Relationship Manager - Commercial Banking at Absa Bank Limited

Job Summary

• To manage and sustain a portfolio of corporate customers, building long term relationships founded on efficient and reliable support for their business. This is achieved particularly through quick risk decisions and managing consistency and quality of operational service.
• The primary objective is to maximise risk-adjusted portfolio contribution.
• The jobholder will be responsible for business development both with new customers and with existing customers where they are expected to increase “wallet share”.
• Executing sales growth tactics and targets in collaboration with business partners (e.g. Transactional Banking; Global Markets; Asset Based Finance; Commercial Property Finance; Ecosystem; Bancassurance and any other business partners)

Job Description

Main accountabilities and approximate time split

Sales and Service: 65%

• Achievement of the portfolio’s annual financial targets: 
• Driving customer satisfaction (NPS score), developing and growing relationships with existing and potential customers, identifying opportunities for business development and guiding product development.
• Maintain Relationship Plans for all customers in the portfolio such that contact with customers is prioritized.
• Conduct annual and if appropriate, interim reviews of customers borrowing facilities
• Conduct annual and if appropriate, interim reviews with non-borrowing customers
• Determine the key messages, e.g. agreed service standards, negotiated pricing, relationship team contact points and new product changes, deciding upon the most appropriate communication method
• Deal with and find solutions to customer complaints
• Determine the products that are most effective in meeting customer’s needs and be able to sell these at short notice both reactively and proactively.
• Customer value chain analysis to gain an in-depth understanding of the customer’s business and identify opportunities linked to the strategies of the customer’s business.
• Research, create and follow up a target list for potential new business.

Business Management 30%

• Research, create and follow up on a target list for potential new business
• Identify priority customers using the Customer Relationship Planning templates to assess their present and potential contribution.
• Gather all the required information that is needed to prepare and assess credit applications. Role holder will be expected to input certain key information such as judgmental information. (They will work with Assistant Relationship Manager, Business Development Manager for relevant product, and the Corporate Credit Manager resources to construct credit applications).
• Control and quality of the portfolio, using available triggers and adherence to Risk management guidelines and policies.

Staff Management 5%

• Day to day coaching and development of Assistant Relationship Managers

Technical skills / Competencies

• Identifying and Fulfilling Customer Needs
• Personal Organization
• Business Awareness
• Commercial Acumen
• Adaptability
• Emotional Intelligence
• Business Growth and Development
• Decision Making
• Managing and Deepening Client Relationships
• Team Working
• Innovativeness
• Active Listening
• Analysis and good judgement
• Interpersonal Skills
• Ability to work under pressure
• Resilience

Skills required to undertake the role:

• Relationship management and development skills
• Credit Risk assessment and management skills
• General Corporate skills
• Communications skills (written and oral)
• Negotiation skills

Knowledge of the bank’s products, services and policies required to undertake the role:

• A detailed knowledge of the Commercial set of products as well as a broad understanding of products available in Absa Kenya.
• For Complex products, will have a detailed knowledge of the requirements of the more sophisticated customers.
• Introduce the product and co-ordinate the introduction of the relevant Group product specialist.
• A broad understanding of policies and strategies within the country as they relate to the demands of the customer base.
• A detailed understanding of Country and CBRM guidelines and credit risk policies.

Other requirements specific to the role:

• A bachelor’s degree in a business-related field from a university recognized by The Commission for University Education
• Additional relevant business-related professional qualifications or advanced degree will be an added advantage
• At least 5 years’ experience in Business / Commercial / Corporate Banking
• Solid credit / financial analysis background with sound instincts for risk assessment

Training likely to assist effectiveness in the role, and which may have been completed prior to undertaking this role:

• Internal and external senior risk assessment and management
• Structured Trade Finance
• Presentation
• Influencing and Negotiating
• Communication

Closing: 3 August 2022