Markets
• Successful interaction with all Operations, Controls/Compliance and Risk.

PRINCIPAL ACCOUNTABILITIES:

• Responsible for business growth translating into revenue growth.
• Responsible for developing and managing business relationships with target corporate customers through an active and measurable calling plan.
• Work with other Citi teams to define and analyze customer needs and ensure its implementation of the same for the benefit of the customer and the Bank.
• Ensuring customer satisfaction by encouraging quick turn-around times and implementation of the solutions offered/proposed to the clients.
• Maintain, build and increase our SoW in existing relationships with a concerted effort through all the other areas of the bank – Product, Risk, Controls/Compliance and the seniors.

SPECIALISED SKILLS/EXPERIENCE:

Education:

• University, college degree or other relevant

Experience:

• Experience in understanding the business dynamics especially pertaining to the awareness of the customer requirements.
• Experience in managing clients of varied products needs and complexities
• Understand how the various areas of the Bank are positioned to meet the challenges of various customers in the Unit.