Relationship Manager - SME Banking at HF Group

Reporting To: Branch Business Manager

Overall Job Purpose

To achieve business growth in the SME & Commercial banking segment. The role holder will have a holistic view of all accounts within his/her portfolio, using lead generation and account prioritization to cross sell Bank products and extract value from said portfolio whilst maintaining/ building customer relationship and account information.

Principle Accountabilities

Acquisition: Business Development

• To ensure growth of Branch SME portfolio (NFI, deposits and assets) through the acquisition of new to Bank customers through the Business sales officers and lead generation
• Actively generates referrals to all business partners in the bank to help meet the comprehensive financial needs of entrepreneurs or borrowing entity.
• To ensure acquisition of customers to digital channels i.e. Internet Banking, WHIZZ and other platforms.
• To effectively manage and expand the relationships with existing SME banking clients and bringing in new partnerships from existing portfolio so as to ensure business growth and continuity.

Portfolio profitability (Cross-sell & Retention)

• Grow SME customer portfolio size (Product per customer, Non-funded income, deposits and assets) by deepening existing customer relationships
• Ensure a clear retention plan for overall portfolio deposits and loans for the segment, to execute this plan in conjunction with the Branch Managers.
• Monitor account planning for all clients that will assist in advising on potential financial solutions based on identified needs
• Assist in Resolving client queries in a timely and appropriate manner
• Assist in collaborating with product specialists, to deliver effective customer solutions.
• Ensure Fulfillment of minimum customer relationship touch points – e.g., 1 visit every quarter and 1 call and email a month depending on customer segment
• Prepares and submits all reports may prepare management reports summarizing individual and team loan activity
• Ensure all customers are on-boarded on a digital platform i.e. WHIZZ, Internet banking
• Ensure Product Per Customer of 5 across the portfolio
• To understand nature of businesses, their life-cycles and the various product offerings that can be given to the customer.
• To evaluate credit proposals and ensure the credit applications process on a timely basis within the Bank’s set turnaround times.

Customer and Market:

• Maintaining/ Updating customer data on parameters such as Business turnover/ directors details etc.
• Ensure all customer engagements are recorded accordingly

Compliance:

• To ensure compliance with both internal and external regulatory requirements.
• To continuously follow business operational and credit policies ensuring their compliance

Minimum Qualifications, Knowledge and Experience

• A Bachelor’s degree in any business related field from a reputable institution.
• 4-year experience in client relationship management in the banking industry.

Key Competencies and Skills

• Ability to work independently under strict deadlines.
• Good interpersonal and communication skills.
• Analytical and basic accounting skills
• Demonstrated good planning and organisation skills.
• Strong client relationship management skills.
• Selling, persuasion and negotiation skills
• Report writing and presentation skills.
• Team player and must have integrity.