Mt. Kenya
Job Summary
To plan, manage and monitor the implementation of
activities and processes for stakeholder and relationship management, in order
to deliver on approved operational plans in an effective and efficient manner.
Selecting this role has a compensation & benefit impact in Mozambique.
Please contact Reward for details.
Job Purpose:
- To manage and sustain a portfolio of Commercial customers,
building long term relationships founded on efficient and reliable support
for their business. This is achieved particularly through quick risk
decisions and managing consistency and quality of operational service.
- The primary objective is to maximize risk-adjusted portfolio
contribution.
- The jobholder will be responsible for business development
both with new customers and with existing customers where they are
expected to increase “wallet share”.
- Executing sales growth tactics and targets in collaboration
with the key business partners (Transactional Banking, Global Markets,
Asset Based Finance, Commercial Property Finance, Ecosystem,
Bancassurance, Agribusiness, and any other product / solution functions).
Key Accountabilities
Accountability: Sales and Service
- Achievement of the portfolio’s annual financial targets: –
- Balance Sheet Growth,
- Revenue and Profitability,
- Growth in share of market, and
- Portfolio At Risk kept within set limits to minimize potential
NPL.
- Driving customer satisfaction (NPS score), developing and
growing relationships with existing and potential customers, identifying
opportunities for business development and guiding product development.
- Maintain Customer Account Plans for all customers in the
portfolio such that contact with customers is prioritized.
- Conduct Annual and, if appropriate, Interim Reviews of
Borrowing customers facilities.
- Where applicable, conduct Annual and/or Interim Reviews of
Non-borrowing customers.
- Determine the key messages, e.g., agreed service standards,
negotiated pricing, relationship team contact points, and new product
changes, deciding upon the most appropriate communication method.
- Deal with and find solutions to customer complaints.
- Determine the products that are most effective in meeting
customers’ needs and be able to sell these at short notice both reactively
and proactively.
- Research, create, and follow up a target list for potential
new business.
Accountability: Business Management
- Research, create, and follow up on a target list for potential
new business.
- Identify priority customers using the relationship Customer
Account Planning templates to assess their present and potential
contributions.
- Gather all the required information that is needed to prepare
and assess credit applications. The role holder will be expected to input
certain key information such as judgmental information. (They will work
with Assistant Relationship Manager, Business Development Manager for
relevant product, and the Corporate Credit Manager resources to construct
credit applications).
- Adherence to approved policies and procedures and providing
feedback on the same so as to keep them competitive;
- Audit issues closed with Nil repeat findings, and
- 100% SLA Adherence to agreed turnaround times.
- Control and quality of the portfolio, using available triggers
and adherence to Risk management guidelines and policies.
Accountability: Staff Management
- Day-to-day coaching and development of the portfolio Assistant
Relationship Managers (ARM’s).
- Performance tracking and periodic reviews of the supporting
ARM.
- Making the bank a great place to work (360o feedback).
Preferred Qualification
- A relevant business-related degree from a recognized
university.
- Additional professional / advanced qualifications are an added
advantage.
Preferred Experience
- At least 5 years in relationship management in Business /
Corporate Banking.
Knowledge and Skills
- A detailed knowledge of the Commercial and Corporate set of
products as well as a broad understanding of the products available in
Absa.
- For Complex products, will have a detailed knowledge of the
requirements of the more sophisticated customers.
- Introduce the product and coordinate the introduction of the
relevant Group product specialist.
- A broad understanding of policies and strategies within the
country as they relate to the demands of the customer base.
A detailed understanding of Country and Group
guidelines and policies relating to Credit Risk and related management.
Behavioral Competencies
- Relationship building
- General corporate skills
- Effective communication
- Negotiation and influencing
- Active listening
- Adaptability
- Planning and organization
- Ability to work under pressure
Technical Competencies
- Meeting customers’ needs
- Business awareness
- Business development
- Managing relationships
- Analysis and judgment
- Innovative
- Credit risk analysis
- Decision making
- Portfolio management
- Team results
Role / Person Specification
Training likely to assist Effectiveness in the Role,
and which may have been Completed prior to undertaking this role:
- Communication skills (written and spoken)
- Sales and relationship management.
- Credit risk analysis for lending.
- Portfolio risk management.
- Trade finance.
- Cash management.
- Customer experience.
- Negotiations and Influencing skills.
- Presentation skills.
Additional details of Exceptional Aspects of the
Demands of the Role:
- Required to form relationships with customers, therefore
minimum tenure will be 3 years.
- The job holder will need to be able to communicate with
credibility when dealing with financial controllers of companies. These
customer contact points will have high expectations of the Relationship
Manager in terms of professionalism, and ability to add value to their
business, and find innovative solutions to their needs.
- The jobholder’s portfolio will consist of a full range of
Commercial customers who will often be subject to competitive approaches
from other banks.
- Business development activity will also be challenged by those
competitive pressures.
How To Apply
