Senior Relationship Manager – Mid Corporates Zambia National Commercial Bank Plc

JOB PURPOSE

To grow and sustain a portfolio of Mid Corporate clients and building long-term relationships founded on efficient and reliable support for their business through quality Relationship Management; evidenced by quick turn around on solution delivery to clients, consistent acceptable Net Promotor Scores, and attainment of financial and non-financial objectives.

To deepen the wallet share of existing customer relationships as well as developing new relationships with a view of increasing revenue and market share and delivering product cross sell and maintaining a robust risk control environment.

Under the supervision of the Head Mid Corporates the following are among the Job Key Responsibilities:

• Maximize revenue from the relationships across the portfolio by cross selling products and solutions that increase wallet share as well as track action points contained in call reports to their logical conclusion.
• Coordinate the sales efforts for liabilities and assets; extensively market low cost liabilities and identify suitable profitable assets for on – boarding.
• Originate, maintain and develop strategic relationships within the economy with specific emphasis on relationships designated for Mid Corporates.
• Manage the corporate loan book within parameters provided by Risk Management and in accordance with acceptable risk management practices as defined by the banks risk frameworks.
• Negotiate terms and conditions and prepare an accurate and detailed information pack for Corporate Credit, to prepare credit applications for new and renewal of loan facilities for Mid Corporate clients.
• Assist in the communication and implementation of any action necessary to improve service in respect of complaints/compliments received.
• Assist in Day-to-day coaching, mentoring and development of Corporate Service Managers and other CIB and non-CIB staff assigned to the Unit including but not limited to Graduate Trainees and Interns.
• Identify and implement marketing strategies and business opportunities development and implementation of network sales process to drive pipeline growth and deal execution.
• Collaborate with Transaction Banking staff to ensure proposals and tenders have product partner input and are submitted timely.
• To track implementation of solutions with product teams – Transaction Banking, Treasury, Scheme loans, Workplace Banking etc. – within the agreed turnaround time.
• Understand customer needs and provide them with products and services to achieve business objectives
• Provide support in structuring propositions to maximize business opportunities of an acceptable quality.
• Negotiate terms and conditions and prepare credit applications for new and renewal of loan facilities for corporate clients
• Present and defend credit applications in the Management Credit Committee sittings/meetings
• Establish and effective sales call cycle for key customers, partners and contacts and update the “deal pipeline”.
• Complete the wallet size for clients timely & appropriate file all client calls, client communications, internal memos, credit papers on the assigned portfolio.
• Timely initiate all credit processes (extensions, excesses full briefs, annual reviews)
• Cross Sell Trade, Treasury and transaction products and refer potential clients of the Bank for Commercial and Agric and Retail.
• Assist Head – Mid Corporates with product knowledge and market research
• Collate all action points raised in call reports, track and drive each action to its conclusion.
• Assist in the communication and implementation of any action necessary to improve service in respect of complaints/compliments received.
• Any other responsibilities or tasks as assigned by management.