Relationship Manager, Institutional Banking at SBM Bank

JOB PURPOSE

Business development role to offer bank products and custodial services to corporate and institutional clients, high net worth individuals and investment groups; whilst ensuring that the customers are retained profitably.

KEY RESPONSIBILITIES 

Strategy - 30%

• To implement strategies towards targeting institutional customers for the purpose of acquiring liabilities, assets and non-funded income lines et al, 
• To ensure adequate customer retention strategies are employed to attain growth from existing customers.
• To implement strategies towards the growth of Custody in a bid to grow the banks NFI.

Business Development - 45%

• To ensure efficient database relationship management for both prospective  and existing business, 
• To ensure implementation of the relationship management policy and procedures for institutional banking - financial institution clients. 
• Creating sustainable custodial services business pipeline and conversion into business covering corporate and institutional clients, HNIs and investment groups. 
• To review positions with existing institutions with an aim of cross selling and wallet sizing within the institutions. 
• Sector performance & analysis: Should maintain relevant reports and data of existing Institutions as well as keeping up to date on developments in the said institutions, 
• Constant research on the economic atmosphere with regards to the various sectors in the industry, 
• Maintain a good quality of assigned portfolio within stipulated non-performing Loans (NPL) and Portfolio at Risk (PAR) parameters, 
• Lead, motivate, and continuously develop a credible high performing team.

Compliance - 10%

•  Ensure compliance with both internal and external regulatory requirements,
• Compliance with the Bank’s policies, procedures, and regulatory requirements, 
• Working closely with risk and compliance units to ensure effective controls to mitigate business risks associated with institutional banking, 
• Developing and continuously reviewing business operational policies and procedures ensuring their compliance,
• To ensure strict compliance with the various local laws, jurisdictions, bank risk standards and custodial services policy guide as regulated by RBA & CMA

Human Resource - 10%

• Oversee management of assigned team, 
• Develop career growth and personal development plan for team members,
• Assess the training needs analysis for team members to be incorporated into the overall departmental training plan

Others - 5%

• Safeguard and promote the bank’s image with the general public.

KEY RELATIONSHIPS

Direct Reports to this Position

• None

Knowledge: Skills and Experience required for this Role

• Business graduate from an accredited University
• At least 5years’ experience in Corporate Banking is required.
• Professional Qualifications CPA, ACCA, CFA, AKIB Added Advantage
• Master’s Degree Finance or a Business-Related Field Added Advantage

Competencies required for this Role

• Dynamic, analytical, and self-driven individual with the ability to work under pressure. 
• A passion for performance, team player and achievement in a competitive and dynamic environment
• Excellent selling, presentation, and negotiation skills.
•  Strong networking skills
• Commercial awareness and customer focus
• Ability to close deals and pitch customers on offerings in the Bank and Group
• Emotional Intelligence; Dynamic, individual with the ability to work under pressure.
• Excellent selling skills 
• Strong networking skills, for both internal and external networks 
• Relationship Management skills with excellent Human Relations skills, communication skills and interpersonal skills
• A passion for performance, building team play, and achievement in a competitive and dynamic environment 
• Hardworking, strategically minded individual with excellent leadership, organizational, and planning skills
• Commercial awareness and customer focus 
• Pleasant, honest outgoing, well groomed and self driven