Relationship Manager, Medium Enterprises at Standard Chartered Bank Kenya

JOB SUMMARY

• RM is responsible for origination and would work closely with CA and CSM in on boarding clients, deepening relationships and driving revenue growth.
• RM is responsible for post deal account maintenance and managing the risk associated with the portfolio.
• Oversee CSM who has the responsibility for post transactional activities and the CA for credit related activities.

RESPONSIBILITIES

Strategy

• Ensure quality client acquisition, identify prospect and convert in line with Bank’s appetite and ME Segment strategy.
• Ensure high quality sales pitch, and review term sheets before submission to clients.
• Work with CA to obtain all pre-deal clearances.
• Effectively use CRMx for managing a healthy pipeline and a record of client calls and discussions.
• Oversee CSM to ensure smooth on-boarding of client after thorough completion of documentation and other processes.
• Senior client calling and briefing on a regular basis for account maintenance and deal negotiation. Also engage senior internal stakeholders for marketing, credit and any other pertinent issues. 

Business

• Work with CDD team to ensure proper completion of eCDDs.
• Work closely with CA, product partners (Trade/FM/TB/PM), and analyze a) wallet size b) determine appropriateness of the product and c) work out a comprehensive account plan from a one-bank perspective
• Successfully negotiate and close out pricing and other deal dynamics with client
• Oversee the quality & turnaround of credit proposal and ensure faster delivery. Work with CA for resolving Credit queries.
• Oversee the CSM to ensure all documentation and security creation are completed on time to ensure smooth execution of transaction.
• Liaising with Legal/external counsel/CRC in preparation and execution of nonstandard complex transactions along with product partners. 

Processes

• Work close with TM/TB team in delivering cash management solutions and migrating clients to digital channels including S2B and S2BX
• Oversee the service quality and turnaround of service requests from clients and ensure faster delivery by Client Journeys.
• Along with the product partner, push for line utilization of complex and structured transactions. Oversee the CCM in ensuring high utilization of regular WC facilities.
• Review BCA renewal timeline, Covenants, Failed Trade status, EAR, ASTAR CCRT, etc. with the CA to ensure discipline and quality in portfolio.
• Review DDW, insurance and valuation renewal timeline with CSM to ensure they are closed/renewed in a timely manner without causing impact on the client.
• Review the excess/past due situation with Credit Analyst to ensure they are regularized and facilitate approvals wherever required.
• Review and monitor the client profitability to ensure there are no revenue leakages.
• Provides feedback to management and internal departments regarding customer service quality, product issues, customer complaints etc.
• Overall responsible and accountable for the credit quality of the assigned/acquired portfolio.

People & Talent

• Work close with CA and CSM to make sure the credit files are complete and up to date
• Attend various internal or external sales/ non sales meetings like EAR, CAT, MTM calls, Portfolio Review Meeting and convene the consortium meetings where we are the lead bank.
• Maintain record of Confidentiality Agreement (Sales Team Leader to maintain file & copies will also be held by signatories to the agreement)
• Provides feedback to management and internal departments regarding customer service quality, product issues, customer complaints etc.

Risk Management

• Ensure adherence to risk management, both reputational and operational.
• Ensure you remain alert to the risk of money laundering and assist in the bank’s efforts in combating it by adhering to the key principles in relation to: -
• Identifying your customer, knowing your customer, reporting suspicions, safeguarding records, and not disclosing suspicions to customers.
• Ensure you remain alert to the risk of money laundering and assist in the Bank’ efforts in combating it by adhering to the key principles in relation to identifying your customer, knowing your customer, reporting suspicions, safeguarding records and not disclosing suspicions to customers

Governance

• Ensure adherence to the Risk Management Framework, Group Code of Conduct and various Policies, Procedures and Guidelines of the Bank by the Business Banking, Relationship team.

Regulatory & Business Conduct

• Display exemplary conduct and live by the Group’s Values and Code of Conduct.
• Take personal responsibility for embedding the highest standards of ethics, including regulatory and business conduct, across Standard Chartered Bank. This includes understanding and ensuring compliance with, in letter and spirit, all applicable laws, regulations, guidelines and the Group Code of Conduct.
• Manage Medium Enterprises Portfolio to achieve the outcomes set out in the Bank’s Conduct Principles
• Effectively and collaboratively identify, escalate, mitigate and resolve risk, conduct and compliance matters.
• Embed the Group’s Values and Group Code of Conduct to ensure adherence with the highest standards of ethic. Comply with relevant policies, processes and regulations, as part of the Bank’s culture.

Key stakeholders

Internal

• Head, Business Banking.
• Head, Medium Enterprises.
• Head, Client Relationships.
• Trade Product Manager & Trade Operations.
• Head, Credit Analysis.
• Credit & Risk team.
• Financial Markets & CMPS.
• Transactional Banking & CRC.
• Client Deepening and Portfolio Strategy Manager
• Portfolio Monitoring & Controls Manager
• Business Operations & Risk Management.
• Branch Managers.
• Client Experience team.
• CFCC
• Legal

External

• Clients
• Legal Firms
• Accountants

Other Responsibilities

• Embed Here for good and Group’s brand and values in Kenya, CPBB Medium Enterprises.
• Perform other responsibilities assigned under Group, Country, Business or Functional policies and procedures; Multiple functions (double hats);
• Origination, ensure quality client acquisition, identify prospect and convert in line with Bank’s appetite and ME Segment Strategy.
• Client Onboarding & Deal Execution.
• Account Management & Portfolio Quality

QUALIFICATIONS

Product broadening

• Understanding of businesses and financials.
• Enhanced multi-product ME knowledge.
• Market and competition knowledge.

Client engagement

• Presentation and soft skills tailored to engaging business owners.
• Internal stakeholder engagement skills.
• Closing deals.
• Ability to drive and manage client interaction.
• Communication and presentation skills.
• Negotiation and objection handling.
• Client training on digital solutions.

Journey completion

• Discipline and time management to handle a client portfolio
• Ability to solve problems and close issues without handing over
• Strong analytical ability
• Understanding of BC KYC/CDD principles

 Role Specific Technical Competencies

• Business Performance Management
• Business Case Justification
• Problem solving
• Business Markets
• Customer Behaviour and Preferences
• Collaboration
• Take the lead