Senior Relationship Manager – Commercial Banking at HF Group

Principle Accountabilities

 Acquisition: Business Development

• To ensure growth of Commercial Banking portfolio (NFI, deposits and assets) through the acquisition of new to Bank customers 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 Commercial banking clients and bringing in new partnerships from existing portfolio so as to ensure business growth and continuity.

Portfolio profitability (Cross-sell & Retention)

• Grow Commercial Banking 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 Fulfilment 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.

 Other

• To safeguard and promote the bank’s image with the general public.
• To assist in other issues, aspects such as issue resolution and activities related to credit support and product partners to support our growth strategy.
• Meets regularly with internal referral sources to establish business relationships and develops network of outside referral sources for new business.

Key Competencies and Skills

Technical competencies

• Excellent interpersonal skills
• Excellent communication and presentation skills
• Deciding and Initiating Action
• Delivering Results and Meeting Customer Expectations
• Entrepreneurial and Commercial Thinking
• Negotiation Skills
• Planning and Organizing
• Presenting and Communicating Information
• Relating and networking
• Team player
• Good stakeholder management

Leadership competencies

• Business acumen
• Strategic orientation
• Result orientation
• Developing self/others

Minimum Qualifications, Knowledge and Experience

Academic and Professional

• A university degree, preferably in Business related field such as Economics, Finance & Accounting from a recognized institution by Commission for University Education.
• Credit Management, Accounting or Banking Qualification (AKIB)
• Certified Credit Executive (CCE) or Core Credit Certification (CCC)
• CPA / ACCA qualification. is an added advantage
• Certification in financial modelling is added advantage 

Experience

• 7-year experience in relationship management, 3 of which should be in managing commercial clients.
• Good track record of credit analysis and understanding of financial policies, procedures, and external regulations. Has demonstrated over the span of the career credit and financial analysis skills required to effectively perform credit analysis and portfolio maintenance activities/tasks in a manner that consistently achieves high-quality standards or benchmarks.
•  Demonstrated expertise and in-depth knowledge of the local banking industry, banking services, credit processes, and banking products.
• Evidenced knowledge and understanding of the current banking and financial services operating environment, trends, and practice, related regulatory and governance guidelines and requirements, and applicable laws
• Sound working knowledge and understanding of general commercial regulations and practices.