Relationship Manager – SME Banking Zanaco

JOB PURPOSE

To grow and retain a portfolio of high value Business Banking relationships by forming and maintaining strong connections with SME clients. To proactively drive sales and delivery of client-appropriate financial solutions whilst ensuring clients receive excellent and dedicated customer service that supports the sustainable, profitable and cost-effective growth of the SME Banking business.

Under the supervision of the Head SME Banking the following are among the

Job Key Responsibilities: –

• Identify the banking needs of the SME business community for actioning by the Bank and relay the Bank’s value proposition for the growth of the portfolio and overall Bank business
• Coordinate the sales efforts for liabilities and assets; extensively market low cost liabilities and identify suitable assets for on-boarding.
• Maximize revenue from the relationships across the portfolio by cross-selling products and solutions that increase wallet-share as well as track customer requests to their logical conclusion.
• Originate new business for the portfolio and provide leads for new business to other business unit
• Proactively initiate credit proposals, support clients through the credit application process and obtain appropriate approvals
• Negotiate terms and conditions and prepare information packs for preparation of credit applications for new applications and renewal of existing facilities.
• Coordinate post approval actions of credit facilities for the segment and ensure adherence to continuing obligations and facility covenants.
• Conduct wallet-sizing of the portfolio to identify business growth opportunities and development of individualized customer relationship plans and strategies for key clients.
• Monitor and advise the Head – SME Banking of key market trends and developments deduced from engagements with clients and other segments.

• Proactively manage borrowing relationships and monitoring of credit facilities to keep Non-Performing Loans (NPLs) well within expected levels for the portfolio
• Ensure compliance with bank policies and procedures to minimize operational and other losses and proactively report and document any risk events relating to the portfolio.
• Ensure portfolio consistent compliance with KYC and AML/CTF regulations.
• Identify sales leads, cross-sell opportunities and pass on to Product Specialists
• Prepare call plans and call reports.
• Attend regular meetings with customers, product teams and other internal stakeholders
• Maintain proper, secure and efficiently-retrievable records including records of client communications, internal memos, credit applications, account plans, client contact details and call reports
• Monitor and track achievements against target for key metrics, new clients on boarded and corporate service delivery metrics
• Review and ensure that agreed service level agreements are adhered to
• Conduct Branch Assessments in key business/ commercial banking branches to determine whether work standards and quality work output are achieved and maintained.
• Monitor performance of all service delivery channels identifying operational risks and recommend solutions to resolve failures identified.
• Perform a proactive liaison role between customers and back office service fulfillment and meet with various internal stakeholders to discuss possible improvements
• Provide input based on customer feedback and observed market and competitor activity to continuously improve segment products, customer channels and processes
• Proactively manage inactive and dormant accounts to keep them within acceptable limits and ensure correct segmentation of clients for your portfolio.
• Provide oversight across the SME clients in designated region, ensuring compliance with the highest standards of regulatory conduct and compliance practices as defined by internal and external requirements
• Any other responsibilities or tasks as maybe assigned by management

INTERNAL/EXTERNAL CONTACT

• Existing / prospective customers
• Internal stakeholders
• Officials of regulatory bodies e.g. BOZ– for compliance and market information.

QUALIFICATIONS AND EXPERIENCE

• University Degree/equivalent in relevant subject or banking qualification preferable
• Grade 12 Credit or above mandatory in Mathematics and English and any other three subjects
• At least five 5 years of experience in banking/commercial experience
• Demonstrated complaint handling and resolution skills
• Knowledge of the bank’s credit process
• Understanding and interpretation of financial statements
• Knowledge of the SME Banking Service Level Agreement
• Strong Interpersonal, Sales, Presentation and Negotiation skills.
• Stakeholder management to Communicate and network effectively, both internally and externally
• Good knowledge of banking systems and processes used by the bank and customers
• Knowledge of legal and regulatory issues typical for country banking systems and Knowledge and analytical skills, ability to understand main aspects of a financial institution’s operations an added advantage
• Strong knowledge of Bank products and channels an added advantage

JOB CORE COMPETENCIES

• Communication and presentation skills.
• Analytical skills
• Research skills
• Decision Making and Problem Solving
• Drive for results
• Customer service orientation
• Attention to detail
• Teamwork

 CLOSING DATE : 25 APRIL 2023