Relationship Manager - Transactional Banking at Family Bank Ltd

Job Purpose:

The role is meant to enhance business revenue by identifying specific opportunities for offering Cash Management solutions covering collections, e-payments and liquidity management products to customers in partnership with relationship management teams and banking services. Own assigned products, manage them and the delivery of end to end allocated product objective including reporting financial and non-financial performance, enhancement of the products capabilities, future product strategies and oversight of risk and governance, implementation of the balance sheet strategy. Also to grow new to bank revenue and improve product/market penetration over the assigned portfolio of clients. To strengthen relationships with clients by positioning extraordinary value added products to their businesses based on their Cash Management solutions needs around collections, e-payments and liquidity management.

Key Responsibilities:

• Increase market penetration and share of wallet for identified clients to complete working capital maps for own portfolio of clients and ensure information is updated regularly and knowledge is applied in targeted sales activities
• Partner with relationship teams in account planning for identified accounts and ensure account plans contain appropriate information on wallet opportunities and strategy for solutions
• Identify opportunities for new/incremental business with bank clients and work with the relevant stakeholders to turn these opportunities into revenue for the bank
• Reviewing Cash Management revenue lines movement and raising any income leakage noted with finance teams
• Board presentation on any solution deviation
• Drive of digital channels to clients
• Manage CASA liquidity management through Cash Management solutions offered
• Understand the client’s ecosystem in terms of Transactional Banking, to create opportunities with their anchors-buyers-suppliers to benefit from the business chain.
• Create and own a cash pipeline from initiation to revenue realization. Own client RFP piece in relation to Transactional Banking.
• Monitor channel utilization on portfolio and liaise with implementation teams to drive utilization for the top and bottom clients in portfolio on a quarterly basis.
• Ensure overall attainment of all your Cash Management sales target in portfolio measured by closed deals. Ensure fees are collected accurately.
• Oversee prospect qualification, customer calls/negotiation, solution presentations and solution based proposals and implementation
• Consistently promote the bank’s channels and product capabilities
• Frequently review client’s satisfaction with solutions provided within the quarter as an after sales service check to strengthen relationship and contentment.
• Own follow up with implementation team for all customers who need integration and/or training based solutions in the best interest of the customer and the bank.
• Oversee team’s prospect qualification, customer calls/negotiation, solution presentations and solution based proposals and implementation to ensure quality onboards
• Maintain a detailed and an up-to-date knowledge of the bank’s comprehensive integrated channels capabilities and their application to client needs and use this knowledge in structuring solutions.
• Oversee development of a proactive customer requirement approach and creativity to develop innovative communication in order to penetrate and increase market share
• Drive new product development together with the relevant departments to completion. Sponsor launches of product enhancements, new products as required for cash. Work jointly with sales and marketing to develop collaterals for the market, communicate product launches, organize customer events and develop a sales campaign strategy to ensure that the new products meet planned volume and revenue targets.
• Establish a strategy that drives customer-centric view into Transaction banking with activities including but not limited to focus groups, customer surveys and voice of the customer
• Develop jointly with the sales team a local product and sales strategy to meet objectives in line with the Transaction Banking strategy
• Create awareness of deposit hierarchy and NFI movements
• Identify and mitigate operational, regulatory and business conduct risks relating to cash
• Responsible for identifying and reporting potential and actual Money Laundering Risk, including suspicious transactions in accordance with the laid down AML/CFT policies & procedures
• Any other official duty that may be allocated by the line manager from time to time.

Qualifications

• Bachelor’s degree in business administration, finance or any other business related degree
• Master’s Degree in business is an added advantage.
• At least 5 years' experience in banking.
• More than 3 years in Cash Management products covering e-payments, collections and liquidity management.

Key Competencies and Attributes:

• Proven knowledge in all Transaction Banking products
• Ability to analyze Financial Statements
• Leadership skills and intrapreneurial skill
• Demonstrate strong interpersonal, communication and presentation skills.
• Outgoing with a positive and proactive approach
• Demonstrate integrity, dependability, responsibility, accountability, self-awareness, work ethic, and empathy