Relationship Manager, Commercial Banking at SBM Bank Drives portfolio growth, manages commercial client relationships, and structures credit facilities. Requires Business/Finance Degree, strong credit analysis skills, and 4+ years’ commercial banking experience. Full-time.
Job Purpose
The overall purpose of this role is to achieve business growth for the Bank by selling products and services to SMEs within assigned market segments and promoting and selling other Bank products and services to enhance value-added relationships with existing customers.
Key Responsibilities
Strategy
— 20%
- Support the department in increasing business within the allocated
sectors and segments.
- Ensure implementation of the Commercial Banking strategy in line
with the assigned sector/segment and aligned to the overall Bank strategy.
Acquisition
and Business Development — 30%
- Onboard new customers to grow the Bank’s liabilities, assets and
non-funded income (NFI).
- Service existing customers to continuously grow the Bank’s
liabilities, assets and NFI.
- Increase product usage among existing customers within the assigned
portfolio.
- Increase account activity and utilization among existing customers.
- Ensure continuous engagement with Branch Commercial Banking teams.
- Play a key role in product development relevant to the assigned
sector.
- Evaluate credit proposals and ensure credit applications are
processed within the Bank’s set turnaround times.
- Effectively manage and expand relationships with existing SME
Banking clients and establish new partnerships to ensure business growth
and continuity within the assigned sector.
- Drive continuous improvement in customer service and implement
effective customer retention strategies within the Corporate Banking
framework.
Cross-Selling,
Retention and Client Servicing — 25%
- Provide advice on potential financial solutions based on identified
customer needs.
- Understand, resolve and, where necessary, escalate client queries in
a timely and appropriate manner.
- Analyze customers’ financial requirements and match them with the
Bank’s product offerings.
- Grow the Bank’s wallet share within the SME Banking sector and
designated portfolio/segment.
- Evaluate credit proposals and ensure credit applications are
processed within the Bank’s set turnaround times.
- Develop and maintain strong working relationships with existing
clients at key levels to optimize utilization of approved facilities.
- Ensure timely renewal of facilities such as overdrafts and prevent
limits from expiring or maturing.
- Ensure effective communication to clients regarding changes to the
Bank’s services or products.
- Manage all facilities within the portfolio to maintain an acceptable
Portfolio at Risk (PAR).
- Ensure customers maintain active accounts by regularly reviewing
account activity and ensuring transactions are consistent with the nature
of their businesses.
Leadership
— 5%
- Develop the assigned sector business across the country through
effective management of Branch Commercial Banking teams.
- Enable Branch Commercial Banking teams to achieve set profitability
targets by building, strengthening and maintaining strong client
relationships.
Compliance
— 10%
- Ensure compliance with internal policies and external regulatory
requirements.
- Work closely with Risk and Compliance units to ensure effective
controls are in place to mitigate business risks associated with Corporate
Banking.
Talent
Management — 5%
- Ensure continuous personal development.
- Support the development of Branch Commercial Banking teams,
including effectively charting their career paths.
Other
— 5%
- Safeguard and promote the Bank’s image and reputation with the
general public.
Key Relationships
Direct
Reports
- Relationship Managers
- Assistant Relationship Managers
- Senior Relationship Officers
- Relationship Officers
Key
Internal Stakeholders
- SME Clients
- Trade Finance
- Treasury
- Heads of Departments (HODs)
- Regional Managers
- Branches
Knowledge,
Skills and Experience Required
- Bachelor’s degree from an accredited university, preferably with a
major in Finance, Accounting, Marketing or Economics.
- Excellent interpersonal skills.
- Excellent communication and presentation skills.
- Strong organizing and planning skills.
- Strong information gathering, monitoring and analytical skills.
- Strong problem analysis and problem-solving skills.
- Sound decision-making skills.
Competencies
Required
- Emotional Intelligence and the ability to work effectively under
pressure.
- Passion for performance, teamwork and achievement in a competitive
and dynamic environment.
- Commercial awareness and customer focus.
- Strong internal and external networking skills.
- Delivering Results and Meeting Customer Expectations.
- Achieving Personal Work Goals and Objectives.
- Entrepreneurial and Commercial Thinking.
- Persuasion and Influencing.
- Presenting and Communicating Information Eloquently.
- Relating and Networking.
- Working with People.
Problem
Solving
- Ability to maintain a quality asset book.
- Ability to handle customer complaints and expectations
diplomatically.
- Ability to foster teamwork with colleagues and promote a positive
working environment.
- Ability to conduct oneself professionally while ensuring that the
Bank’s image and reputation are protected.
- Ability to analyze statements of accounts and annual financial
reports to assess the accuracy and reasonableness of company earnings in
relation to the relevant industry and period of analysis.
Accountability
- Ensure timely submission of reports.
- Ensure seamless execution of assigned tasks.
- Ensure adherence to the department’s Service Level Agreements
(SLAs).
- Ensure effective customer satisfaction and retention mechanisms are
maintained.
How to Apply
