Job Summary
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).
Job Description
Key accountabilities / Deliverables / Outcomes:
Sales and Service; Time split 65%
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.
Business Management: Time split 30%
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.
Staff Management: Time split 5%
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).
Qualification:
A relevant business-related degree from a recognized
university.
Additional professional / advanced qualifications are
an added advantage.
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.
Portfolio management
Decision making
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
