Job Title and Overview

Job Title: Relationship Manager, Development Organisations

Reports to: Head, Institutional Banking & Public Sector

Unit: Institutional Banking & Public Sector

Department: Institutional Banking & Public Sector

Grade: Band 5

Job Purpose Statement

To manage a portfolio of clients within assigned market segment by contributing to business growth for the Bank through referrals or selling of Institutional Banking products and cross selling other Bank products and services so as to enhance value-add relationship with existing customers. This incorporates strong personal drive in prospecting and acquiring new customers, pursuing incremental business within the existing customer base, managing customer expectations to sustain the business relationship and providing business advice that will benefit the client. The main activities for role will include:Post resume

Additional Responsibilities

Key Accountabilities (Duties and Responsibilities)

Job Dimensions

Reporting Relationships: jobs that report to this position directly and indirectly

Stakeholder Management: key stakeholders that the position holder will need to liaise/work with to be successful in this role.

Decision Making Authority /Mandates/Constraints: the decisions the position holder is empowered to make (Indicate if it is Operational, Managerial or Strategic). Please also highlight any budgetary control responsibility if applicable for the role.

Work cycle and impact: time horizon and nature of impact (Planning)

Ideal Job Specifications

Academic:

Professional:

NCBAT Bank Core Value Behaviours (Performance Drivers)

Ideal Job Competencies

Technical Competencies

• Maintaining and building account profitability with assigned clients
• Assist customers in analyzing problems and propose solutions
• Develop cost effective, long term Asset and liability business with assigned market segment to ensure Bank’s maximum profitability
• Maintaining adequate relationship contract with assigned customer segment to ensure their expectations are managed and that they have appropriate understanding of NCBA.
• Manage administrative tasks, including credit analysis, and loan processing.
• Negotiate terms and conditions for credit facilities and make both credit and pricing recommendations for credits through the appropriate credit approval process.
• Anticipate and be continually sensitive to the shifting customer expectations and initiate appropriate measures to ensure that NCBA stays ahead of competitors in rendering customer service
• In liaison with the Retail managers who handle transactions for Institutional Banking customers on day to day basis always ensuring the bank is not unduly exposed
• Continually Identify and exploit cross selling opportunities that embed the bank and its products with the customers’ needs.
• Ensure compliance to Know Your Customer (KYC) and Anti Money Laundering (AML) requirements in all dealings with existing and potential customers.
• Ensure an effective call program is maintained on all assigned customers and prospects
• Champion development of innovative products.
• Participate in cross-functional activities that help promote and nurture collective responsibility to the bigger objectives of the Bank.
• Periodic (as specifically defined) performance reporting on marketing activities
• Reviewing credit appraisals for facility requests and other requests
• Review daily excesses/balances reports per customer
• Review daily large transactions reports and report suspicious transactions in line with KYC /AML guidelines
• Make decisions on paying and un paying of customer cheques/instructions
• Ensure timely resolution of customer queries
• Executing marketing and sales initiative in the assigned portfolio
• Provide and analyze market intelligence and develop appropriate proposals actions to competitive positions of product and services
• Manage and monitor the Performance of the portfolio against targets
• Manage and retain existing relationships and generating new business in the assigned market segments by providing core banking products and services. This will include increase customer base, growth in balance sheet (assets/liabilities & contingent liabilities), growth in earnings, increased facility utilization and actively cross-selling bank products and services
• Adequacy of personal competence to effectively perform Relationship Management tasks to ensure the customer relations are maintained well to reduce complaints and also retain existing customers by management of customer expectations. Develop strategies for maintaining and further penetrating existing client base and execute the strategy through calls, visits, needs assessment, customer qualification and follow-up meetings to maintain, enhance and expand customer relationships
• Consistency in adherence to and application of established policies, processes, and tools to achieve optimal efficiency, compliance and cost containment. Minimization of exposures to and impact of risks associated with client portfolio in line with Bank credit policies, NCBA regulatory requirements, KYC and AML policies.
• Make financing proposals through the appropriate credit approval process by structuring proposals, analyzing financial statements, negotiating terms and conditions for facilities and managing administrative tasks including credit analysis and processing
• To be the principal contact point for the new and assigned portfolio and prospective customers to all other NCBA units as customer needs by responding promptly to customer issues, questions and concerns
• Prepare and maintain appropriate reports on client portfolio and per set operational guidelines

• Proactive and dynamic sales and marketing skills to prospect and close business.
• Embody teamwork fostering strong unit sales drives and strong ability to effectively sell Bank products and expand market share
• Strong Neg

• Bachelor’s degree from a recognized accredited university.
• Relevant professional qualification in banking, finance or marketing
• Proficiency in use of MS Office applications